Dealing with Goliath: Psychological Edge for Business Leaders Al McBride

Are you tired of the constant pressure of short-term objectives overshadowing your core values? Marcus Cauchi delves deep into the pitfalls of traditional sales and marketing practices that result in poor conversion rates, wasted resources, and fleeting customer relationships. 

Discover the importance of understanding your customer's journey, the need for simplicity in technology, and the concept of the "anti-ICP." Marcus doesn't just identify the problems; he offers a new perspective on business development, focusing on genuine relationship-building and consistently delivering value.

From broader economic challenges to the power of human-AI partnerships, this episode is packed with insights that challenge conventional thinking. Are you ready to pivot from a transactional mindset to one that prioritizes long-term value and relationships? 
GUEST BIO:
Marcus Cauchi has 35 years of failure, scar tissue and bad decisions in sales, in management and in business, under his belt. He’s served across over 500 market segments. He can be found running a series of (usually) non-fatal experiments, deliberately finding ways to do more with less, to remove unhelpful friction, to free up time for higher value activities. He asks challenging questions that make you reassess your status quo, that help you find a better path to your intended outcomes.
He is co-author of Making Channel Sales Work. He’s married with 3 daughters, is a Prolific LinkedIn content producer. He is founder of Sales: a Force for Good and The Red Thread Ecosystem

TOPICS EXPLORED:
 - Values vs. Short-Term Objectives: How to find balance in achieving your goals without selling out.
- Stepping into Your Customer’s Shoes: The power of understanding the customer's journey and why it’s not about you.
- Mistakes & Mindfulness:** The importance of slowing down, reflecting, and seeking external perspectives in sales.
- Tech Troubles: Why simplicity in technology can be a game-changer for sales efficiency.
- Identifying Task Value: Distinguishing between $10 tasks and $10,000 tasks for strategic focus.
- Redefining the Ideal Customer: Going beyond the usual customer profile to understand the "anti-ICP".
- The Broken Cycle of Traditional Marketing: How inefficient practices hurt sales and the push for a new customer-centric approach.
- Building Trust in Sales: Why transactions aren’t the be-all and end-all and the potential of joint ventures and affiliates.
- Marcus's Economic Insights: The significance of systems thinking, global challenges, and the move towards a resilient, circular economy.
- Deep Dives with AI: Marcus's collaborative program on harnessing AI for better conversations, questions, and understanding customer psychology.

RESOURCES:
Marcus Cauchi Resources: https://www.laughs-last.com/recommendations/
On Soundcloud: Jobs to Be Done Podcast, JTBD, Mattress Interview Episode 
Jobs To Be Done Podcast Homepage: https://jobstobedone.org/topics/radio/
The Inquisitor Podcast with Marcus Cauchi: https://www.laughs-last.com/theinquisitor/

CONNECT WITH MARCUS CAUCHI:
On LinkedIn: https://www.linkedin.com/in/marcuscauchi/



If you're interested in more visit ▶ https://almcbride.com/minicourse
for a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.

If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Sasha Garcia is on a mission to guide tech entrepreneurs in starting, scaling, and selling their businesses successfully. In this insightful episode, Sasha shares valuable strategies to overcome common challenges and achieve rapid business growth.

Discover the power of decisive action in overcoming fear and propelling your business forward. Sasha emphasizes the role of responsibility as a catalyst for personal and professional development. Taking on more significant responsibilities can motivate you to actualize your vision and support your entrepreneurial goals.

Struggling with confidence issues or procrastination? Sasha provides practical exercises to boost your self-assurance and address procrastination head-on. Regain control, eliminate self-doubt, and stay focused on your path to success.

Entrepreneurship demands mental clarity and unwavering focus. Sasha highlights the transformative impact of meditation and self-coaching in achieving and preserving mental clarity, essential qualities for navigating the uncertain terrain of entrepreneurship.

GUEST BIO:
Sasha Garcia is a Founder of The CEO University. She has more than 12 years of entrepreneur experience in the tech industry, including in Board Advisor, and Mentoring roles, which lead her to found The CEO University, the 1st business school that's run by tech founders, where she helps entrepreneurs start, scale and sell their businesses.

TOPICS EXPLORED:


Discover the importance of taking decisive actions to overcome fear and drive rapid business growth.Learn how shouldering greater responsibilities can act as a powerful catalyst for personal and professional development.Explore practical exercises to boost self-assurance and effectively combat procrastination.Uncover the transformative benefits of meditation and self-coaching in maintaining mental clarity and focus.Gain insights into the common hurdles faced by entrepreneurs and effective strategies to surmount them.Understand why authenticity is key in choosing business endeavours that align with your passions and long-term vision.Explore the significance of data collection and analysis in refining business strategies and achieving entrepreneurial success.RESOURCES:
Amazon UK Kindle Book: Byron Katie, Loving What Is: Four Questions That Can Change Your Life
Amazon US Kindle Book: Byron Katie, Loving What Is: Four Questions That Can Change Your Life

CONNECT WITH SASHA GARCIA:
On LinkedIn: https://www.linkedin.com/in/sasha-garcia-theceo/


If you're interested in more visit ▶ https://almcbride.com/minicourse
for a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.

If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Join Lloyed Lobo, co-founder of boasts.ai and author of "From Grassroots to Greatness," as we uncover the essence of community over cutting-edge technology and we see how a company can triumph by focusing on its dedicated followers.

We dissect the layers of audience, community, and movement, while examining how AI can strengthen, not sever, human ties.

Gain insights on startup evolution and the CAMPER framework. Lloyed's personal tale emphasizes achievements beyond material gains. 

GUEST BIO:

Lloyed Lobo, a Gulf War refugee, co-founded Boast.Al, achieving eight-figure revenue through a Community-Led Growth model. He also launched Traction, aiding over 100k innovators. His book, ‘From Grassroots To Greatness,’ provides strategies on brand building and topped Amazon's startup charts. Featured in Fox Business and Techcrunch, he's a sought-after speaker at events like SaaStr.

TOPICS EXPLORED:


The enduring role of community in company longevity and impact.Harley Davidson's example of community-centric approach as a lifeline in the face of bankruptcy.The evolution of companies alongside technological shifts: from internet to AI.How community elevates a product beyond mere commodity status.The progression of iconic brands: Audience ➔ Community ➔ Movement ➔ Cult/Religion.Leveraging AI to enhance, not replace, human community-building.Human-to-human engagement's superior influence compared to brand-to-human interactions.Lloyed Lobo's personal experiences: Gulf War, summers in Mumbai slums, and the significance of community.The challenges and triumphs of nurturing the startup ecosystem: from modest meetups to impactful media engagements.The CAMPER Framework's essence in fostering happy, engaged communities.RESOURCES:
On Amazon.com Kindle: From Grassroots to Greatness by Lloyed Lobo
On Amazon.co.uk Kindle: From Grassroots to Greatness by Lloyed Lobo
Lloyed's Webiste: https://www.lloyedlobo.com/
For the Book: https://fromgrassrootstogreatness.com/
Boast.AI: https://boast.ai/
Traction: "is a global community of more than 100k entrepreneurs and innovators. We bring leaders behind the fastest-growing companies to share business advice via webinars, podcasts, meetups, retreats, and conferences".
🌐 Website: http://www.tractionconf.io
📺 YouTube: https://www.youtube.com/c/TractionConf
🎙️Spotify: https://spoti.fi/3grEwKb
🎙️Apple: https://apple.co/3J7k8Kz
🎙️Google: https://bit.ly/3rww8PE
 
CONNECT WITH LLOYED LOBO:
On LinkedIn: https://www.linkedin.com/in/lloyedlobo/

If you're interested in more visit ▶ https://almcbride.com/minicourse
for a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.

If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Ready to transform your Instagram presence from mediocre to magnetic? In this electrifying episode, join host Al McBride as he sits down with Jake Adam Davey, the UK's leading Instagram marketing guru, and global educator. Discover the secrets behind Instagram's explosive power, proven to generate over $14 million in sales for Jake's clients.

🤔 Struggling to monetize your expertise? Jake reveals why Instagram is the ultimate platform for coaches, consultants, authors, speakers, and course creators. Learn how to captivate your audience, tell compelling stories, and nurture deep connections that convert.

📊 Jake drops astonishing Instagram stats and unveils a game-changing strategy to spend less time while reaping bigger rewards. Plus, he shares his "Happy Friday" magic to rekindle cold conversations.

👉 Don't miss this chance to boost your brand and sales on Instagram. Tune in now and seize your Instagram marketing mastery! 🚀 #InstagramMarketing #BrandGrowth #PodcastEpisode

GUEST BIO:

Jake Adam Davey is the UKs leading Instagram Marketing Expert and a global educator, featured in a wide range of media outlets including CBS, NBC and Fox.

Over the past 5 years, through Instagram marketing and sales, Jake has helped his clients generate over $14M in sales and reach and influence millions of people around the globe with their message, product or service through his flagship training program, InstaGalactic.

If you're interested in more visit ▶ https://almcbride.com/minicourse
for a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.

If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

TOPICS EXPLORED:
Identifying the ideal clients for Instagram marketing and the common challenges they face.Why Instagram is a powerful platform for individuals in various niches, including coaches, consultants, experts, speakers, authors, and course creators.Utilizing Instagram to tell compelling stories, build relationships, and connect with your audience.Key Instagram statistics, including its massive user base and daily usage trends.Strategies to avoid getting lost in social media distractions and how to efficiently manage your time on Instagram.Marketing publicly, sell privately: Common mistakes people make when trying to use Instagram for business.Building a system for consistent Instagram success and avoiding the pitfall of inconsistency.Practical steps to start building your brand on Instagram, including modeling successful influencersCreate vertical video content and why it matters.Free Resource: for optimizing your Instagram posts and improving your engagement and results.Insights on negotiation, rapport building, and connection with clients, customers, or counterparts, with a focus on maintaining ongoing conversations.A valuable tip for rekindling cold conversations on InstagramRESOURCES:
Free Training: https://JakeAdamDavey.com/InstaGalactic

CONNECT WITH JAKE:
On LinkedIn: https://www.linkedin.com/in/jake-davey-ig/
On Instagram:  https://www.instagram.com/jakeadamdavey/


If you're interested in more visit ▶ https://almcbride.com/minicourse
for a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.

If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Stuck in a career income rut? Tired of being overwhelmed by your schedule? This episode explores how to break free by converting your expertise into an online education business. We talk to John Meese, an authority on helping professionals scale their income. 

John advises against typical mistakes like overselling low-value products and highlights the importance of selling outcomes, not time. Listen in for strategies that apply to anyone from finance execs to therapists who've reached an income plateau. You'll also get tips on creating impactful offers and recognizing the value you bring to clients.

GUEST BIO:
John Meese helps experts turn their wisdom into wealth by building a thriving online education business! He is the author of the award-winning bestseller Survive and Thrive: How to Build a Profitable Business in Any Economy (Including This One) as well as Always Be Teaching, and he writes the Sell Your Smarts newsletter at JohnMeese.com.
John love helping smart professionals create a profitable product strategy based on their knowledge and expertise. I teach a Gateway, Membership, and Flagship product strategy that together creates a Seven Figure School.

TOPICS EXPLORED:


The limit to how much they can earn by selling their time.Shift focus from linear growth tied to time, towards exponential growth that isn't.Raising rates or creating low-cost gateway products like ebooks can seem logical but often lead to a work and income ceiling.Start with high-value "flagship" products, like group coaching programs, that require fewer sales to generate significant revenue.Transitioning from selling a service to selling a product often involves selling a promise or transformation instead of hours worked.Reframe what you're selling from an hourly basis to a solution-based promiseAvoiding acting like a 'bank'  as it ties up your time and resources Genuinely believe in the transformation your product can bringWhat is the 'tragedy' you're trying to prevent by offering your serviceRESOURCES:
John's Website: https://sellyoursmartsonline.com/
Amazon Kindle Book: Survive and Thrive: How to Build a Profitable Business in Any Economy, by John Meese
 Amazon Kindle Book: Always Be Teaching: 50 Illustrated Insights on How to Grow Your Business by Creating Content Online, by John Meese

CONNECT WITH JOHN:
On LinkedIn: https://www.linkedin.com/in/john-meese



If you're interested in more visit ▶ https://almcbride.com/minicourse
for a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.

If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

Are you tired of the chaos in your sales strategy? Do you find yourself struggling to scale your business? 

Today's guest is a true sales powerhouse: Scott Leese. With a remarkable track record of six times sales leader, four times founder, and three-time author, Scott is your go-to consultant for transforming chaos into streamlined success. His consultancy, founded in 2016, focuses on scaling companies from zero to $25 million in annual recurring revenue.

Scott guides founders and leaders in crafting scalable, efficient, and profitable sales organizations. His philosophy? He's not here to do everything for you. He's here to empower you with the skills and knowledge to become self-sufficient and avoid the need for external help in the long run.

In this episode, Scott shares invaluable insights about identifying your ideal client, avoiding common mistakes in sales, and crafting an executive partnership that drives success. He emphasizes the power of clarity in your ideal customer profile and the significance of asking the right questions to build rapport and trust. Scott's approach goes beyond conventional consultancy; it's about fostering true collaboration and learning.

GUEST BIO:
Scott Leese Consulting was founded in 2016 with a focus on companies scaling from $0 - $25m Annual Recurring Revenue. He works with both domestic and international companies on sales strategy, playbook creation, rev ops processes, recruiting, and coaching/training, and more. He teaches founders and leaders how to build scalable and successful sales organisations.

Scott has spent the better part of the last decade building communities that provide people with a safe space to learn, grow, and develop their skills.

He's authored two Amazon #1 best-selling books: "Addicted to the Process", and "More Than a Number" and has co-authored "From Rep to Manager" [2021] with Ryan Walker.

“If you want somebody to do everything for you — I’m not your guy. If you want someone to teach you how to fish so you can do this yourself and never have to hire somebody like me again: I’m your guy".

TOPICS EXPLORED:


Scott Leese shares insights to scale businesses from zero to $25M in annual recurring revenue.Scott's approach to Executive Partnerships, where knowledge-sharing trumps one-sided solutions.Uncover the power of a focused ideal client profile for efficient sales and accelerated growth.The art of asking the right, impactful questions to build rapport and trust, fostering successful negotiations.Sales without overt selling, prioritizing rapport and deep understanding.Scott's unique Surf and Sales Summit—a blend of micro sales conference and surfing adventure.Elevate your business by prioritizing business retention and nurturing long-term relationships.Scott uncovers hidden gems within organizations, ready to be leveraged for maximum impact.RESOURCES:
Visit Scott's consulting hub: https://scottleeseconsulting.com
🏄 Explore the Surf and Sales Summit: https://surfandsales.com
Surf and Sales Podcast on Spotify
Scott's Untethered Blueprint: https://www.thescottleese.com/the-untethered


If you're interested in more visit ▶ https://almcbride.com/minicourse
for a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.

If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.