ScaleUps And Hypergrowth Podcast

Tom Matzen has been responsible for some of the world's most successful strategic alliances. He's worked with the likes of Jay Abraham, Chet Holmes, Tony Robbins and many others. His alliances have yielded 1000%, 3000%, 5000% growth for both sides, generated $hundreds of millions year on year. Tom shares his experience, offers insights and tips you can apply immediately. We discuss the qualities that make for effective alliances and what can cause things to go wrong. This is one to bring a notepad and paper, and is worth several listens.You are going to be uncomfortable when you realise what you are doing to prevent your own alliances and partnerships from working, so buckle up, get some humility going and learn from a genuine master in this space. Contact Tom via linkedin.com/in/tommatzen Websites embarkmilliondollarauthority.com  (Embark Million Dollar Prtnship) entrepreneurempowerment.org/scholarship/  (Apply for a scholarship today) tommatzen.com/  (Tom Matzen Speaker site) Phone: +1 604-499-7164 (Mobile).--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcus@laughs-last.com. You can track down events and posts by following the hashtag #ProCustomer  

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

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

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

Americans and Brits, Europe is NOT a country. Germany is made up of several different regions. the north is different to the south. Straight translations into German don't translate sentiment or what matters most to your various German speaking audiences. The Swiss are very different to the Austrians, and Austrians are different to Northern Germans.DACH buyers don't do business in the same way that buyers from New York, California, Salt Lake City, London or Scunthorpe do. Localisation is critically important not only in your marketing and collateral but also adapting to local cultures and business preferencesA fast talking seller from Brooklyn will probably struggle to sell to a buyer from Louisiana or Georgia. Given that Europe is made up of 27 nation states and many hundreds of regional groups why do you think it might be any different in the DACH region.My interview with Tobias Kopp is a full frontal exposure of what British and US companies get wrong culturally, in their communication and in trying to transcribe the culture to a region that needs and wants different things. Pay close attention and add up all the things you are doing in your failing DACH operations. Practical operational advice you can implement immediately.Tobias can be contacted via LinkedIn linkedin.com/in/tobiaskoppWebsite: collibra.com/  (Company Website)Email: https://linktr.ee/marcuscauchi

Brett Putter explains how getting culture right can drive hypergrowth, but getting it wrong drives stagnation and decline.The best leaders make culture visible, conscious, and tangible. Company culture is the way we do things around here. It's a combination of behaviours, habits, norms, principles, rituals, symbols, the way we communicate processes, procedures, our mission, vision values. It's all of these things combined into a soup of culture, which is why it's hard to define.Can you fulfil your potential, grow and develop, and self-actualise in your organization and be yourself?We've all seen companies where there isn't any psychological safety there isn't the opportunity to grow and develop. You can pay a lot of money and and some people will stick around, but eventually people will leave if they can't self-actualise and fulfil their potential.Contact Brett via linkedin.com/in/brettonputterWebsite: culturegene.ai  (Company Website) Twitter: BrettonPutter--To book a confidential 1 to 1 with mehttps://calendly.com/marcuscauchi/linkedin-discovery-callSubscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Bob Moesta served his apprentice in Japan with W. Edwards Demming. He is a product designer, serial entrepreneur who had to learn how to sell out of necessity. Surprised his MBA programme taught finance, HR and marketing but not selling, he applied his engineer's mind to the sales process to build a sales approach that satisfies what users and customers need and want, #DemandSideSales.You will want to bring a notepad and pen to this episode. Not a minute goes by without a usable insight, fresh thinking and ideas that will help you to accelerate your company's growth without losing control.Bob's thinking is fresh, clear and unconventional. He understands human beings with more clarity than most. He understand their motivations and demotivations. And he is above all, practical. No fluffy theory. His ideas have been tested in the crucible of the real world, with real customers and real problems.Few people I have interviewed make as much sense as Bob. Seriously, download this and listen to it frequently. You will derive massive value each time and every time you will learn something new.Bob Moesta - linkedin.com/in/bobmoestaWebsitestherewiredgroup.com/  (Company Website)bobmoesta.com  (Personal Website)jobstobedone.org  (Blog)Twitter -                bmoesta              -- To book a confidential 1 to 1 with mehttps://calendly.com/marcuscauchi/linkedin-discovery-callSubscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 

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, professional services. We explore culture, leadership and management's role in building a buyer-centered operation. We delve into the importance of delighting customers and the unintended consequences of achieving delight.Packed to the gunwales with practical insights, challenging questions and fantastic ideas.Bob Moesta - linkedin.com/in/bobmoestaWebsitestherewiredgroup.com/  (Company Website)bobmoesta.com  (Personal Website)jobstobedone.org  (Blog)Twitter -                bmoesta             Jill Robbins - linkedin.com/in/jillerobbinsWebsitesdollyandjett.com  (Personal Website)matchbookinc.com  (Company Website)Tom Williams - linkedin.com/in/thomasjwilliamsWebsiteStrategicDynamicsFirm.com  (Company Website)Twitter - SD_Firm--To book a confidential 1 to 1 with mehttps://calendly.com/marcuscauchi/linkedin-discovery-callSubscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

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 $1. Worth the price of admission, I promise you (link below)Justin and I explore why so many companies have sacrificed effectiveness for efficiency by throwing money at marketing technology without putting in the foundational thinking and planning. We agree that great tech used badly is incredibly harmful. In the immortal words of Dan Kennedy, "The price of free marketing is all the people who will never do business with you".Pipeline is the lifeblood of every business and for scaleups, it can make the all difference especially when you have investors putting pressure on founders and leaders to drive revenue growth. Done well, everyone wins - marketing, SDRs, sales, customer success, operations, the customer, partners, management, investors. Done badly, the battlefield is riddled with the corpses of burned out SDRs, AE's miss quota, management gets fired, investors squeeze founders and they lose more control and have to go back cap in hand for more funding, and your prospects suffer constant, awful interruptions that result in you getting lost in spam filters or Google penalising you.Justin gives one tip that will literally SAVE you £MILLION$ in wasted opportunity costs.Contact Justin - linkedin.com/in/michaeljustinWebsite: https://salesborg.mykajabi.com Twitter: tonystark2020s--To book a confidential 1 to 1 with me https://calendly.com/marcuscauchi/linkedin-discovery-callSubscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

A #DestinationEmployer is one that people aspire to join. Managers who create the conditions for high levels of engagement fund that the members of their team encourage people they rate highly and care about  to jon the team.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 use to create a safe environment, to earn discretionary effort, to manage inclusively. We identify what the best and the worst managers do that impacts engagement. We define the qualities of teams that are managed in such a way as they bring out the best in you, challenge you and earn loyalty.We explore what makes the best millennial and Gen-Z employees scrappy and the trend towards purpose led capitalism. Packed with usable insights every manager needs to know and apply.Contact Michael: linkedin.com/in/erynn-bellContact Erynn: linkedin.com/in/pucknusa--Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-callSubscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 

Jeroen Corthout is the CEO of #Salesflare, a hypergrowth CRM software vendor. We explore what it's like to build a fast growth technology company. We discuss the shortcomings and best practices when implementing sales enabling technologies.Jeroen has taken a user centric approach to building Salesflare. User centric product development and selling is the future of sales in my view. Salesflare automates your data to build better relationships and make more sales.Contact  Jeroen: linkedin.com/in/jeroencorthoutWebsitessalesflare.com  (Company Website)about.me/JeroenCorthout  (About.me)Email: JeroenCorthout--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 use to create a safe environment, to earn discretionary effort, to manage inclusively. We identify what the best and the worst managers do that impacts engagement. We define the qualities of teams that are managed in such a way as they bring out the best in you, challenge you and earn loyalty. We explore what makes the best millennial and Gen-Z employees scrappy and the trend towards purpose led capitalism. Packed with usable insights every manager needs to know and apply.Contact Michael: linkedin.com/in/erynn-bellContact Erynn: linkedin.com/in/pucknusa--Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-callSubscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

My guests on this roundtable are Tom Williams and Jill Robbins. We explore how modern sellers need to stop selling selfishly and in isolation. We explore why you need to partner with your clients, customers and prospects if you want to stand apart from your competition.We explore the need to approach market and account research, how to prospect, the importance of engaging across the business, developing a quorum of influencers. We explain the imperative of understanding the risks each individual is facing. Failure to partner with procurement and channel partners can leave you chasing your tail or having to settle for crumbs.Contact Tom Williams: linkedin.com/in/thomasjwilliamsWebsitesStrategicDynamicsFirm.com  (Company Website)Twitter: SD_FirmContact Jill Robbins: linkedin.com/in/jillerobbins Websitesdollyandjett.com  (Personal Website)matchbookinc.com  (Company Website)--Book a 1 to 1 with mehttps://calendly.com/marcuscauchi/linkedin-discovery-callSubscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Hans Peter Bech has been helping technology vendors grow and scale internationally for the past 40 years. We discuss how to bootstrap your technology business.How do you build an international software giant without raising external funding?How do you maintain control of your business whilst achieving hypergrowth?What are the management challenges?How do you build cohesive teams?How do you win flagship customers?What type of leadership and management do you need?Hans Peter is a celebrated author of a number of books, a keynote speaker and a battle scarred Viking veteran of many battles. He has built businesses globally in hardware and software, he has worked in manufacturing and shipping, in sales, in management, at executive and non-executive levels. He has a strong background in channel sales, and we spend a significant proportion of this conversation exploring why channel sales is likely to be significant in the future expansion of most vendors, the highs and lows, pitfalls and opportunities.A lively conversation packed with operational insights. You can contact Hans Peter  via LinkedIn: linkedin.com/in/hanspeterbechWebsitestbkconsult.com  (TBK Consult)hpbech.dk  (My Danish Blog)hpbech.com  (My English blog)He is a consultant and trainer and his latest book, #GoingGlobalOnAShoeString can be found on Amazon at https://www.amazon.co.uk/Going-Global-Shoestring-Expansion-Software-ebook/dp/B08CM5WTFT/ref=sr_1_1?dchild=1&keywords=going+global+on+a+shoestring&qid=1601215731&sr=8-1 - - To book a confidential 1 to 1 with mehttps://calendly.com/marcuscauchi/linkedin-discovery-callSubscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

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 access to the sum total of human knowledge with a few clicks of the mouse, and have grown tired of the dehumanisation and distance created by marketing and sales automation. This also increases the pressure felt by salespeople who are suffering from burn out more than ever before. This leads to high turnover, multiple preventable hidden costs and inefficiency in your sales operation.Listen and take notes. Anita knows her stuff and has been involved in helping thousands of salespeople meet their potential, hundreds of managers get the best from their people and companies smash expectations.Contact Anita via LinkedIn at linkedin.com/in/anitanielsen Twitter: ANielsenLDK Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call#TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

David Henzel has started up and scaled several businesses, running several concurrently, generating $multi-millions in each. He swears blind that coaching is the difference that makes the difference. Listen to find out why I agree with him and what impact it could have on your business and your career.Having interviewed Tom Schodorf, Ryan Longfield, Tom Castley, Jim Legg, Silke Ahrens, Rod Jefferson and 200 other sales leaders, I can confirm, all of them invest heavily in coaching AND BEING coached. Coaching is the red thread that runs through virtually every successful sales leader, every successful CEO. And they are not so fragile or brittle that they think they cannot improve from being coached.Alongside coaching we explore why failure is such a powerful teacher, culture, values, mission and purpose are much more than just a tick box exercise or something we pay lip service to; they are filters through which we make our greatest decisionsContact David via LinkedIn (and definitely check out "upcoach.com")linkedin.com/in/davidhenzelWebsitesupcoach.comtaskdrive.com  ltvplus.com  managinghappiness.com  (Personal Website)Twitter: davidhenzel -- Book a call with me on Zoom - https://calendly.com/marcuscauchi/linkedin-discovery-callGet my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1#TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065  

#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 explore the best and the worst of #customerservices, #userexperience, #sales, #salesmanagement, #partnerships and #channelsales. She is not afraid to turn things on their head if it is better for the customer. She faced enormous internal skepticism but powered through the nay sayers because she listened to her customers and gave them what they needed.Yes it required some effort and it isn't easy, but it is the right thing to do for Palo Alto's customers, and for the business. It positioned them as different in the minds of their customers and helped them win new business away from their rivals.Have a listen and decide, could you do something similar to better serve you clients.Patty can be contacted via LinkedIn at linkedin.com/in/patricia-hatter-5473873 ==Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler here: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

#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 and what good and bad procurement look like.If you want to scale, you are going to come across procurement and you can either push against them or make them your ally. I strongly suggest, you make them your ally. I know, many of you will think I've gone soft but hear me out. Throughout the enterprise, pockets of dissatisfaction are sharing a collective experience of their pain manifesting as a range of symptoms. Each flashpoint will be turning to procurement to find solutions and seek out vendors. If you know your onions, and you get partner with procurement early, you can work with them to identify if and when an organisation needs your help and is ready to buy. Have a listen and take notes. Let me know what you learn and apply.Jill can be contacted linkedin.com/in/jillerobbins and via her website business fierce.com --If you'd like to book a 1 to 1 with me use this link https://calendly.com/marcuscauchi/discovery-call-15-mins Subscribe to my newsletter, #TheGrumbler here: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

#AvnerBaruch is not your average #salesenablement practitioner. He fixes what's broken and doesn't stick to the rules. He has developed an approach he based on #Moneyball to drive #SalesEffectiveness over #salesefficiency. We explore why so much sales enablement activity is wasteful and pointless. We discuss what works and what doesn't. And we are not kind in our assessment of what passes for average in the sales enablement world. Have a listen. Let us know what you think. Like, comment and share, and remember to subscribe to the #ScaleupsAndHypergrowthPodcast.You can contact Avner via LinkedIn at linkedin.com/in/avner-baruch --Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler here: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

"Once you sell something, lots of things happen. And before you sell something, lots of things had to happen to make that possible", says #DavidWeiss. We discuss the highs and lows, truths and myths of enterprise selling.Before you take your first enterprise sales role get good at negotiating internally, multi-threading in a deal with multiple stakeholders, multiple layers of movement and pain, building relationships (including with partners), and plenty of scar tissue about the length of deal. "Enterprise is all about time and territory" and it may take you 6-9 months before you get your first commission cheque.We explore what you need to establish during your ramp up period to set yourself up for success. Product knowhow is not essential until your second or third meeting with a prospect because you need to diagnose and understand the better future your prospect intends to achieve.We discuss the qualities of winners in enterprise sales, and the leap from mid-market to enterprise. Domain expertise and market awareness allow you to engage in intelligent conversations and ask tough, challenging, insightful questions that go deep. People who fail in enterprise are soft at the diagnosis stage.It will become clear as we get into the conversation, how important it is to develop strong business acumen, clear expectations and a balance between accountability and compassion. The habits of the best enterprise salespeople are a strong work ethic, research, prospecting, account coverage,  planning, rehearsal, preparation, seeking coaches and mentors, honing your craft like a world class athlete.As a sales leader David emphasises the importance of loving your people to get the best out of them. Enterprise sales leaders must constantly be recruiting, onboarding thoroughly over a prolonged period, training, coaching, mentoring, holding people to account, helping them by midwifing deals, territory mapping, account planning, pursuit planning.We also identify the mistakes leaders and managers make that incur preventable costs, cause burnout of salespeople and create management problems down the road that are entirely avoidable.Contact David via LinkedIn at linkedin.com/in/davidlbweiss --Book a call with me on Zoom - https://calendly.com/marcuscauchi/linkedin-discovery-callGet my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1#TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

#AmyBrown, founder and CEO of #AuthentiCx is a pioneer in the field of bidirectional conversational AI to improve:#CustomerExperience #CX#Sales#Marketing#MarketingStrategyShe help US Healthcare companies to understand what their customers truly want and need. She explains why #customersalisfactionsurveys and #netpromoterscores #NPS are fundamentally flawed and inaccurate. She identifies where to look for clues as to why otherwise loyal customers are prevented from buying from their providers, how call centres contain a rich, mostly untapped diamond mine of information and why executives are volitionally deaf if they aren't utilising this unfiltered, unbiased resource of rich customer insights.A fascinating exploration into the power of AI if used well and the value of all the #smalldata that you already ownAmy can be contacted on linkedin.com/in/amy-brown-84821210Website: https://beauthenticx.com/ -- Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler here: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065  

"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 with irrelevant, contextually inappropriate, interruptive marketing and replace that with marketing that offers pinpoint accuracy. We discuss how salespeople can save time and wasted effort by using Ai to pull together razor sharp prospect lists comprised of only suitable people for you to sell to, based on your psychographics, behavioural analytics and fit within your ideal customer profile.We explore the future of Ai, it's application in hiring, team building, team selling and channel development.You can contact Rob via LinkedIn on linkedin.com/in/robert-turleyWebsite: whiterabbitintel.com  (Company Website)Twitter: WhiteRabbitIntl --If you are growing your business and want to speak to someone who will challenge your thinking, help you avoid the mistakes and horrors that were inflicted on you when you were a corporate wage slave, and you want to hire great talent and help them succeed, book a call with me on Zoom - https://calendly.com/marcuscauchi/linkedin-discovery-callGet my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1#TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

#MattEdmundson has set up 20+ #Ecommerce businesses since 2004. He dispels the myths about magic bullets and explains how to start an Ecommerce business, how to attract traffic and how to succeed with online sales, achieving high double figure or triple figure growth rates.Start with your purpose then you can work out where you start. Identify who you plan to serve as your customer, then identify what products or services they will need and want. He explains the 6 key elements to building a successful online business:Product and customerwebsite platformEngagement and resonanceMarketingExperienceRepeatable process to drive lifetime repeat customersWe discuss why it is so important to speak to your (prospective) customers BEFORE you decide what you plan to sell them. Matt emphasises the critical importance of testing to make sure the customer journey is acceptable and easy. He explains the simple truth about maximising your SEO ranking to grow your traffic and build your audience.We explore the importance of putting your customer at the heart of everything you do. You have to create peak memories to keep customers coming back, and encourage them to advocate for you in a crowded, competitive market where you could be crushed in a price war.Contact Matt atLinkedIn: linkedin.com/in/mattedmundsonWebsite: mattedmundson.com  (Company Website)Twitter: mattedmundson--If you are establishing your business and want to speak to someone who will challenge your thinking, help you avoid the mistakes and horrors that were inflicted on you when you were starting out in your career, want to hire great talent and help them succeed, book a call with me on Zoom - https://calendly.com/marcuscauchi/linkedin-discovery-callGet my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1#TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

"Direct sales leaders are passing on the same bad genes to the kids. Learn this one thing. The channel can open doors that you don't even have the keys to the house", says #RodJefferson.What most vendors do to decrease time to revenue, increase seller productivity, remove selling obstacles, and create customers for life is the antithesis of what is needed to achieve these goals.We explore the significant differences between enabling a direct sales force and enabling a #SalesChannel. It is not a matter of putting "Channel" in front of your sales training programme.Listening is the most important part of conversation and selling. When you're selling through and selling with partners, you must slow down, stop trying to be the smartest person in the room, demonstrate humility and recognise, as the vendor, youa re probably a bit player in the grand scheme of things that the partner and the customer are working towards.By bringing in the right partners, you will accelerate achievement of all your fundamental goals. The problem is that most sales leaders and direct salespeople don't understand partners or the different types of partners (service, technical, implementation), when or how to bring them in. We explore how to sell channel programmes internally and how to hire effective channel managers. -- Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1#TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

#LisaPalmer is an elite #EnterpriseSales professional who closes 7-8 figure deals. Having worked for many years on the buyers' side of the desk she is intimately aware of why salespeople go wrong when selling these big ticket solutions.She explains what it takes to succeed in complex, highly competitive #EnterpriseSelling environments - the internal and external challenges, the tightrope you have to walk to make sure the right people on your team are having the right conversations, at the right time, in the right way with the right people from your #ChannelPartners and #customers. She explores the politics and egos, timing pressures, the mistakes to be avoided and the heavy price you pay for ignoring the customer's buying process.Do you know what the CSuite cares about? Are you hosting valuable discussions or wasting their time? If you aren't, you will never be invited back and when you consider the incredibly high cost to get a first meeting. let alone the hidden cost of every pursuit, win or lose, you'd better be at the top of your game at all times.You have to be a strategist, planner, diplomat, tactician, trainer, coach and manager, and you need a steel spine to establish and enforce the necessary boundaries - often to prevent your own leadership from derailing an opportunity in their race to secure revenues.Lisa can be contacted vialinkedin.com/in/palmerlisac Twitter: palmerlisac- -Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1#TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

#GraemeWaugh was my Account Executive 18 years ago when I was a lowly SDR at a company called Managed Objects. It's where my Sandler journey began. I had booked an appointment with he CTO of an insurance company, and inside 7 minutes Graeme had uncovered a £1m problem. I was in awe.Since then Graeme got good at what he does! We discuss how he recently closed an $100m deal by upselling it from $5m. He explains how he coordinated a complex team involving 12 partners and how his partners helped him knock months off the buying cycle by delivering him to the Board of his prospect.Graeme explains the challenges and complexity of partner with partner co-selling. He pulls up the covers on the internal politics you have to navigate within your own organisation. A masterclass in #enterpriseselling and #coselling with multiple #partnersGet in touch with Graeme if you want a heavy hitting, highly experienced enterprise sales professional who is highly collaborative and savvy in the ways of buyers, vendors and channel partners.LinkedIn: https://www.linkedin.com/in/graeme-waugh-1b3491/ --Book a 1 to 1 with me at https://calendly.com/marcuscauchi/discovery-call-15-minsGet my newsletter #TheGrumbler: http://eepurl.com/gu2Yd1Listen to both my podcasts:#TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Unless you're learning what you're doing right or wrong from your customers you run the risk of becoming irrelevant very quickly. Equally, if you aren't listening to your people who at the sharp end, you'll quickly disappoint them, and they'll either leave or become disengaged. Disengaged employees mean unhappy customers. #KarenMangia is VP Customer & Market Insights at #Salesforce. We discuss why so many businesses fall short of expectations and why the few who really grasp the concepts of customer experience win and keep customers for life.  Karen has just authored 2 new books #ListenUp and #WorkingFromHome which is due out in December. Watch out for them. I've previewed both and they're excellent. Contact Karen on LinkedIn at linkedin.com/in/karenmangiaWebsitessalesforce.com/  (Company Website)successwithless.net/  (Success With Less Book)twitter.com/karenmangia  (Personal Website)--Making Channel Sales Workhttps://tinyurl.com/Making-Channel-Sales-Work Making Channel Sales Work LI grouphttps://www.linkedin.com/groups/8553361/ Making Channel Sales Work Playlist YThttps://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpq 

#ScottLeese is a 6x Startup Sales Leader, 3x Top 25 AA-ISP Inside Sales Leader, 2x Founder, 1x Author and strategic advisor to many scale up business founders. Serious illness took away Scott's future, he became an opiate addict and when he recovered he was unqualified for anything but sales. It was tough, but he'd beaten death, so he wasn't going to let something trifling like the hardest, simple job in the world beat him. He had an epiphany by reflecting on his addiction which resulted in his philosophy and approach to selling. Scott has built 6 x $200,000,000 companies. SIX! From scratch. Listen to his approach to hiring and recruitment, management and training. It will blow your mind. Yes, it's a lot of work up front, but it SAVES time, builds individuals' to meet their potential, earns loyalty and delivers extreme results. Pay attention to what he measures. This interview is such a breath of fresh air. Scott hosts Thursday Night Sales to help ambitious salespeople develop themselves. https://thursdaynightsales.com He's constantly hiring, so if you are looking for a place to grow and develop your sales career, get in touch. And if you want to sell and surf, there is no one better on the planet. LinkedIn: linkedin.com/in/scottleeseWebsites:scottleeseconsulting.com  (Personal Website)surfandsales.com  (Personal Website)patreon.com/thescottleese  (Personal Website)Twitter: sleese555-- Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 

"In the absence of value we will discuss price ... discuss the value of the experience of working with us that you cannot get anywhere else ... stop giving discounts right away ... discounting is for you and your company it's not for the customer ... once it's out there, you can't take it back" says #RoderickJefferson. Scared money doesn't sell.Rod has run sales enablement at Siebel, Network Appliance, Business Objects, eBay, HP, PayPal, Salesforce and Marketo. Sales Enablement 2.0 is about designing, building and deploying sales enablement differently to shift to how can we help our clients hold on to their clients, how do help increase profit, reduce cost, mitigate riskSales enablement should be true partners who align, connect and collaborate across all the lines of business. Stop trying to shoehorn prospects into your sales process. Sales enablement's job is to make sure the right salespeople are having the right conversations with the right people in the right way at the right time.#SalesEnablement #SalesTraining #SalesProductivity #SalesEnhancementContact Rod via: LinkedIn - linkedin.com/in/roderickjeffersonWebsitesroderickjefferson.com  (Company Website)youtube.com/channel/UCShK1i36e1AY1yVHHPh93wQ  (YouTube)facebook.com/ThevoiceofRod/  (FaceBook)--Book a 30 minute one to one conversation with me: https://calendly.com/marcuscauchi/book-a-free-30-minute-callOrder your paperback copy of #MakingChannelSalesWork: https://tinyurl.com/Making-Channel-Sales-WorkMaking Channel Sales Work LinkedIn group: https://www.linkedin.com/groups/8553361/Making Channel Sales Work Playlist on YouTube: https://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpqYou can subscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1#TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Failure is your best teacher. The co-founders of #Crystal, failed big time in a previous venture and both credit that painful experience for the exceptional lessons it gifted them.#GregSkloot is co-founder and President of Crystal. He and #DrewDagostino have taken a refreshingly slow start to establish strong foundations to their tech #scaleup. They've taken their time to plan, design the business they want to become. They've been very selective about their investors. They held back their growth to make sure they ironed out the kinks in their product, took their time to hire critical roles and established themselves in their market with paying customers before they kickstarted started their enterprise sales.What's refreshing about these guys is they have been humble  enough to learn from their mistakes, they recognise they are not the finished article and have stripped their egos out of their own roles. They also realised that they needed to play to their strengths and let go. They've delegated or hired people to do what needed to be done in areas they are not strong in or where they could be freed up to focus on higher value or more strategic activities.In this very candid interview Greg explains why they have intentionally slowed down their growth to build firm foundations, establish a fan base of happy users, mature their product, their sales messages and position themselves to launch into the enterprise market.Well worth a listen.Contact Greg via:LinkedIn: linkedin.com/in/gregsklootWebsitesskloot.org  (Blog)crystalknows.com/p/gregskloot  (Personal Website)Twitter: gregskloot--Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-callSubscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

"If you live your life in balance sheet you are back to an account telling an entrepreneur telling them how to run their company". #CallumLaing lifts the lid on the broken and corrupt world of #venturecapital and #privateequity.PE/VC had their heyday 20 years ago when they were able to pay much less to buy companies, but their success back then has led to massive inflation. In order to make money today, they have to force their investments to strip out costs, go into massive debt and pursue insatiable growth and the expense of longevity.In this very frank interview we discuss toxic impact of the Silicon Valley boys club. We explore the damaging illusion that VC/PE are the smartest people in the room, the cartel like behaviour PE firms operate to give the illusion of success - in 2019 over 30% of PE sales were to other PE companies. "I need to give my investors their money back with a return so I sell you my company on the promise I will buy 2 of yours next year. That way I can show how clever I am when I pay back my investors today, and you can do the same next year". Well over 70% of companies seduced by the promise of rapid growth and riches, lose everything. Often it's closer to the 95% mark.We lift the lid on the facade of stock options as a way to get rich. Too often it's a honeytrap that leaves those who made the company exitable, nothing, or worse. In the dot.com boom, options saddled paper millionaires with a crippling tax liability and they were forced into bankruptcy.We examine the myth of the great minds in many of the big management consulting and strategy firms and their broken business models.Callum shares his philosophy that is allowing MBH Corporation PLC to achieve hypergrowth in the value of their stock by acquiring profitable, traditional, "boring" businesses like kitchen fitting companies, construction, caravan companies, leaving majority ownership and control in the hands of the business owner.Callum gives a fantastic piece of advice as his best lesson from his years of scar tissue.We discuss the potency of gender and ethnic diversity to add value and perspective and the idiocy of limiting your talent pool. We didn't intend to make many friends with this episode and I think we succeeded. Please share your thoughts.LinkedIn: linkedin.com/in/callumlaingWebsitesunity-group.com  (Unity-Group)entrevo.com  (Entrevo)callumlaing.com  (CallumLaing.com) Twitter: LaingCallum--Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-callSubscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

#JulianaVida is Chief Technical Advisor to #Splunk's #PublicSector sales team. 27 years in the US Navy, combat pilot, deputy CIO to the US Navy, 3 years at Gartner advising governments, and special advisor to Washington Cyber Roundtable, Juliana is the voice of the customer for sales. She's not technical by background and spends much of her time reminding salespeople that their buyers are human beings! She reminds them that to have an executive level conversation you have to invest time on the human level of discovery if you want to avoid being sent to Siberia, stuck in the IT department.We have a very robust conversation about why buyers really buy and what salespeople do to prevent them from buying. Juliana is an advocate of thinking AS THE CUSTOMER instead of about the customer - if you think about the customer you are making assumptions and those assumptions are probably wrong. We discuss what managers need to do to recruit diverse teams who have breadth and perspective that transcends sales and engineering. Look outside for people who come with different experiences, who think differently, who ask questions your specialists would never think of. We discuss training managers and salespeople, the value of constructive conflict, the need for planning, rehearsal to get ahead of any problems that might occur in the sale. Splunk has created a fun, creative, innovative culture in a mature business to drive the constant feeling that everyone has to be very creative, embrace different opinions, stand up for what they believe to best serve the customer, to offer a better solution. We explore how to identify top talent by how they present their personal brand on platforms like LinkedIn.The best vendors make their customer the hero, help them become wildly successful. Juliana explains why salespeople must build relationships that matter, why they must act as if they have no fear, and the negative effects of ego.A genuinely insightful conversation about #sales and #selling, #salesmanagement, #salesleadership.Contact Juliana via LinkedIn - linkedin.com/in/julianavida--Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-callSubscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

 "The evidence is there and the results aren't", says Mark Schaefer about the utter waste in global marketing. If you are a business leader, you are in for a good kicking. if you are a marketer or working agency side, you are probably going to hate this episode. #MarkSchaefer started his career in Fortune 100 corporates, he is an Adjunct Professor of Market at Rutgers and is author of the very excellent #MarketingRebellion. He is an outlier in the world of marketing.Mark says that marketing has to own the answer to this question. "How do customers experience us in their environment?" Our customers are doing over 2/3rds of the job of marketing. Our customers are doing the marketing for us. HELP THEM TO DO THEIR JOB!The job of marketing is to listen to the customer. You have got to be in the trenches. Whatever you think about your customer is probably wrong. Deafness to what matters to your customer means you are missing opportunities, alienating loyal customers and your reliance on #BigData that you don't understand means you are asking the wrong questions. The answers lie in #SmallData.This is a blisteringly good episode. have all the leaders in your business complete this sentence ... "Only we ..." If you come up with several different responses, you don't have a marketing strategy!LinkedIn - linkedin.com/in/markwschaeferWebsitesbusinessesGROW.com  (Company Website)businessesGROW.com/blog  (Blog)youtu.be/gehWpd4AGyE  (Speaking video) Twitter markwschaefer--Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-callSubscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

"Things are slow to change, especially in sales" - Max Altschuler#MaxAltschuler discusses his journey though several start ups and #scaleups that have achieved #hypergrowth - Udemy, SaaStr, CMX Media, SUTRA, #SalesHacker, #Outreach - he's a serial investor, podcaster, author of #CareerHacking and #SalesEngagement and a member of the #RevenueCollectiveWe discuss what it's like going through every sated of the #ScaleupLifecycle, from start up, through series A, B, C, hypergrowth, trade sale and IPOMax explains the importance of clarity, visibility and accountability, why automation especially in the sales process is vital to make sure you are not wasting leads, taking too long to respond and you are maximising your revenue potential. He emphasises the importance of a clear plan that delivers sales and marketing integration so the customer experiences a high degree of responsiveness.He discusses the pressure to hire well and hire fast which can feel like contradictory pressures which is why recruitment is a full time responsibility for managers. You need systems for attraction, qualification, interviewing, assessment, pre-onboarding, onboarding, training and coaching. And you need to hire people who accept that change is a constant in fast growth tech scale ups.The pressure this places on management is massive. Adaptation must be supported by the right technology, the right systems and the right culture. Coaching is a constant thread for all salespeople at every level.No one has an excuse for coming out of Covid with a more efficient, better trained organisation. Max makes the point that even if your sales are down you should be using this time to make sure that your close rates are better when you come out of it. This is a great time for improving your communication channels with prospects and customers, doing your research, building trust channels.Contact Max: linkedin.com/in/maxaltschulerWebsitessaleshacker.com  (Company Website)maxalts.com/  (Personal Website)TwitterMaxAltsSalesHackerConf --Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-callSubscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 

#DanielMarcos was riding the crest of wave in his second successful business when the crash of 2008 hit. He was wiped out within 24 hours. Daniel believed until that moment that he had the Midas touch, that he was a natural when it came to entrepreneurship. His hubris and arrogance saw him lose everything, including his self-esteem. Despite being offered the country manager role for Google in Mexico, Daniel's ego was raw. After weeks of self-indulgent self-pity Daniel received a call from the legendary author of #ScalingUp, #Verne Harnish whipping him back to reality. Verne invited him to become a coach for CEOs of mid market scale ups. Reluctantly he agreed to do this at the weekend and quickly his weekend income outstripped his salary so he went full time.We discuss the common blindspots he sees in so many CEOs, what seduces them off the right path and the challenges associated with coaching founders who delude themselves into thinking they have the magic touch.Daniel shares several frequently UNasked questions we explore:How much cash will each decision you make generate or suck from your business?OxygenOptionsAre you the CEO your company deserves?Do you know what you don't know?Who has the knowledge you need or the answer to the questions you have?Daniel explains when you reach a certain size you stop being the boss and become the employee of your employees. This interview is a litany of practical tips and advice no founder, CEO or entrepreneur can afford to miss.Contact Daniel via linkedin.com/in/danielmarcosWebsitesgrowthinstitute.com/  (Company Website)capitalemprendedor.com  (Blog)--Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-callSubscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1 #TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

#MaxAltschuler is possibly the world's most famous #SalesHacker. Instrumental in #scalingup Udemy, today Max spends nearly 100% of his working hours helping people make money and build exceptional careers. His own meteoric rise as a salesperson, entrepreneur, author, educator, podcaster, mentor and investor has led to to start up several ventures of his own, help grow dozens of other people's ventures and today as CEO & founder of Sales Hacker and VP of of Marketing at #Outreach, one of the world's leading sales engagement platforms.We discuss sales, sales enablement, sales management, hiring salespeople, salesperson development, onboarding, training, coaching in rapidly change tech scale up environments. Managing #hypergrowth in a manner that means the business doesn't implode under the pressure takes planning, foresight, adaptability and a mix of great people, great systems, meaningful measurement and a high degree of #accountability. Max shares his lessons from the last 11 years building some of the world's most successful #tech #scaleups.We discuss what works, what doesn't work, and why. Building disruptive tech scale ups is rarely a pretty sight and never an easy business but he identifies the principles I have seen repeated in companies such as #Outreach, #Splunk, #Outsystems, #UiPath, #Thycotic, #Kahoot!, #8x8, #Crystal and #Gong.Listen with a note pad and penMax can be contacted on:LinkedIn: linkedin.com/in/maxaltschulerWebsites:saleshacker.com  (Company Website)maxalts.com/  (Personal Website)Twitter: MaxAlt and SalesHackerConf--If you would like to talk to me in confidence about how you can rapidly grow your business without hiring an army of mediocre salespeople or wasting a ton of money on ineffective advertising & marketing you can arrange a 15-30 minute call with me hereYou can get notified about my events and receive my newsletter by subscribing hereGet notified when I release a new podcast interview here

#GerryHill of #ConnectAndSell don't pull our punches. We speak frankly about telephone prospecting. What works?What doesn't?Why not?What the data is telling us?The Connect & Sell team make tens of thousands of calls each week securing conversations with decision makers for their clients. The social media "gurus" have a bee in their bonnet about #coldcalling not working because they want to sell their courses to salespeople and their managers who are afraid of picking up the phone. All these routes to market work, but only if you do them well. 85% of CEOs hate receiving cold calls. 83% love receiving good cold calls.We are 2 grumpy old veterans who've lost our hair from listening to excuses, seeing salespeople avoid doing their job and listening to salespeople committing HAYT crimes (How Are You Today?) and watching bad managers watch bad salespeople butcher the prospecting process.#BIB we discuss why #BANTisBollocks, why SDRs are being set up to fail and what you can do about it.Gerry is hiring top talent who want to work from homeContact Gerry via Gerry’s Linkedin Profile: linkedin.com/in/beaccurateWebsites: connectandsell.comPhone: +44 (0) 7702034081 (Mobile)Twitter: energygerry--Book a time to have a confidential chat with me about your sales, hiring, management or channel: https://calendly.com/marcuscauchiIf you want to be notified when I release my next podcast click here: https://mailchi.mp/44c63bca3e92/podcasts-sh-lpSign up for my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1Get a paperback copy of Making Channel Sales Work: https://tinyurl.com/Making-Channel-Sales-Work

#DavidDavies, the Cod Father, former #1 frozen fish salesman and international DJ has spent the past 35 years helping small technology businesses. Dave and I co-wrote #MakingChannelSalesWork #MCSW which has quickly become the go to bible for turning around and/or building successful #SalesChannels, #Alliances and #Partnerships.Lack of Boardroom congruence, misalignment and an unhealthy focus only on empirical data, silos and empire building instead of focusing on having the biggest positive impact. Dave introduces the idea of developing a #ValueProvocation instead of a #valueproposition. This is only possible if you have a clear, singular vision. A failure to have that cohesive vision and aligned focus, means that teams you will suffer from organisational Chinese whispers.People step as led. Executives often send unintended messages with how they behave and what they measure but these fly in the face of their stated intent. In the channel, this is amplified and the positive or negative impact is even greater.We discuss what makes for successful channel development, the importance of being committed to developing and growing other people's businesses, the vital qualities of being able to train and coach how to sell to your end user. Developing channels is hard. Really, really hard. What are the mistakes vendors make when building their channels, hiring channel managers and channel chiefs, identifying the right kind of partners, the critical importance of understanding how to run a partner's business. Hiring channel managers who were big, swinging enterprise Richards at a megalithic vendor rarely work out.How will Covid impact sales, and what is the opportunity this represents to capitalise by building your channel with cultural experts locally? We discuss the faux pas trap faced by non-local salespeople and culturally unaware leadership.This episode is packed with warnings signs, real world advice that has been learned from our 70+ years combined scar tissue, great advice that works when building a partner-centric, customer-centric channel to deliver a win-win-win outcome. BRING A PEN AND PAPER to this episode. Listen more than once.--Get hold of Dave on LinkedIn: linkedin.com/in/davidwdaviesEmail: SandlerTV--Book time with me for a 1 to 1 discovery call: https://calendly.com/marcuscauchiSign up for my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1Buy a copy of Making Channel Sales Work: https://tinyurl.com/Making-Channel-Sales-WorkJoin the Making Channel Sales Work LI group: https://www.linkedin.com/groups/8553361/Watch my Making Channel Sales Work Playlist YouTube: https://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpq

#ColinFerguson, RVP for Global Accounts #Outsystems and I chat about recruitment of salespeople and bemoan the fact that salespeople turn up and expect to be interviewed instead of selling their way into the job. His best hires are usually the ones who destabilise his recruitment process. We explore why ALL salespeople need to be trained, coached and developed consistently, constantly and NO ONE is the finished article. Great management depends on great managers who are coached and trained in a culture of no fear.Colin started his career in inside sales, progressed his career in a series of fast growth technology companies. He observes how working in #hypergrowth companies means that the company you are working in at the start of the year is a vastly different business at the end of the year. The one constant is change. He poses some interesting questions which you need to ask and get better answers if you want to stay in control as you grow:Does the sales process change when your product is hot?Do you have alignment across the entire business towards serving a common goal from the Board to the janitor?Why should you let salespeople fail but never let the business fail?What is marketing's role?How do you help your customer realise value quickly?Are you asking your customers "Is your business changing and what opportunities are those changes giving you?"Colin is growing his team. If you ever find yourself in front of him for an interview, sell to him!You can get hold of Colin via his LinkedIn profile: linkedin.com/in/coferguson--Join me at one of my live clinics: https://calendly.com/marcuscauchi My other podcast is called #TheInquisitorPodcast covering sales, management, channel sales and marketingPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086

Chris Duddridge is Area VP and MD for #UiPath UK & Ireland. UiPath grew revenue by 37,463% from 2015 to 2018. Read that again. Thirty seven thousand, four hundred and sixty three percent. They've grown considerably since then! Today they are the fastest growing company in North America. 6000 customers, 50% of the Fortune 500. Here is the inside story of what it is like to lead and work a a tech scale up that is doing so much right, acting a a beacon for founders, CEOs and CROs who aspire to emulate their successConsider the multiple challenges of training 200,000 users in 3 years, supporting 300,000 developers, nearly 3000 enterprise clients whilst building a partner-centric channel operation.Chris shares his critical tips to go from a low start to hypergrowth:Onboarding at an industrialised scale, delivering consistencyCustomer obsessionPartner centricityConsistent education Chris and UiPath's senior leadership team are constantly killing their babies. Adjusting how they engage, bring the right assets to bear, co-develop a really tight engagement plan to guarantee customers realise the benefits they intended to the customer's deadline. With a growing, widely diverse partner channel, UiPath focuses on partner enablement and partner showcasing because they understand and are obsessed with their customers' agenda and intended outcome, in Chris's words they are stupidly curiousAttract the best, diverse talent Onboard continuouslyDelivering sustainable growthFocus on the key leading indicatorsDevelop a customer roadmap based on the customers' strategyObsess about customer success, which is a non-sales resource to deliver maximum valueMeasure success on utilisation of UiPath's technology and NPSPartner with clients and become C-suite advisorsPartner-centric obsession with everyone supporting the channel globally Are you clear about what you care about?How does your culture matter? Do you understand where your customer want to start?Do you recruit for curiosity, coachability and humility?Are you recruiting disruptors, who do intelligent discovery? This conversation with Chris is a breath of fresh air. Listen in awe to how he is leading through serving.--Book a 30 minute one to one conversation with me: https://calendly.com/marcuscauchi/book-a-free-30-minute-callOrder your paperback copy of #MakingChannelSalesWork: https://tinyurl.com/Making-Channel-Sales-WorkMaking Channel Sales Work LinkedIn group: https://www.linkedin.com/groups/8553361/Making Channel Sales Work Playlist on YouTube: https://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpqYou can subscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1#TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065   

#JohnDelozier (JD) has driven growth in Avaya, Avar which he sold to Arrow, then ran their global sales team getting exposure to distribution. Today JD is Global head of Channel Sales for #8x8 driving 5 consecutive quarters of #hypergrowth which is the product of a transition from 80% #DirectSales to 80% #ChannelSales. JD contracted with his CEO that he'd take the job on the condition that he hit the road with JD for his entire first month. This opened Vic's eyes to the true power of the channel. Without executive sponsorship, the channel programme with become the ginger haired, bastard, ugly stepdaughter of direct sales.JD shares his experience immense experience of building several #scaleups in a row. We discuss the critical importance of ongoing reinforcement SALES training with partners to help them become wildly successful. We explore why covid-19 represents the best opportunity every professional salesperson will ever have in our working lives.Don't apologise for selling during this crisis. Who are you not to help when people are in dire need?You have to put in the investment, the time, the effort to establish rock solid foundations from the start of your channel programme and every partnership if you want to build a #worldclasschannel organisation. Never compromise on recruitment--Check out all the episodes at my new #ScaleupsAndHypergrowthPodcast at:Podbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 If sales, sales management or channel sales are your thing check out #TheInquisitorPodcast at:Podbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 Get my newsletter #TheGrumbler: http://eepurl.com/gu2Yd1Buy #MakingChannelSalesWork here: https://tinyurl.com/Making-Channel-Sales-WorkSign up for my #techHypergrowth events, clinics and masterclasses: www.marcuscauchi.eventbrite.com  

#PaulAlexandrou is a seriously effective storyteller. Founder and CEO of #ModernEquivalent, Paul helps fast growth companies adapt to moments of deep change. Pivots, strategic change, outrageous growth are often very uncomfortable. Managed well, those moments can deliver incredible competitive advantage. Mismanaged and they can sound the death knell for your business or a life of mediocrity swimming with all the other fish in your pond.The danger of being feature obsessed is that you paint yourself into a box as a commodity provider. Story and brand are misplaced in marketing departments. Founders are so close to the narrative and that informs decisions at a product and culture level. Paul believes it's imperative to position brand and story in the C-suite for them to use them as a lens, especially at moment of change.Your story is the narrative of why you exist. It's the bridge that connects who you are as a business and what matters most to the people you serve. Story is too important for it to be merely a marketing output. Does your story tell how are you different or make you sound like everyone else?CEOs are the chief story tellers. Companies that are winning are leaning into the challenge by pivoting around their purpose or their brand, often away from their old feature sets. CEOs need to embrace their responsibility. They need to author and co-author their story with their teams so they are at the centre of their story as it evolves. Paul introduces the concept of the Brand/OS (operating system) to keep the brand fluid and iterative so it evolves with real world market conditions.If you are scaling up your business, this is essential listening. If you don't leverage your story and your brand effectively, you are going to make that growth heavy going and you will become an obstacle to your own growth. You will create confusion, conflict and silos, you may take on money that is divisive, leading to politics and turf wars due to misalignment.--Check out my new #ScaleupsAndHypergrowthPodcast at:Podbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 Get my newsletter #TheGrumbler: http://eepurl.com/gu2Yd1Buy #MakingChannelSalesWork here: https://tinyurl.com/Making-Channel-Sales-WorkSign up for my #techHypergrowth events, clinics and masterclasses: www.marcuscauchi.eventbrite.com

Last year Thycotic's cloud product grew 600% in 2019 and grew revenues 85% in Q3, 2019. #JamesLegg, CEO of #Thycotic has been driving scale ups for the past 30 years and has built 5 successful #scaleups that achieved #hypergrowth. He brought them from no where in cyber to number 2 globally in the PAM space in 5 years. His best mistake was selling out a couple of his previous scale ups too early. His passion for Thycotic is palpable. He constantly questions himself and his assumptions. He constantly questions his people to work out how to improve his distribution model. James explains his formula for repeated success from start up to $100m's:Clarity and funGreat, happy people. Surround yourself A+ talent, people who are better than youGreat management team, many of whom he has worked with several times beforeBuild a strong Board with investors who trust youConstant coaching embedded into the cultureFocus on sales. Buy technology NOT revenueBuilding highly supported channel to drive international expansionEffective sales structureConstant measurement of what mattersConstant recruitmentEffective onboardingTesting new hires to ensure understandingAccountabilityAdaptabilityAgilityAnd have a PLAN, execute on the plan, be ready to adjust for changing conditionsJames makes the point that the best salespeople DON'T make the best managers. Thycotic's managers onboard their salespeople for 120 days and then coach to a regular cadence. 50% of his sales managers are home grown, they are often moved into other areas of the business to bring their experience to bear across the enterprise. We discuss the power of frequent communication and constructive conflict around the direction of the company bringing all the different departments of the business.http://www.thycotic.comIf you've enjoyed this podcast, please Like, Comment and Share. Subscribe now--Subscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1#TheInquisitorPodcastPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 #ScaleupsAndHypergrowthPodcastPodbean: scaleupsandhypergrowth.podbean.comSpotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 

Tom Castley  UK VP of Sales for #Outreach, shares his lessons from the past 25 years in IT sales, management and leadership. His advice is exceptional for anyone leading a sales team in a fast growing #tech #scaleup, for #techfounders, #techCEO's, #CRO's #CSO's We discuss management, hiring, recruitment, onboarding, coaching, talent development, compensation systems, quotas, sales enablement, discipline, accountability, SPIFs and incentives, PIPs and firing. Tom is refreshingly opinionated, as am I, about why so many sales operations are doomed to fail because of acts of idiocy at the top, shoddy culture, and shocking thinking by leadership. If you are one of the bad guys, watch out because we give it to you with both barrels. If you're a top 2% producer and you work for one of those shitty leaders, drop me a DM with your CV as I know of outstanding tech companies that will hire during the lockdown if they find someone who is undervalued and produces no matter what's happening in the economy.You can contact Tom via: Tom’s Profile: linkedin.com/in/tomcastley Twitter: castleyt--To subscribe to my newsletter #TheGrumbler, click http://eepurl.com/gu2Yd1 To access my webinars and clinics: https://mailchi.mp/sandler/marcus-cauchis-latest-webinars-and-web-clinics?fbclid=IwAR0pQJ2SMolujCBLvi4h9KWKiZevdvLS8ZcxipjRJXkqrRNTZYy91OEf-tIMy other podcast, is all about sales, sales management, sales psychology and channel sales. Some stunningly good interviews with the world's best thought leaders:#TheInquisitorPodcast Podbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086

#RyanLongfield is CRO at Gong.io and prior to that was Senior Director of Talent Solutions at #LinkedIn. He helped LinkedIn grow from 300 employees to 13,000 so he knows something about scaling up a disruptive technology business. #GongIO has experienced compound growth of 400% and 300% over the past 2 years alone.12X'ing a business requires great leadership, a clear vision, a robust plan, boundless energy, rock solid management & hiring practices and a coaching culture. Gong's competitive advantage is their ability to leverage the mistakes and lessons of over 10,000,000 sales calls. Their salespeople and managers live by the data.Ryan explains how he's developing the sales culture around incremental improvement through coaching. He openly discusses his approach to recruitment, onboarding and accountability which allows him to shorten ramp up, have more salespeople hitting or exceeding quota. Learning is a way of life at Gong for everyone. Ryan shares his own struggles as a leader in a very frank and intimate conversation. Genuinely, a must listen episode from a humble and generous leader of great renown.Learn from the best at the #ScaleupsAndHypergrowthPodcast --If you've enjoyed this podcast, please like, comment, share. SUBSCRIBE to receive our weekly podcast with real world lessons from the men and women who are making successful scale ups happen today.Other episodes include:Tom Schodorf - SplunkTom Castley - OutreachDrew D'Agostino - CrystalKnowsJohn DeLozier - 8x8James Legg - ThycoticMax Altschuler - Sales Hacker and OutreachChris Duddridge - UiPathYou can listen to #ScaleupsAndHypergrowth of Apple Podcasts and Spotify here:Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6uApple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065-- You may also enjoy #TheInquisitorPodcast which has interviews with the great thought leaders from #sales, #marketing and #channel salesPodbean: marcuscauchi.podbean.comSpotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086Get in touch with me at mcauchi@sandler.com or via my LinkedIn profile Thank you for listening

#DrewDAgostino is founder and CEO of #Crystal, the AI scale up that lets LinkedIn users understand the people they are connecting with, sending InMails or selling to BEFORE contacting them. It's about 80-85% accurate and gives you a serious advantage in your preparation for any form of communication.Whether you're selling, hiring, recruiting or researching your prospects or your competition, Crystal can give you a competitive edge.Drew grew another business prior to Crystal, but he and his partner learned the hard way it isn't all plain sailing. They brought those lessons to Crystal, and have made different mistakes! He is very frank about the challenges they've faced, the important of finding the correct investors.He introduces the concepts of #goodmoney, #dumbmoney and #badmoney, and why it's vital to understand the difference up front.Drew can be contacted through his Linkedin Profile: linkedin.com/in/drewdagostinoWebsites:crystalknows.com  (Company Website)drewdagostino.com  (Personal Website)crystalknows.com/p/drew  (Personal Website) Twitter: drewdagostino

#TomSchodorf was SVP of Sales & Field Operations at #Splunk between 2009-2015.In this frank and detailed interview we discuss mistakes he made, lessons he learned and systems he implemented to drive sustainable #hypergrowth. We explore the many challenges Splunk faced growing at such a rate without hitting a wall that took them off track. He openly discusses the fights the leadership team had along the way and how critical it was to include a diverse range of voices and disciplines in decisions. He shares the importance of exceptional #recruitment and #hiring, #onboarding, #salestraining and #coaching, #accountability and having a leadership cadence to keep himself on track.Tom's humility and humour as a leader come through this conversation. Having several of his former sales team in my network and as clients, I know he earned their respect and understand why they loved working for him. He helped them meet their potential and grew managers who have become great leaders themselves.You can contact Tom via LinkedIn (linkedin.com/in/tomschodorf). Mention you heard him on this podcast and he will connect Please COMMENT and SUBSCRIBE to receive more in-depth interviews with leaders of Scaleups and Hypergrowth technology disruptors. DOWNLOAD this episode to listen at your leisure.