ScaleUps And Hypergrowth Podcast
How To Scale At 10X Or Higher With The Right Strategic Alliances

How To Scale At 10X Or Higher With The Right Strategic Alliances

May 10, 2021

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

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

 

The Cold, Hard Truth About Hypergrowth Scaleups in Tech

The Cold, Hard Truth About Hypergrowth Scaleups in Tech

April 16, 2021

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

Email:aram@crowdlinker.comTwitter: 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
Leveraging Your Greatest Asset To Drive Sustainable Scale And Hypergrowth

Leveraging Your Greatest Asset To Drive Sustainable Scale And Hypergrowth

March 29, 2021

"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

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?
Raising The Value Of Sales Enablement Through The Power of Simulations

Raising The Value Of Sales Enablement Through The Power of Simulations

January 18, 2021

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:

  • Skills
  • Simulations
  • Strategy

We 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-baruch

 
 
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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
Is Your Lack Of Cultural Awareness Stifling Hypergrowth in DACH?

Is Your Lack Of Cultural Awareness Stifling Hypergrowth in DACH?

December 18, 2020

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 preferences

A 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/tobiaskopp

Website: collibra.com/  (Company Website)

Email: tobias.kopp@collibra.com

 

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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

Why You Still Aren’t Getting It Right About Culture

Why You Still Aren’t Getting It Right About Culture

November 19, 2020

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/brettonputter

Website: culturegene.ai  (Company Website)

 

Twitter: BrettonPutter--

To book a confidential 1 to 1 with me

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The Irrational Becomes Rational With Context

The Irrational Becomes Rational With Context

November 11, 2020

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/bobmoesta

Websites

Twitter -                bmoesta             

 

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Success In The Future Will Be Determined By Your Ability To Collaborate

Success In The Future Will Be Determined By Your Ability To Collaborate

November 9, 2020

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/bobmoesta

Websites

Twitter -                bmoesta             

Jill Robbins - linkedin.com/in/jillerobbins

Websites

Tom Williams - linkedin.com/in/thomasjwilliams

Website

Twitter - SD_Firm--

To book a confidential 1 to 1 with me

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Good MarTech Badly Applied Is Worse Than Not Prospecting

Good MarTech Badly Applied Is Worse Than Not Prospecting

October 28, 2020

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/michaeljustin

 

Twitter: tonystark2020s--To book a confidential 1 to 1 with me

 

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How Do You Make You And Your Company A Destination Employer?

How Do You Make You And Your Company A Destination Employer?

October 26, 2020

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-bell

Contact Erynn: linkedin.com/in/pucknusa

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