Today's Guest:

Marcus Cauchi is a leading sales expert who works with CEOs and VPs of Sales & Marketing to help them drive retention, exceed quotas, eliminate churn, and produce predictable revenue without burnout.  

Marcus has been working in the field of sales for over 35 years and has helped countless companies grow in a more predictable, sustainable, and certain way.  

He joins us today to talk about how to sell safety, the parallels between safety and sales, and how we can turn risk into an ally.

Here's Marcus on LinkedIn: https://www.linkedin.com/in/fractionalcrotechscaleups/ 

You'll learn: 

✅The parallels between health & safety and sales. 

✅How human nature relates to safety and risk. 

✅Why buyer safety is crucial to safety and risk professionals. 

✅The importance of taking a holistic approach to health and safety. 

✅How to turn risk into an ally. 

✅Why managers need coaching skills.   

Resources: 

Safety Roundtable: https://safetyroundtable.co.uk/

Here's why health and safety should be overseen by your sales director: https://www.linkedin.com/pulse/heres-why-health-safety-should-overseen-your-sales-director-harris/

Transactional Analysis:https://www.simplypsychology.org/transactional-analysis-eric-berne.html

Spiral Dynamics: https://en.wikipedia.org/wiki/Spiral_Dynamics   

In this episode, we talk about: 

[03:14] How a health and safety mindset can inform a sales mindset. 

[05:28] The problems with most collaboration in business. 

[08:05] The social aspect of human nature and how this relates to safety and risk. 

[09:15] How businesses and sales are changing due to generational differences. 

[12:10] The lack of effective risk management by some sales directors. 

[15:10] How a good sales director focuses on inputs while health and safety managers focus on outcomes. 

[16:10] The different skills needed to be a salesperson and a sales manager. 

[19:02] The importance of taking a holistic approach to diversity, health and safety, risk management, and sustainability. 

[21:45] Why diversity in business is so important, and the value of risk management professionals having coaching skills. 

[24:23] The fundamentals of selling and where the concept of buyer safety comes from. 

[28:24] The importance of having engaged committed staff. 

[29:54] Why the values of your business need to be aligned with that of your staff and community. 

[37:45] How health and safety managers can make changes to the business they work in. 

[48:25] How managers can act as a catalyst to a business's success. 

[53:19] Spiral dynamics and how it explains organizational dynamics.   

We'd love to hear your views and comments about The Safety and Risk Success Podcast, here's how: 

✅ Share The Safety and Risk Success Podcast on Linkedin 

✅ Leave an honest review. Your ratings and reviews really help and we read each one.  

Subscribe to keep up-to-date with our latest episodes: 

Apple Podcasts: https://podcasts.apple.com/gb/podcast/the-safety-and-risk-success-podcast/id1521150061

Spotify: https://open.spotify.com/show/7IlSdTgQVfY0CZlnV7ejtf

YouTube: https://www.youtube.com/channel/UCgyqTvWAYIbHz-sV1-ES2HQ 

#safety #insurance #riskmanagement #podcast #buyersafety