Podcast appearances and mentions of marcus cauchi

In this episode of The Inquisitor Podcast, host Marcus Cauchi speaks with Michael Davis-Marks, a veteran of the Royal Navy who commanded a nuclear-powered submarine and now focuses on leadership development and advocating for the veteran community. They discuss decision-making under pressure, the unique transferable skills veterans bring to civilian life, and the critical differences between traditional and effective leadership models like servant leadership. The conversation highlights the importance of training, teamwork, delegation, building trust, and fostering a culture where people feel valued and empowered to do their best work. Michael Davis-Marks: Spent 36 years in the Royal Navy, primarily as a submariner, including commanding a nuclear-powered submarine. Served in the British Embassy during 9-11. Since leaving the Navy 13 years ago, he has focused on leadership development and culture. He is also the managing editor of TheVeteran.uk, a publication that gives voice to the veteran community. His mission is to amplify the lived experience of veterans, challenge outdated stereotypes, and advocate for what armed forces veterans can offer to organisations, employers, and society. Key Discussion Points: Veterans as a Valuable Asset: Veterans possess extraordinary transferable skills such as leadership, teamwork, discipline, and commitment, which can be enormously helpful to organisations and society as a whole. There are approximately 2.2 million veterans in the UK, about a million of whom are of working age, representing a significant pool of talent. Challenging Stereotypes: The common stereotype of military people as "Colonel Blimp" or a "shouty sergeant" is inaccurate for the vast majority of veterans. Veteran Mindset: Many veterans, including Michael, don't initially realise how much they have to offer civilian life due to a self-effacing mindset developed through military training that prioritises the team over the individual. Decision Making Under Stress: The military trains individuals to remain calm and think clearly in high-pressure situations. The ability to make good decisions under stress is crucial and can be developed through training and building resilience. Leadership Defined: Leadership is not about telling people what to do. It's about motivating and inspiring people, helping them become better versions of themselves. Servant Leadership: This model posits that the leader is there to serve the people subordinate to them, helping them realise their full potential. It's about looking after the people in your charge, not just being in charge. Delegation vs. Abdication: Leaders who spend their time "doing" are stealing learning opportunities and growth from their people. Empowering people to work things out for themselves, rather than always providing the answer, is crucial for development. Michael's rule was "don't bring me problems, bring me solutions". Allowing people to "have a go," even if they make mistakes in a safe environment, fosters learning. Creating Conditions for Trust: Trust begins with the leader's self-awareness, emotional intelligence, and empathy. It is developed by assigning low-risk tasks initially, being a mentor and coach, gently nudging rather than directing, and providing encouragement and positive feedback. Leadership is Trainable: While some may be "born leaders," leadership skills can be taught and developed through training and practical experience. Openness to feedback and the realisation that one is not perfect are key to improvement. The Staircase of Learning: This concept describes the progression from unconscious incompetence (not knowing what you don't know) through conscious incompetence and conscious competence to unconscious competence (second nature). Training and repetition are critical to moving through these stages and building resilience. Continuous Improvement: In the military, standard operating procedures were changed "all the time" because you can't stand still; "every day is a school day". Agility of thought is essential because plans often don't survive first contact. The Leader's Role: The leader's job is to create the conditions for their people to do their best work. Delegating tasks to competent people allows the leader to step back, maintain a strategic view, and avoid becoming a bottleneck or single point of failure. The Importance of People: People are the most important asset in any organisation, not just numbers on a spreadsheet. Treat them as people. A high staff retention rate is often a sign of a happy and well-led company. People frequently leave jobs because of their boss, particularly if the boss prevents them from doing their best work. Beating people does not improve morale. Advice for New Managers: "Get Off Your Arse" (GOYA) is crucial advice. New managers should spend their initial time listening, walking around, asking curious questions about what people do, what they like/dislike, and what can be improved. Taking notes shows you are listening and helps you remember. Getting out and talking to people makes them feel important and that they belong. This approach should be routine, not just for the first few days. Lesson for a Younger Self: Michael would tell his 23-year-old self that he knows much less than he thinks and is surrounded by people who can help. He would advise working on relationships with others to learn and grow together as a team, emphasising that people are the most important aspect in everything. Recommended Resources: "Turn the Ship Around" by David Marquette (Discusses an "I intend to" model of leadership empowering the team). "Always Start With Why" by Simon Sinek. "Leaders Eat Last" by Simon Sinek (Highlights the principle of leaders serving those who rely on them). TheVeteran.uk: Publication giving voice to the veteran community. Connecting with Michael Davis-Marks on LinkedIn

In this episode of The Inquisitor podcast, host Marcus Cauchi interviews Edward Ingham about his journey from traditional, product-focused sales to a more customer-centric approach. The conversation delves into the real-life moments that shaped Edward's shift and the practical impact it has had on his career and well-being. Guest: Edward Ingham, Senior Sales professional (biopharm-bd.com) About Edward: Edward is a dual national British-Spanish salesperson based in Madrid, with 10 years of experience selling into enterprise pharma and startups. He has observed recurring sales themes across different company sizes and has learned significant lessons from his experiences. Key Discussion Points: The Epiphany Moment: Edward realised the need for change about five years into his sales career. This shift occurred when he stopped focusing on the technical aspects of the product and the prospect's role (like CBO or CEO) and instead looked inward, considering how his own actions were affecting the other person, viewing them as human beings. He began to think about how he would feel if someone was doing what he was doing to them. The second part of this transition was spending time to truly understand the prospect's world, recognising that they don't make impulse purchases and need to "sell" internally within their own organisation to get things done. Breaking Point: The old way of selling became unbearable, particularly during lockdown, when facing constant rejection alone in an apartment led to self-doubt. This coincided with him starting to listen to The Inquisitor podcast, which offered a new perspective on questioning people to understand their situation. The sense of rejection was the most difficult part of the old approach. Understanding Buyer Behaviour: Marcus highlights that buyers don't reject the salesperson, proposition, or product itself, but rather the uncertainty and lack of safety associated with the decision. Buyers want to make the right decision effectively and know that a purchase will deliver the intended outcome. Creating false urgency creates distrust. Learning and Improvement: Edward learned from ghosting experiences that prospects are not necessarily "mugging you off," but often have internal issues or priorities that take precedence. The key is to probe and ask tough questions (nicely) to understand the prospect's reality and qualify or disqualify opportunities early. This prevents "bulking up" pipelines with uncertainty, which can negatively impact forecasting up to the board and investors. Becoming an Ally: The moment of realisation that his job was to be the customer's ally, not their accomplice or adversary, came from slowly implementing client-centric approaches and seeing immediate positive results. Switching the tone in emails or meetings led to responses from non-responders, positive reactions, and feeling appreciated in the room. The Power of Client-Centricity: Edward found that adopting a client-centric approach, treating prospects as human beings with emotions, helps overcome imposter syndrome, especially for those without a deep scientific background in technical industries like pharma. This approach serves as a unique differentiator against salespeople who product push. Clients appreciate honesty, like direct answers to questions such as "Who is better, you or your competitor?". Improved Results: A major difference seen is that very little unqualified opportunity enters the pipeline. By asking questions and understanding the client's position and internal readiness, opportunities are typically only added at a later stage (like "submit proposal"). This results in a very high close rate for opportunities that do enter the CRM. This certainty is valuable for communicating upwards within the company. Prospecting for Life: Shifting the mentality from transacting or booking meetings to prospecting for a customer for life changes the entire conversation tone. The focus is on genuinely understanding the other human being and their pressures. Client Reaction and Referrals: When this shift occurs, people actually want to spend time with you and become just as invested in the conversation. The feeling of needing to chase disappears. Edward receives messages directly from prospects on their personal phones. He finds he needs to do less work on accounts because internal people know he isn't difficult to work with and will help them internally. People who were historically bombarded may reach out, demonstrating that less work structured differently leads to inbound interest. Activities Eliminated: Edward no longer wastes hours with "tire kickers" or spends time on "just checking in" follow-up emails. This time is reinvested in self-improvement or sales enablement. The customer-centric approach reduces waffle and uncertainty in pipeline discussions. Doing the Right Thing: A principled approach includes the absolute minimum gesture of honesty, such as advising a prospect that a competitor might offer a better, cheaper, or quicker solution if their request is out of scope. This is uncommon but helps differentiate a salesperson and build long-term memory with the prospect. Impact on Self: Being human-centric makes you a lot happier. You go home feeling like you've helped someone, which is often the antithesis of traditional sales. Done well, sales is about facilitating good decisions and empowering people. Engaging Broadly: Edward aims to engage with around 12 or more people within an account over the medium term, having interactions not solely focused on the sales process. It's important to get in touch with key people (like procurement or legal) before you need something from them. Working with Procurement: Edward learned that engaging with procurement with purely their interests at heart is pivotal. They are trying to save the company money and have specific KPIs; understanding these can help make their life easier and create internal advocates. The Power of Mentorship: A critical move was seeking mentorship from people he had previously interacted with, particularly those he might have "pissed off" as a salesperson, or people in roles like procurement. He crafted concise LinkedIn messages asking for 15 minutes a month of mentorship with "no strings attached" and a promise not to abuse the goodwill. The response rate has been incredibly high (above 90%). This provides invaluable insight into the customer's world, their internal pressures, and the emotional factors influencing decisions. No Need to Discount: Edward learned that discounting feels insincere and is effectively "lying to people". It should be avoided at all costs unless value has been clearly delivered and the prospect understands they need the product. Discounting hurts cash flow, forces more prospecting, and procurement remembers suppliers who are quick to discount. Owning Your Development: Edward advises people who are waiting for company training to stop pointing the finger. It is the individual salesperson's responsibility to train themselves. Finding role models (through podcasts, content, reaching out) and making yourself vulnerable by seeking feedback are key. How You Sell Matters More: Both Edward and Marcus agree that how you show up and how you sell matters more than what you sell. The intent behind the interaction will be remembered, not the technical details of the product. The Real Issue: The fundamental issue in sales is often time and relevance for the prospect at a given point in time, not the product itself. Becoming a Board Director: Edward's recent transition to a board director highlights the value of having frontline sales perspectives on boards, providing insights into market dynamics and customer reactions that senior execs might not have due to being removed from daily sales interactions. Final Challenge: Stop product pitching and focus on the prospect's world, their agendas, and their life. Treat them as human beings, understanding their needs and priorities, not just focusing on your own targets. Recommendations for Further Learning: Books: Demand Side Sales by Bob Moesta, Trust-Based Selling by Charlie Green, The Other Side of Sales by Mark Schenkeus, How to Make Friends and Influence People. Podcasts/Content: We Have a Meeting (WAM guys), Benjamin Dennehy, Jerry Hill. Community: Veblen Community (Callum Lang). Networking: Seek mentors through respectful outreach. Consider Sellers Anonymous. How to Connect: Edward Ingham: edward.ingham@biopharm-bd.com or reach out on LinkedIn. Marcus Cauchi: Get in touch regarding Sellers Anonymous or the Career Pathfinder. The conversation highlights the transformative power of shifting to a truly human-centric and principled approach in sales, leading to increased effectiveness, personal fulfillment, and stronger customer relationships.

Lean Selling: How to Make Buying Effortless & Ethical

What if everything you thought you knew about transformation was wrong? In this episode, Marcus Cauchi and Matt Gaskin cut through the nonsense and dive into the brutal truths about why most change programs flop—and what Lean really looks like when it's done right.

Welcome to episode 127. Thank you for listening in 2024. Looking back at this year, I've been reflecting on the superb guests I've had on the show. I thought I'd select a handful of soundbites from this year's podcast episodes to share with you. This isn't a comprehensive list - there have been so many standout moments - but these clips include tips, advice, or insights that stayed with me. I've shared 10 soundbites that I hope you find as useful or insightful as I did. Stick around until the end to hear a clip from one of the most popular episodes and one that I received the most positive feedback from listeners! You can also read more about each of these guests by visiting this episode's page on my website here: https://www.accountmanagementskills.com/top-10-tips-insights-from-the-podcast-in-2024-with-jenny-plant These episodes are mentioned: 1. Episode 125: Dan Pfister, "How to Win Back Clients for Exceptional ROI" 2. Episode 120 & 121: Carey Evans & Simon Rhind-Tutt, “What Your Client Don't Tell You” 3. Episode 116: Jack Skeels, "Why Agencies Need to Rethink Project Management" 4. Episode 117: Tim Williams, "Why Time-Based Pricing Doesn't Work" 5. Episode 114: Gareth Healey, "Stand Out or Die" 6. Episode 115: Tim Riesterer, “Why selling to client and prospects is different" 7. Episode 109: Michael Farmer, "Why the Agency Business Model Isn't Working" 8. Episode 91: Sharon Toerek, "How Agencies Are Navigating the Legalities of AI Use" 9. Episode 111: Alison Coward, "How a Workshop Culture Builds High-Performing 10. Episode 105: Benjamin Dennehy & Marcus Cauchi, "How to Sell" If you'd like to be kept up to date with who is coming on the podcast, the topics we're covering, receive tips about agency account management or to be notified about trainings I'm doing, you can sign up for my newsletter at my website: https://www.accountmanagementskills.com

Jeff Standridge sits down with Marcus Cauchi of the Ally Method to dissect modern sales strategies & leadership principles. They discuss the critical need for ethical, customer-centric sales approaches & how empowering buyers, rather than coercing them, leads to lasting client relationships & sustainable business success. You can find Marcus at https://www.linkedin.com/in/marcuscauchi.Follow Us on Facebook, Instagram, or LinkedInGet in touch InnovationJunkie.comWant to WATCH the podcast? We're on YouTube! Check it out now

Episode Overview: In this episode, Marcus Cauchi hosts Mike Lander, a seasoned procurement director turned sales trainer, who shares insights from both sides of the procurement and sales processes. The conversation centers around improving sales strategies by understanding buyer psychology and removing uncertainties that often hinder successful sales. Key Highlights: Background and Experience: Mike Lander has extensive experience in procurement, having managed substantial budgets and vendor relationships. He now focuses on educating salespeople about what not to do when dealing with buyers. Buyer and Seller Dynamics: The discussion explores the common mistakes salespeople make, such as using manipulative tactics, which often backfire. Lander emphasizes the importance of building trust and credibility with buyers rather than using transactional sales techniques. Risk and Decision Making: A critical theme is understanding how buyers assess risk. Lander explains that buyers prioritize minimizing risk, which includes concerns about reputational, operational, and financial risks. Effective sellers help buyers mitigate these risks by providing clear, value-driven solutions. Building Relationships: The conversation highlights the significance of deepening relationships with clients, exemplified by Lander's experience with a trusted vendor named Malcolm. Malcolm's approach was relationship-first, offering timely and valuable insights that helped navigate complex decisions and risks. Negotiation and Value Perception: Lander discusses negotiation strategies, stressing that sellers should focus on adding real value rather than being seen as commodities. He advises that sales professionals should aim to understand the buyer's needs and co-develop solutions, thereby differentiating themselves in the market. Final Thoughts: The episode wraps up with Lander reiterating the importance of sincerity in sales. Tune in to hear more about navigating the intricacies of sales and procurement from a dual perspective!

This is the 2nd Webinar in our Hot! Revenue Series

The 1st of 3 Webinars in our hot revenue series.

Marcus Cauchi and Teddy Peck dive deep into the art of effective sales management. This episode is packed with insights for sales leaders and managers who value empathy, integrity, and continuous improvement.  Core Takeaways: - Empathy and Integrity: Building lasting client relationships through honest and transparent communication. - Coaching and Development: Regular, tailored coaching sessions that improve team performance and foster autonomy. - Welcoming Objections: Viewing objections as opportunities to engage more deeply with customers. Key Lessons: 1. Pain-Free Selling: Attracting value-aligned clients through straightforward communication. 2. Lifetime Partnerships: Building respectful, long-term client relationships. 3. Adult Relationships: Fostering a respectful and accountable management culture. 4. Value of Objections: Reframing customer objections to deepen engagement. 5. Effective Onboarding: Setting clear expectations for new hires to ensure their success. What's in it for You? - Leadership Insights: Learn to transition from individual contributor to empathetic manager. - Recruitment Strategies: Hire for fit and potential, then onboard effectively. - Culture Building: Create an authentic, productive work environment through empathy and vulnerability. Tune in to gain practical advice on enhancing sales strategies, improving management practices, and fostering a culture of empathy and continuous improvement. This episode is essential for sales leaders aiming to build high-performing, client-centric teams. Contact Teddy via linkedin.com/in/teddypeck Phone: +1 347 260 0898 (Mobile) Email: teddy.peck@icis.com *** Curious to see how empathy-driven leadership can transform your team's performance? Let's have a conversation to explore your goals and challenges. Take our sales strategy audit and book a 30-minute debrief call with me to discover if we're the right fit for a coaching partnership. Together, we'll chart a path to sustainable success. https://mailchi.mp/laughs-last.com/satp    

Get ready for a mind-bending episode that will challenge your definition of success! Jamie Reeves and Marcus Cauchi team up to tackle the illusion of achievement and the quest for true fulfillment. Jamie, the mastermind behind a seven-figure business, shares his personal journey from near failure to finding balance and prioritizing what truly matters. Marcus, notorious for his no-nonsense approach, will poke and prod your beliefs about success, leaving you questioning the allure of material wealth and status. This episode is not for the faint of heart, as it delves into the ripple effects of missed moments and the power of discerning what truly brings happiness. Brace yourself for real-life stories, practical advice, and a wake-up call that will make you reassess your pursuit of success. Don't miss this thought-provoking conversation that will challenge your perspective and inspire you to redefine success on your own terms. Tune in now and prepare to have your mind blown! linkedin.com/in/jamie-reeves-3b902532 Websites thebestsingingwaiters.com (Other) thejamiereeves.com (Other) Phone: 0161 452 0014 (Work) Address: Wigan! Email: info@thebestsingingwaiters.com ** Pipeline Certainty = Revenue Certainty If you want to learn how you can achieve both take my pipeline certainty test. It'll take about 8 minutes, we'll send you a short report. Then visit thesellercode.org. Does it resonate with you? If it does, grab 30-minutes for free in my calendar. The link is offered to you when you complete the test. I look forward to giving you feedback. You are being compared to the top 4% producers who perform at the top of their game whatever the market conditions without excuses or blame. you aren't going to come out smelling of roses in every area, and by definition you will probably be in the 96-percentile. This is about learning what you can do to improve. No judgement. And I won't sell you coaching unless you ask me to. I don't need the business and don't take hostages! If it doesn't resonate or you think this will never work for you in your industry in this economy, what do you do to deliver revenue certainty?

This episode is also available on YouTube: https://youtu.be/rf0Bxlh8diY Do you want you, or your product or service to be tied to a feeling of pain?  That's a considerable red flag, and our guest, Marcus Cauchi, explains why.  Marcus challenges traditional sales methodologies, advocating for a pain-free discovery process and embracing objections as accelerators in the sales journey.  What you'll learn: Why buyer safety is critical to your success. Why business values must align with customer needs Why it's time to embrace a more ethical approach to sales. What is the Seller Code, and how you can be part of it. Resources: The Seller Code - thesellercode.org Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress - by Bob Moesta, Greg Engle Giving Voice to Values: How to Speak Your Mind When You Know What's Right - by Mary C. Gentile Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships - by Charles H. Green Full Funnel Freedom https://fullfunnelfreedom.com Sandler on Instagram https://www.instagram.com/sandler_yyc/  Sandler in Calgary - www.hamish.sandler.com/howtosandler Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com  

In this episode of the Inquisitor podcast, host Marcus Cauchi sits down with Frank Byskov, a financial advisor and wealth manager at 44 Financial, to delve into the world of sustainable investment—a subject that has not been extensively covered on the show before. Byskov, with a rich background in financial economics and a personal journey from Denmark to establishing his firm in the United States, advocates for investments that align with one's life values, emphasizing the importance of environmental stewardship and social responsibility. The conversation navigates through the complexities and common misconceptions surrounding sustainable investment, shedding light on ESG (Environmental, Social, and Governance) factors and how they contribute to making informed, value-aligned investment decisions. Byskov explains the tangible benefits of sustainable investment, not only from a financial perspective but also in terms of the broader impact on society and the environment. Listeners are guided on how to start their journey towards sustainable investing, highlighting the significance of aligning investments with personal values and the positive emotional return that accompanies such alignment. Byskov stresses the importance of patience, research, and possibly seeking professional advice to navigate this nuanced field effectively. This episode is a must-listen for anyone interested in understanding how sustainable investment can contribute to personal wealth while fostering a positive impact on the world, emphasising that it is possible to achieve financial returns without compromising ethical values. ** Take the selling aptitude test. Learn something you don't know about yourself. Something you can improve within 30 days and a learning pathway for the next 12 months.  https://mailchi.mp/laughs-last.com/satp Then grab 30 minutes for an unvarnished feedback session. No charge and I won't pitch you coaching. If you want me to coach you, ask me.

  Do what you love and you will never work a day in your life!   In this episode, Marcus Cauchi is joined by Julie Barlow, a prolific writer, for an engaging conversation that delves deep into the nuances of the writing business, the intricacies of negotiating with clients, and the art of principled selling. Barlow, alongside her partner Jean-Benoit Nadeau, has navigated the complex landscape of self-employment to build a successful writing business, encapsulating the journey in their book "Going Solo." The episode illuminates the often-overlooked aspects of starting and running a writing business, from understanding market needs to setting realistic expectations and the importance of communication. Julie shares valuable insights on the significance of aligning one's work with their core values, and how this alignment not only aids in achieving professional success but also in fostering meaningful relationships with clients. Listeners are treated to practical advice on how to approach negotiations, emphasising the need for clear communication and mutual understanding to create win-win scenarios. Julie also highlights common pitfalls for new entrepreneurs, such as underestimating the value of their work or failing to recognise when to say no to potential clients. This conversation is a must-listen for anyone considering or currently navigating the world of self-employment, offering a blend of practical strategies, personal anecdotes, and actionable advice to help listeners build a fulfilling and sustainable career on their own terms. *** Want to know what your buyers are really experiencing when you sell? https://mailchi.mp/laughs-last.com/satp 30 minute free debrief and consult

In this dynamic episode of the Inquisitor podcast, Marcus Cauchi delves into the philosophical and transformative with Disco Dave Wynn. Wynn, an advocate for using music as a medium for profound personal development, shares his unique approach to coaching, encapsulated in his creation called "music mapping." This method intertwines music and coaching to unlock deep personal insights and catalyse change. Listeners are taken on a journey exploring how individuals can become the DJs of their own lives, using their agency to craft experiences that resonate deeply with their essence. The discussion uncovers the power of intentionality and choice in shaping our lives, emphasising the importance of being conscious about our decisions, especially in challenging moments. Dave's insights into overcoming personal narratives that limit potential, coupled with Marcus's probing questions, make for an enlightening conversation. This episode is not just about music's role in personal transformation but also about facing life's challenges with a creative and open mindset. This episode serves as a beacon for anyone looking to navigate the complexities of life with grace, understanding, and a bit of rhythm, reminding us that within the chaos of life's rapid changes, there lies an opportunity for growth and self-discovery. Ciontact Dave via linkedin.com/in/disco-dave-wynn Website: discodavewynn.com (Company) Phone: 07708 756403 (Mobile) ** Want to know what you're doing to frighten off buyers? And how to turn frowns into wynns! https://mailchi.mp/laughs-last.com/satp  

Margie Oleson, founder and CEO of Olson Consulting, chats with Marcus Cauchi to explore the transformative power of leadership and the importance of eliminating organisational silos. Margie shares her wealth of experience in developing the Top Team Accelerator, a programme designed to assist senior leaders and their teams in creating more cohesive, effective, and better-run companies. The discussion delves into the common blind spots leaders face, such as the misconception that they are the only ones experiencing challenges, leading to a culture of isolation and the perpetuation of dysfunctional communication practices within organisations. Margie emphasises the critical need for leaders to recognise their own areas for improvement and to embrace the art and science of leadership, which many may not realise they lack. The conversation also highlights the significant impact of leadership practices on organisational culture and success. Margie argues that most leadership issues stem from a disconnect between knowledge and implementation, often hindered by the human brain's resistance to change. By addressing these blind spots and implementing structured processes, Margie says organisations can achieve greater alignment, reduce workplace gossip, and foster a culture of trust and collaboration. Listeners will gain a deeper understanding of the vital role leadership plays in the success of an organisation, the importance of addressing and overcoming common leadership challenges, and the benefits of creating a more aligned, communicative, and effective leadership team. Margie's insights provide valuable guidance for leaders looking to navigate the complexities of organisational dynamics and lead their teams to greater success. Contact Margie via linkedin.com/in/margieoleson Website: oleson-consulting.com/ (Company) *** Grab 30 minutes with me for a debrief on your results from the Sales Strategy Audit. No charge. https://mailchi.mp/laughs-last.com/satp I believe buyers deserve beter. I sell  within the seller code. Do you? https://thesellercode.org  

Welcome to episode 105, I have invited two of my most popular podcast guests back for a second time, sales trainer legends; Marcus Cauchi and Benjamin Dennehey. ‌Both have been sales trainers for years and have worked with many agencies and tech companies. They shared some golden nuggets to help you with selling your agency's services. ‌I had to throw away the list of questions I'd prepared and let the conversation flow naturally because I wanted to capture as much of their collective sales wisdom and tips as possible. I hope you'll enjoy the longer length of this episode and ultimately come away with some practical things you can implement in your sales process. ‌‌· An understanding of the importance of having the ability to ask superb questions during the sales conversation with a prospect. · In our chat, Marcus and Benjamin role play a conversation and hopefully you can take the principles away and model some of the language they're using in your next sales conversation with a prospect. You can reach Marcus Cauchi on LinkedIn, via marcus@laughs-last.com, visit his website: https://www.laughs-last.com and The Inquisitor podcast. You can reach Benjamin at https://www.uksmosthatedsalestrainer.com/ If you'd like to chat to me about selling skills for agency account managers to help you with your your existing client accounts then you can go to my website https://www.accountmanagementskills.com and find out more about how I help build an entrepreneurial mindset in account management through my training programmes.‌

In this episode, we feature an interview on TheInquisitor Podcast with Dr. Raymona as the guest. Dr. Raymona, along with the host of TheInquisitor Podcast, Marcus Cauchi engage in a candid conversation about diversity, equity, and inclusion. The discussion explores the challenges of navigating sensitive topics and addresses issues like physical access limitations, biases in recruitment, and the importance of self-awareness for managers.   Their conversation doesn't stop there, they tackle the tough task of having difficult conversations and the magic of cooperation and communication in building resilience. Join them on this journey of self-reflection, learning, and commitment towards creating a more inclusive business landscape.In this episode, we talk about the following...1. The importance of recruiting and onboarding processes that focus on inclusion rather than conformity.  2. Why the success of diversity, equity, and inclusion efforts relies heavily on the self-awareness of managers. 3. The challenges associated with terminology in the diversity and inclusion space. You can find Marcus on…Podcast https://marcuscauchi.podbean.com/ LinkedIn https://www.linkedin.com/in/marcuscauchi/Want more from Dr. Raymona?Instagram https://www.instagram.com/drraymonahlawrence/LinkedIn https://www.linkedin.com/in/drraymonahlawrence/Facebook https://www.facebook.com/drraymonahlawrence/Thank you for listening!~Dr. Raymona

In this episode of TheInquisitor podcast, join host Marcus Cauchi as he dives into the world of leadership with special guest Jay Weiser. Jay, a renowned consultant, shares his expertise in helping leaders thrive in the face of disruption and uncertainty. Get ready to uncover the blind spots that hold leaders back and learn how to unleash your leadership superpowers. Here are 5 points of interest from the episode: The Five Leadership Superpowers: Discover the key attributes that can transform your leadership style and empower you to navigate challenging times. The Impact of Blind Spots: Explore the common blind spots that leaders often overlook, hindering their ability to respond effectively and think ahead. Moving from Firefighting to Future Thinking: Understand the importance of shifting your focus from reactive problem-solving to proactive, long-term strategies. Redefining Success: Learn how to align your definition of success with your team's and create a shared vision for growth and transformation. Challenging the Status Quo: Explore the boundaries and limitations that may be holding you back and discover new possibilities for leadership growth. Before listening, ask yourself: Are you aware of your blind spots and their impact on your leadership? Are you stuck in firefighting mode, unable to think about the future? Do you have a clear definition of success and is it aligned with your team's? Join Jay Weiser and Marcus Kalki as they challenge your thinking and empower you to embrace your leadership potential. After listening, be prepared to shift your perspective, take ownership of your agency, and unlock new possibilities for success.   Contact Jay via linkedin.com/in/jayrweiser Websites: jayweiser.com (Company) youtube.com/@jayweiserconsulting (Other) medium.com/@jayweiser (Other) Email: jay@jayweiser.com Twitter: Jay_R_Weiser -- Struggling? Can't work out why your training and experience aren't delivering the results you need? Take my selling strategy audit and claim 30 minutes with me debriefing you on the implications of your results and how you can take control and improve within 30 days. Learn something you didn't understand about yourself and start on a journey of permanent improvement. I will not sell you coaching. you can ask about working with me but you are going to have ask, I don't push. I want volunteers not hostages. https://mailchi.mp/laughs-last.com/satp Learn how the top 4% sell whatever the market conditions, competitive landscape and close excellent deals at premium prices that customers love.

In this captivating episode of TheInquisitor Podcast Interview, join host Marcus Cauchi as he sits down with renowned marketing expert Mike Maynard to delve into the world of B2B marketing. Uncovering the blind spots and debunking common misconceptions, they explore the true essence of effective marketing strategies. Get ready to shift your perspective and rethink what's possible in the realm of business growth. In this thought-provoking conversation, Mike Maynard and Marcus Cauchi tackle five meaty points of interest. They discuss the importance of focusing on outcomes rather than the amount of hard work put into a project. They challenge accepted marketing opinions and emphasize the need for tailored approaches that consider individual markets and audiences. They also shed light on the power of testing and encourage marketers to explore new avenues for lead generation. Plus, they highlight the significance of aligning marketing goals with overall business objectives. Before you hit play, take a moment to ponder these powerful questions: How well do you truly understand the blind spots in your marketing strategies? Are you too focused on the work itself rather than the desired outcomes? Are you open to testing and exploring new approaches to generate leads? Prepare to challenge your beliefs and expand your horizons as Mike Maynard and Marcus Cauchi provide eye-opening insights into the world of B2B marketing. After listening, you'll be equipped with fresh perspectives and empowered to revolutionize your own marketing efforts. Contact Mike on linkedin.com/in/mikemaynard Website: NapierB2B.com (Company) Twitter: Mike_Maynard -- Do you want to raise your performance and experience permanent improvements in the next 30 days? https://mailchi.mp/laughs-last.com/satp Complete my selling strategy audit to see how you compare with the world's top 4% performers and how you can move the needle to the right to perform more like them. No pressure. Free 30 minute consult. You'll have to ask me if you want more coaching. I won't sell it to you. You will ask for help if and when you're ready and you don't need any pressure from me to know if you need my help.

In this captivating episode of The Inquisitor Podcast, join Marcus Cauchi as he delves into the fascinating career path of Andy Cunningham, a positioning and branding expert who had the incredible opportunity to work alongside the legendary Steve Jobs. Discover how Andy's journey led her from Silicon Valley to collaborating with one of the most influential figures in the tech industry. Gain insights into her role in launching the Macintosh and the profound impact it had on her expertise in positioning and branding. Get ready to be inspired by Andy's remarkable career journey and learn how her experiences with Steve Jobs shaped her approach to business and innovation. Key Points of Interest: Andy Cunningham's early days in Silicon Valley and her introduction to the world of technology. Her pivotal role in the launch of the Macintosh and collaboration with Steve Jobs. How working with Steve Jobs influenced Andy's expertise in positioning and branding. The lessons learned from her experiences in the tech industry and their impact on her career path. Insights into Andy's unique approach to business and innovation, shaped by her time with Steve Jobs. Discover how Andy's collaboration with Steve Jobs and her expertise in positioning and branding have paved the way for her unique approach to coaching. Andy coaches me through rebranding, repositioning, and realising my message. Andy guides me through a process for developing a strong message architecture. Tune in now to unlock the secrets of creating a compelling brand message and witness the power of message architecture coaching in revolutionizing your marketing strategy. Prepare to shift your thinking and discover what's truly possible for your business. Are you ready to elevate your brand to new heights? Contact Andy via linkedin.com/in/andreacunningham Websites andycunningham.com (Personal) cunninghamcollective.com (Company) Twitter: andycunningham4 -- Get 30 minutes of my coaching free. Take my audit and I'll coach you. No charge. No pressure. https://mailchi.mp/laughs-last.com/satp Just honest insights to improve in 30 days. Want more? Ask about paid coaching. We'll go deep. I'm selective. I push for what matters, not distractions. Are you making sacrifices you don't want? Wrong reasons? What do you want from your career? What matters most? Is something missing? Let's discuss. Take the audit now. Book a free consult. Start the journey today. https://mailchi.mp/laughs-last.com/satp

Discover how simplicity can be the key to unlocking your inner sophistication and brilliance. In this episode of TheInquisitor Podcast, join Marcus Cauchi as he interviews Ben Guttmann, a marketing executive and professor at Baruch College. They dive into the topic of clear communication and its importance in messaging and design. Ben shares insights from his book, "Simply Put: Why Clear Communication Matters and How to Achieve It," where he outlines five principles: beneficial focused salient empathetic minimal Do you waffle? Is your communication confusing? The meaning of your communication means nothing if the other person cannot receive it or understand it. YOU are responsible for making sure your message is fit for purpose.   - - If you want to raise your performance to the role you are in or prepare for your next role, take a few minutes to complete this Selling Strategy Audit, then book your free 30 minute consult with me. If YOU want to talk about working with as your coach we can discuss that but I won't be selling you coaching. You'll learn something you didn't know about yourself, something you can act on and improve within 30 days and how you affect your buyer's perception of risk and how they perceive you - you know the stalls you can't explain - the buyers who ghost you - deals that drift. https://mailchi.mp/laughs-last.com/satp Happy selling.  

Listen to #negotiationcoach Al McBride on ep 503 of #TheInquisitorPodcast with Marcus Cauchi. Join Al and Marcus as their fascinating discussion finds connections between hard-earned lessons. Al shares how dealing art taught him the power of emotion in sales and the quirky characters that schooled him. "Sell hope, not objects," one eccentric advised. Building on decades of experience, Al explains how truly internalizing your value is key to confidently assuaging customers' every concern. "If they sense doubt in your pitch, the deal is doomed," he explains. Listen closely as Marcus draws out priceless insights, like how to make prospects feel fully understood without coming off as disingenuous. Hear Al's best practices for establishing trust and meeting both sides' needs from the start. Discover how to understand your counterpart fully so cooperation can create value for all. As one client said, "With Al's help, agreements feel effortless - he has a gift for joint problem-solving." Absorb Al's wisdom on keeping discussions solution-focused, not positional or simply transactional. Learn to see beyond initial demands to hidden interests, find value that transcends cost, unlocking innovative options where compromise is unnecessary. He trusts that serving mutual interests consistently creates common ground and dry land upon which to build bridges for the long-term. Contact Al via linkedin.com/in/alistairmcbride Websites: almcbride.com/category/podcast/ (Dealing With Goliath Podcast) almcbride.com (Coaching & Consulting) almcbride.com/one-to-one-coaching/ (Schedule a Call With Me) Email: al@almcbride.com Twitter: AlMcBride -- If you want to grab time in my calendar for a coaching call complete the Selling Aptitude Test. You'll probably learn something you didn't know about yourself and at least one way you can improve your performance in the next 30 days. https://mailchi.mp/laughs-last.com/satp Happy selling!

Ep 500:A Question of Ask, Listen, Outclass Your Competition. Ep 500: The Art of Asking Questions - A Masterclass in Curiosity  In this special 500th episode, Marcus Cauchi shares his a few of his best insights and techniques for asking powerful questions. Through coaching real sellers and founders live, he demonstrates how carefully crafted questions can uncover obstacles, open minds, and drive conversations forward.   What You'll Learn From This Episode - Observe how Marcus listens intently and focuses on understanding the other person's real problem before jumping to solutions.  - Notice how he peels back layers of confusion by asking simple but thoughtful follow-up questions.  - See how he builds trust and credibility by not applying pressure or giving unsolicited advice. - Learn several of Marcus' frameworks for crafting open-ended, imaginative questions that provoke creative thinking. - Discover how patience and curiosity are key to guiding people to their own breakthroughs and decisions. "I've carried my sales team's quota the last 2 months by applying tactics I learned from this podcast. I recently closed two of my biggest deals ever ($400k and $300k) thanks to insights from The Inquisitor." Ed, Account Executive, Fintech, Mid-Market Sales Thank You! Thank you to you, our loyal listener for supporting the growth of #TheInquisitor over 500 episodes and rapidly over 180,000 downloads! Suzanne and I ask a favour, that you share this episode with others who could benefit from improving their questioning skills. And please give the show a review, good or bad, witty or serious. We depend on you sharing the show. We don't charge, we don't carry advertising - please support us by telling others. And talking to us about what you learn, what you want to learn. This is a great adventure we share - have your say and tell us what you need, how we can make the show even better, more useful. And recommend great guests, please. Also check out Marcus' coaching for more in-depth learning on powerful strategies to immediately improve your sales conversations and remove friction from your buyer's decision to buy from you. P.S. Want to know something about yourself and your selling that you don't know now? Complete the new and vastly improved Modern Selling Aptitude Test v3.0 - Click here to get your SATv3.0: https://us2.list-manage.com/survey?u=e8a8ee73340bb327841ef9831&id=9d06cf9a16&attribution=false Book a free 30 minute results review and I will share your #BuyerSafetyScore and your #PipelineCertaintyScore, and help you pinpoint one obstacle over which you have control that is holding you back.

Discover the transformative potential of mental toughness in leadership and team building. Tune in to his insightful podcast with Anthony Taylor, a recognised expert in mental toughness and author, to delve into the art of cultivating resilient leaders and high-performing teams. Understand the power of mental toughness, the balance of sensitivity and toughness, and the tools to build mental fitness. Dive deep into the world of empathetic leadership, mental fitness, and innovative recruitment strategies. Take your leadership skills to the next level and meet the challenges of the modern work environment head-on. Ready to start your journey? [Book a coaching session with Marcus](https://calendly.com/marcuscauchi). Mental toughness is more than just a buzzword; it's a critical personality trait that dictates how we respond to stress, pressure, and challenges. It's not about being macho; it's about the power of the mind. This podcast will guide you through the complexity of mental toughness, its benefits, and its impact on performance. The MTQ+ test offers a glimpse into people's mental responses in varying situations, can be an invaluable tool in recruitment, leadership development, and team building. Cultivating mental fitness requires understanding one's mental toughness profile, developing emotional intelligence, and fostering good mental health through exercise, healthy eating, and volunteering. Being a good leader is not about controlling but about influencing others with praise, empowerment, and delegation. Remember, setbacks should not affect one's self-concept or self-worth. Instead, they should be seen as opportunities for growth and learning. Contact Anthony via LinkedIn - linkedin.com/in/ant-taylor-mentaltoughness Mobile 07771 892479 Web www.threefifty9.com  Email anthony@threefifty9.com Twitter: AntTaylor72 -- Ready to transform your leadership skills and create high-performing teams that thrive in the face of pressure? [Book your coaching session with Marcus Cauchi today](https://calendly.com/marcuscauchi).

AI FOR THE REST OF US: How To Outsmart Big Tech And Become An AI Master Does AI mean the end of businesses like yours? Think again. In this no-holds-barred discussion, AI expert Lisa Palmer and strategist Marcus Cauchi reveal how underdogs like you can outsmart Big Tech and become an AI master. Lisa argues AI fear-mongering misses its TRUE benefits: efficiency, productivity and solving wicked problems. The key? Setting guardrails while leveraging AI's potential. But how can we gain the upper hand? Lisa notes companies often lack a deep understanding of their data to ask the right AI questions. Marcus proposes a disruptive approach: a team of advisors researching companies simultaneously to reveal opportunities traditional approaches miss. They discuss the challenges of integrating AI into inflexible cultures and outdated business models. Lisa believes an agile culture is pivotal for success. Marcus cites examples of how AI is transforming sales - from automating content to tailoring customer interactions. In this episode, you'll discover: ✅ How to regulate AI responsibly while capitalizing on its advantages ✅ How to develop an agile culture that EMBRACES - not fears - AI ✅ Tactics for using MULTIPLE AI tools to gain original perspectives ✅ Strategies for using AI to REINVENT business models and gain competitive edges Don't miss this robust discussion on the realities - and possibilities - of how AI can give YOU the upper hand against Big Tech. You'll learn how to develop the RIGHT attitudes, habits and outlooks to navigate the AI revolution and gain an advantage today.

#chatgpt #openai #artificialintelligence #chatgptpodcast #aipodcast #revopspodcast #revenueoperations #revenueoperationspodcast #jobs #sales Main Clip https://youtu.be/KpmAS3eS9OQ Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is disrupting jobs. What are the jobs that will disappear and what are the new jobs that will be created? In this short cip we talk about sales andministrators --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgpt #Chatgptpodcast #ai #aipodcast #revops #revenueoperationspodcast #revopspodcast Main Clip: https://youtu.be/KpmAS3eS9OQ Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is disrupting jobs. What are the jobs that will disappear and what are the new jobs that will be created? In this short Marcus Cauchi talks about creating the ultimate Chat GPT Prompt --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgpt #openai #artificialintelligence #chatgptpodcast #aipodcast #revopspodcast #revenueoperations #revenueoperationspodcast #jobs #aitrainer Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is disrupting jobs. What are the jobs that will disappear and what are the new jobs that will be created? In this short clip we talk about how tone of the jobs of the future is AI training --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgpt #openai #artificialintelligence #chatgptpodcast #aipodcast #revopspodcast #revenueoperations #revenueoperationspodcast Full Show:https://youtu.be/KpmAS3eS9OQ Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is affecting our every day lives. In this short clip Jamie Carney talks about how he thinks AI will affect our lives. --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgpt #openai #artificialintelligence #chatgptpodcast #aipodcast #revopspodcast #revenueoperations #revenueoperationspodcast #jobs #chiefdataofficer #cdo Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is disrupting jobs. What are the jobs that will disappear and what are the new jobs that will be created? In this short clip we talk about how the the path to the CEO position may come through the CDO Chief Data Officer --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgpt #openai #artificialintelligence #chatgptpodcast #aipodcast #revopspodcast #revenueoperations #revenueoperationspodcast #jobs #chiefaiofficer Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is disrupting jobs. What are the jobs that will disappear and what are the new jobs that will be created? In this short clip we talk about how the next C Level job is Chief Artificial Intelligence Officer? --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgpt #openai #artificialintelligence #chatgptpodcast #aipodcast #revopspodcast #revenueoperations #revenueoperationspodcast #jobs Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is disrupting jobs. What are the jobs that will disappear and what are the new jobs that will be created? In this short clip we talk about how you how you should treat and teach Artificial Intelligence like a new employee --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#accounting #bookkeeping #chatgpt #openai #artificialintelligence #chatgptpodcast #aipodcast #revopspodcast #revenueoperations #revenueoperationspodcast #jobs Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is disrupting jobs. What are the jobs that will disappear and what are the new jobs that will be created? In this short clip we focus on accounting and bookkeeping jobs affected by artificial intelligence --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgpt #openai #artificialintelligence #chatgptpodcast #aipodcast #revopspodcast #revenueoperations #revenueoperationspodcast #jobs #constructionjobs Full Show:https://youtu.be/KpmAS3eS9OQ Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is disrupting jobs. What are the jobs that will disappear and what are the new jobs that will be created? In this short clip we focus on construction jobs affected by artificial intelligence  @Boxabl ​ --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgpt #openai #artificialintelligence #chatgptpodcast #aipodcast #revopspodcast #revenueoperations #revenueoperationspodcast #jobs Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is disrupting jobs. What are the jobs that will disappear and what are the new jobs that will be created? Key Moments: 0:001:09 Pre Show Dall-e discussion, Imagine Prompt Midjourney 1:54 Reversing Engineering Prompts 3:13 Graphics Generating Bing Image Creator 4:51 Google Bard AI 5:09 Jobs Getting Disrupted 6:33 Financial Times Article on Jobs Disruption 7:00 What jobs are leaving What jobs are coming because of artificial intelligence 7:35 Jobs that are going away because of AI 7:58 Construction Jobs Leaving 9:10 Foldable homes and Elon Musk 10:37 Asteroid Mining 12:30 RevOps Redesign 13:06 Book Keepers and Accountants 14:30 Business Owner needs to be a prompt engineer 15:40 Sales Admin 22:05 Jobs of the future because of Artificial Intelligence 24:40 Ethicist Job 26:50 Privacy concerns function job 27:08 AI Trainer job 28:06 AI Explainability Specialist job 28:36 AI Intervention Designer Jobs 30:29 Data Privacy Manger Jobs 33:10 Artificial Intelligence Health Care Jobs 33:47 AI Application Specialist Jobs 34:05 Personalized Learning Coaching and Facilitation Jobs 34:20 What New C Level Positions will be available because of Artificial Intelligence? 34:40 Chief Data Data Officer will be the nest new path to CEO 35:33 Chief AI Officer CAIO 36:23 Chief Privacy Officer 36:38 Chief Robotics Officer 37:04 Chief Customer Officer vs Chief Revenue Officer 39:00 Chief Sustainability Officer 41:35 Hong Kong China Footprint 43:33 Board Levels being Affected by Artificial Intelligence 44:29 Boards of the Future 47:42 Why are you on a Board? 49:24 How many levers are there to pull by a board? 55:01 Google is Losing Artificial Intelligence Race 56:50 Whimsical Artificial Intelligence 57:23 Artificial Intelligence is our Co Pilot --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#ai #chatgptpodcast #revopspodcast #aipodcast #advisoryboard #artificialintelligence Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT can become your own advisory board. Wouldnt be cool if you had Warren Buffett, Bill Gates, jeff Bezos and Charlie Munger Poking Holes into your business plans? --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgpt #revopswithanedge #revenueoperations #ai #linkedin #chatgptpodcast #revenueoperationspodcast #salesops #salespodcast #openai #ai Jamie Carney, Marcus Cauchi and Pete Jansons on the SAASholes revenue operations podcast discuss the latest trends on how Chat GPT is affecting Revenue Operations. In this short clip we talk about how most posts on linkedin are chat gpt generated and are poopy Main Clip: https://youtu.be/2owQ5JV2rf0 --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgptpodcast #revopswithanedge #revenueoperationspodcast #salesops #salespodcast #openai #ai #seo #searchengineoptimization Jamie Carney, Marcus Cauchi and Pete Jansons on the SAASholes revenue operations podcast discuss the latest trends on how Chat GPT is affecting Revenue Operations. In this short clip we talk about how to use Chat GPT increase your SEO by 40% AND getting rid of your SEO Agency Main Clip: https://youtu.be/2owQ5JV2rf0 --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgptpodcast #revopswithanedge #revenueoperationspodcast #salesops #salespodcast #openai #ai #jobsearch #recruitment Jamie Carney, Marcus Cauchi and Pete Jansons on the SAASholes revenue operations podcast discuss the latest trends on how Chat GPT is affecting Revenue Operations. In this short clip we talk about how to use Chat GPT to aid a job seeker in their job search Main Clip: https://youtu.be/2owQ5JV2rf0 --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgptpodcast #revopswithanedge #revenueoperationspodcast #salesops #salespodcast #openai #ai Jamie Carney, Marcus Cauchi and Pete Jansons on the SAASholes revenue operations podcast discuss the latest trends on how Chat GPT is affecting Revenue Operations. In this short clip we ask will ai in the future do the buying and selling? Avatar to Aatar? Main Clip: https://youtu.be/2owQ5JV2rf0 --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgptpodcast #revopspodcast #revenueoperationspodcast #openai #ai Jamie Carney, Marcus Cauchi and Pete Jansons on the SAASholes revenue operations podcast discuss the latest trends on how Chat GPT is affecting Revenue Operations. In this short clip we ask if Chat GPt is playing a role yet in revenue operations yet Main Clip:    • Is this chat tech...   --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#revenueoperations #revenueoperationspodcast #revops #chatgpt #openai Jamie Carney, Marcus Cauchi and Pete Jansons on the SAASholes revenue operations podcast discuss the latest trends on how Chat GPT is affecting Revenue Operations Key Moments: 0:001:08 Show Start 2:11 Is Chat GPT Still open source? 4:00 Elon musk Bailed on Chat GPT when it became restricted and gated 5:47 Marcus Cauchi on Chat GPT and Sales 6:53 Build Compensation prompt 8:00 Jamie Carney Self Reported Data dilemma 9:19 Challenger Model Theory eyes of the customer 10:10 Panel of investors to poke holes and put data in gpt 10:47 How is revenue operations using chat gpt? 13:00 Chat GP is going to help sales enablement 13:37 Next Gen is Voice Editing 14:30 Temperature 15:39 LinkedIn posts are all chat gpt 16:17 Artificial Intelligence Selling to Artificial Intelligence 16:50 SDR BDR will disappear 17:45 Why or when would you add a BDR? 19:00 Using Chat GPT to design website to weed out non buyers views 20:00 Avatars selling to Avatars 21:45 Selling prompts how long will they be good for? 24:37 Recruiting GPT 27:55 1st Step is knowing what your good at 29:00 Colleges obsolete 37:22 Aligned 33:16 Marcus Cauchi Sales Prompt Podcast --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

Marcus Cauchi, CRO at Mobile Practice & Coach at Success With Integrity, joins to discuss how we as sellers & marketers need to understand where our prospective buyers are and meet them there, rather than where we wish them to be. It relies heavily on trust, particularly in the Active-Looking and Decision-Making Phases. “No one buys products, people pay for and rent outcomes.”  “Selling is helping people get their needs met.” Sign-up for his exclusive webinar if you're selling a complex, high-value solution for mid-market and enterprise clients: Email Marcus@laughs-last.com with the subject line "Tea Time with Tech Marketing Leaders Webinar" and tell him why you're interested and any initial questions. He will choose 6-8 companies based on whom he feels he can help the most. Recommended Reading: Bob Moesta - Demand-Side Sales 101 Charles H. Green - Trust-Based Selling

Rebecca Murtagh is founder of the Human AI Institute. Get ready for an insightful episode of the Inquisitor Podcast

Peter Wheeler Ep 467: Dive deep into the world of entrepreneurship with this captivating episode! Join host Marcus Cauchi as he sits down with accomplished entrepreneur Peter Wheeler to discuss the highs and lows of building a successful business. From the importance of setting boundaries and asserting oneself, to the dangers of isolation and burnout, this conversation covers it all. Get ready to be inspired by their candid and personal stories of failure and growth, and learn valuable lessons from their experiences in the world of self-employment. This podcast is a must-listen for anyone looking to start their own business, or for those simply looking for inspiration and guidance on their entrepreneurial journey. Don't miss out on this engaging and informative episode! Contact Peter via linkedin.com/in/jpeterwheeler   Websites: portfolio.mirthfulpolymath.com (Portfolio) calendly.com/auth0peter/30min (Other) jpeterwheeler.com (Personal) Phone: +1 (314) 651-3245 (Mobile) Book Time with Peter: https://calendly.com/auth0peter/30min -- Book time with me to discuss your career, life and how you want sales to make the choices you want in life, possible - https://calendly.com/marcuscauchi/  

#chatgpt #revopswithanedge #revops #sale #marketing #aimbotfreefire Marcus Cauchi and Pete Jansons discuss how ChaptGPT will disrupt sales and marketing. Watch Marcus Cauchi and Pete Jansons do a ChatGPT screen share coming up with various ways it can aid sales and marketing teams --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

Konrad Sanders and I talk about the power of your words on episode 461 of #TheInquisitorPodcast with Marcus Cauchi. If you want to raise your performance in sales, https://calendly.com/marcuscauchi   Konrad opens your eyes to exciting possibilities with 7 stages of the funnel:   1. Unaware 2. Problem Aware 3. Solution aware  4. Product/Brand aware   5. Most Aware   6. Seal the deal  7. Truth aware - after funnel aware So much good material you can use and apply.   Contact Konrad on linkedin.com/in/konradsanders   Websites creative-copywriter.net (The Creative Copywriter) creative-copywriter.net/about-us/ (6 Reasons Why to Pick Us) creative-copywriter.net/copywriter-portfolio/ (Case Studies) Phone: +44 7951515921 (Mobile) Email: konrad@creative-copywriter.net Twitter: konradsanders ******************************************************** Explore coaching and training with Marcus Cauchi: https://calendly.com/marcuscauchi/let-s-explore-coaching-training   Let's jump on a call to audition each other. Let's see if we like and trust each other to believe that if we work together you will get the outcomes you want in life and in your career.   Sell Hot Not Cold:   Audition to join my Rapid Results programme: https://calendly.com/marcuscauchi/rapid-results-audition   Audition to join my Successful Selling programme: https://calendly.com/marcuscauchi/successful-selling-audition  

#revenueoperations #revopswithanedge #saas Brent Keltner, Ph.D. is founder and President of Winalytics LLC and author of The Revenue Acceleration Playbook. Brent joins Jason Ferrara, Marcus Cauchi and Pete Jansons on the SAASholes Revenue Operations Podcast to talk Revenue Operations Best Practices Key Moments: 0:00 3:09 Show Start 3:34 Brent Keltner Linkedin Post 4:02 Sales/CS/Marketing are all different animals 4:29 How do you tell someone their baby is ugly 6:00 Do Most CEO's know this but just don't want to deal with it? 6:10 Rule of thirds 6:34 Whats the payoff for org without this strife? 7:04 Gartner Study Lifestyle Personalization 8:25 2 Biggest Blockers 9:34 How can marketing work with customer service, sales and product to create an efficient buyers journey message 10:00 Content and Alignment 10:40 Reference to Bill Mahoney Episode 12:21 ABC Fitness 13:09 Value Plays and Brand Promise 15:37 Ways our brains are wired 16:04 3 Mindset Problems CEO must overcome 16:22 Customer is the source of all truth 16:42 How do you accelerate revenue in a decelerating environment 18:26 Steps to bring buyers in 18:47 Can your buyer see themselves on you website 19:20 Organize your website to personalize to different buyer segments 19:50 What are value plays? 20:09 2023 people are anxious how do you get them to chillax? 21:20 How do you get closer to your customer? 23:14 What is the data we should be getting from current customers? 24:20 Leadership and customer alignment problem 24:50 Customer vs Prospect 25:46 Strategic Customer Service 26:06 Hilary Riley brings in Customer Service to Closing Meetings 26:47 complexity of sales org has exploded 27:45 is it over complicated? 28:40 Up to 30-40 Million Rev CEO Should Own Revenue Responsibility 29:03 Biggest mistake company's make to scale revenue is to hire Chief Revenue Officer 30:00 When does founder stop being responsible for revenue? 32:16 Overcomplicating 33:00 Investors Influence 33:29 What percentage of VS's fail? 34:20 Investors buy predictable revenue streams not people 34:55 Brent Keltners Career Progression Story 36:10 SAASholes Survey 60% company's still have not given out annual quotas 38:00 Why are company's giving out quotas so late every year? 38:20 Salary vs Commissions 38:40 Leadership Sucks 39:35 Goal Posts keep changing 40:07 Company Valuation is more important than people 41:28 Top Performers will always be top performers 43:16 Dirty Secret of Sales Teachings 44:00 BLSA London School Of Economics Study Efficiency Command Control management vs Operational Coaching 46:23 Value of Authentic Conversations 50:00 Inspection is about buyer journey not seller journey Brent Keltner, Ph.D. is founder and President of Winalytics LLC and author of The Revenue Acceleration Playbook. Brent created Winalytics method to help clients reach their top growth potential by shifting from product driven selling to value-driven go-to-market strategies. Brent brings to the role more than a decade of experience as a revenue leader in enterprise to early stage companies and ten years as a Ph.D. social scientist at Stanford and the RAND Corporation. Brent's clients have included Ascend Learning, Credo Reference, DealerRater, Lexmark, Mursion, Ready Education, True Fit, and Verisk Analytics. --- Send in a voice message: https://anchor.fm/saasholes/message Support this podcast: https://anchor.fm/saasholes/support

#revenueoperations #hype #marketing Michael F Schein Author of the Hype Handbook joins the SAASholes Revenue Podcast to discuss his book "The Hype Handbook" and in the opening clip he tells Pete Jansons and Marcus Cauchi his definition of Hype Other Topics: Punk Rock, the Act, Sex Pistols, Sonic Youth, Definition of Hype, Secret Societies, Van Bismark, Dress who you want to be, Gary Vanderchuck, We are all in Sales, We are all performers, Negative Bias, Social Dilemma, juice guru institute, meet me in the bathroom, Hip Hop Hype, Tupac, Biggie, The Colonel https://microfamemedia.com/ https://michaelfschein.com/bio/ Michael F Schein Bio: He is the author of The Hype Handbook: 12 Indispensable Success Secrets From the World's Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers (McGraw Hill, January 12, 2021). His articles have appeared in Fortune, Forbes, Inc., Huffington Post, and Psychology Today.. He speaks to international audiences spanning from the northeastern United States to the southeastern coast of China. As founder and president of marketing agency MicroFame Media, he has launched campaigns and created content for companies including eBay, Magento, The Medici Group, University of Pennsylvania, Gordon College, University of California Irvine, United Methodist Publishing House, Ricoh, LinkedIn, and Citrix. He has also recently begun practice the martial art Wing Chun, giving him yet another similarity with Robert Downey, Jr. --- Send in a voice message: https://anchor.fm/saasholes/message Support this podcast: https://anchor.fm/saasholes/support