I interviewed #DarraghPower who is a global corporate trainer for a major software vendor. We discussed how the changing channel environment is presenting opportunities and threats to vendors and service providers. We explore how you as vendors and partners need to better align with the changing requirements of your end user customers.

We delve deep into how the increased complexity of the buyer-seller-end user environment requires a very different sort of channel sales professional & channel chief.

We discuss why behaving in a "Partner Centric" manner is no longer optional and why executive engagement is critical to the success of partner programmes.

Unless you are adopting a much wider perspective and get away from the traditional approach of selfish selling through the channel you are going to become a relic of the past. You will be left behind by challengers in your market who understand their partners sell for their reasons not your reasons. Unless you understand why they are in business and what they want to achieve, partners will drop you in favour of vendor relationship managers who understand them and are committed to supporting the partner's aspirations, goals and objectives.

We even share a couple of excellent book recommendations along the way.

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If you have an interesting story to tell about channel sales, scale ups or turn arounds and like the way I interview my guests, drop me a line to see if we can produce a podcast together

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

Veteran of the UK financial services industry, Nick Chisnall, discusses the challenges and future of selling financial services.

We pinpoint several common obstacles to success and how to fix them both for advisers and managers.

#IFA #IndependentFinancialAdvisor #FinancialServicesSales #ManagingFinancialServicesSales #FinancialServices #WinningMoreSales #WinMoreSales #GrowingYourIFAPractice #TiedAdvisorSales

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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

This has to be one of my favourite interviews ever. Doug Sandler tells Marcus what he learned from his father, David H Sandler! If your life has been touched by David Sandler's work this is a must listen conversation.

Doug will be familiar to #Sandler clients and trainers who have listened to the #BestOfSandler Collection because he is "Dougie" of baseball and school bus fame.

Doug is a big boy now! He's a husband, father, very successful podcaster, entrepreneur and author of the excellent book "Nice Guys Finish First".

Get in touch with Doug at [email protected]. He is incredibly approachable and if you ever want to produce your own podcast, he can definitely help you.

We get a glimpse inside David Sandler the human being and Doug and I explore #SandlerRules, #SalesEthics, #TransactionalAnalysis, the power of #nurturing, #SalespersonsRights, #Reversing, the trap of emotional attachment, communication, customer experience, seduction and much more. 

Let me know if you have questions for Doug for my next conversation with him early next year.

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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

According to CSO Insights 2018, 64% of salespeople worldwide hit their quota in 2013. In 2018, it looks like that has fallen to BELOW 50%. The blind reliance on social selling, propagated by people with an axe to grind to sell social media training, is in large part responsible for this shocking result.

In part 2 of my packed interview with #SamRathling, we discuss the opportunities and pitfalls for corporate executives of using LinkedIn.

Listen in for some tough home truths and practical tips on using LinkedIn to build your company, hire the best talent, enhance your reputation personally and as a business leader.

Sam is Europe's number 1 #LinkedIn trainer for Corporates.  She's been a user of LI since 2003 and she eats her own dog food. She is always booked months in advance, and personally secures 10-30 INBOUND enquiries per day using what she teaches! Her clients generate immediate positive results which can be as high as a 400% increase in pipeline. She regularly helps them win 6-figure accounts. It starts with aligning your company strategy with your @LinkedIn strategy. 

We discuss company branding for sales and attracting top talent. We explore personal branding, sales, rekindling lapsed relationships, the power of testimonials, the mistakes corporates make when they misuse LinkedIn, the potential for reputation damage or career advancement and much more.

This interview is packed with practical advice on #winning and building #enterprise accounts using the #power of LinkedIn.

For the avoidance of doubt, LinkedIn alone without picking up the phone & creating engagement is like running your car on only one cylinder.

We'd love to hear from you about your tips for building your brand, winning sales, expanding accounts and developing partnerships using LinkedIn. 

Please like, comment and share this podcast

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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

Did you know you have a social selling score? Linkedin provides all users with a Social Selling Index (SSI). Does it have any value? How can you use it to improve the results you are getting from your LinkedIn subscription?

In part 1 of 2 episodes, I discuss how corporates can use LinkedIn to build their brand, find and win new business, hire top talent and generally improve their performance both as individuals and companies on the world's largest business community.

How you measure your effectiveness is the Social Selling Index. You can learn more about it here:

https://business.linkedin.com/sales-solutions/blog/g/get-your-score-linkedin-makes-the-social-selling-index-available-for-everyone

https://www.linkedin.com/sales/ssi

Reps who employ social selling only hit target about 47% of the time. Reps who employ social selling effectively hit target about 75% of the time. According to CSO Insights 2018, the AVERAGE number of reps hitting target globally has dropped from a disappointing 64% in 2013 to below 50% in 2018 which, frankly, is pitiful.

Many blame the reliance on social media and not picking up the phone. Perhaps there's some truth in that, but not because social selling doesn't work, but because they have NO IDEA how to use LinkedIn effectively.

#SamRathling is a superstar when it comes to using LinkedIn as a business builder. She has gone from £0 to £30,000 a month revenues in her brand new business with 85% utilisation in only 4 months using social selling via LinkedIn.

A user of LinkedIn for a decade, she was one of the early adopters and has used it to recruit, to build pipeline, to build her personal brand and the brands of her own and several other businesses. She serves global brands (Fortune 500/FTSE 100) through to SMEs and startups through a mix of in-house reinforcement programmes, master classes, coaching and tools. 

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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