I earned my money back in 6 months in higher earnings and then made sales on top I would never have made without the coaching and training.
[outcome in your work life]”So my biggest result from the training that we did: my beliefs are far stronger and therefore I’m able to say no to people politely I’m able to allow people to walk away and this has saved me a ridiculous amount of time and reduced anxiety…rather than hoping something will happen I know that it won’t and that’s been a big change in my work life. Also helped me move into management and not be useless at it. If I hadn’t trained with [Marcus]you I would be useless. I earned my money back in 6 months in higher earnings and then made sales on top I would never have made without the coaching and training. [outcome in your personal life]And then second question…it is just part of my life now so it helps me perform discovery with people that I care about and gives them an ability to share some things that maybe they wouldn’t of shared before I did the training. I actually was talking to Donal the other day and saying that my Professional development has been good, but the changes this made to my personal life has been unmeasurable…I mean I don’t know how you can quantify it… my friendships are better my relationship is better my family relationships are better so I don’t know how you quantify that but it’s a good result in my eyes. Also I’ve met people who I speak to every day every week from the training who are great friends of mine, and I now rely on them to keep pushing me and challenging me and vice versa (I hope)”
Achieved 110% of quota with just 50% of the headcount
In 2019 I inherited a new team with 5+ years of underperformance. With 121 coaching and a few sessions with the team we achieved 110% of quota with just 50% of the headcount
EBITDA 11% ahead of quota with top line ahead by 6%
Implementing the theory trained wasn’t enough, the ongoing coaching helped to reinforce the learning coupled with the sales leader holding the team to account; our conversion from call to 1st meeting, to second meeting and to signed contract increased to between 6 & 11%. EBITDA for 8 mid-market business hotels in tough comp sets was 11% ahead of quota with top line ahead by 6%, meaning we converted less incremental business but at a better rate. Personally: I learned it was ok to show vulnerability, to hold the team to account effectively and to take accountability for my own learning.
annual turnover grew by 60% in one year
I own a search firm in Paris, France, and I have been coached by Marcus Cauchi on several occasions. To give some context, prior to meeting Marcus, I had 10+ years’ experience in sales, I had been a top 10% producer in several companies including Oracle, and my headhunting business was already flourishing. The impact of these coaching sessions with Marcus on my business and my personal life has been and still is life-changing. One example of a result for my firm is a dramatic increase of my annual turnover, which grew by 60% in one year, without additional headcount. And this is a direct result of hours spent with Marcus which transformed the way I sell forever. Besides, one of the techniques Marcus taught me is how to stay outside of the ‘Drama triangle’. And this is something I use on a daily basis in my personal life, which has had a profound impact on my emotional stability ever since. These are just a few examples, and I am forever grateful for everything Marcus taught me and the impact he had on my life.
[I’m] closing 300% more business in 33% less time
Marcus taught me more than i can say but the key skill he helped me with is how to disqualify hard. This resulted in me now closing 300% more business in 33% less time. The icing on the cake was using his advice to save £300k on my divorce settlement by not letting my emotions take me away from my planned response to my Ex’s lawyer’s games!
what you don’t do today, you pay for in 3,6 or 9 months time
I learnt the importance of regular consistent prospecting with Marcus, little and often, it reinforces what you don’t do today, you pay for in 3, 6 and 9 months time
close rates with my team DOUBLED as did my income
I have worked closely with Marcus since the beginning of the pandemic and the improvement in my skills AND results has been tremendous. I use his podcasts as a source of learning however the biggest value has come from working 121 with Marcus. Having him ‘ride along’ with me on sales calls has been invaluable. Marcus is a truly skilled sales coach who pulls no punches. As a direct result of his skills as a trainer/coach/mentor and my determination to learn and apply, my skills as a leader/coach are more effective, my own sales training content is richer but here’s the kicker – close rates with my team doubled, just like my income. Marcus should be your ‘go to’ if you want to improve any aspect of your sales team and sales leadership skills.