Shows
TheInquisitor Podcast with Marcus CauchiThe LinkedIn Playbook for B2B sales - with Graham RileyIn this episode of the Inquisitor Podcast, host Marcus Cauchi talks with LinkedIn expert Graeme Riley, a platform user since 2004 and business development consultant since 2012, to cut through the noise and get practical about what actually works on LinkedIn.
Graeme shares why most people are using LinkedIn wrong, how the platform's algorithm has evolved, and what separates the salespeople who consistently hit their targets from those who burn out in 18 months.
Topics covered include: building a LinkedIn strategy tied to revenue goals, curating your ideal client network, optimising your profile for today's audience, the right c...
2026-02-2754 min
TheInquisitor Podcast with Marcus CauchiFrom Challenger to Framemaking: Redefining Modern B2B Sales with Karl SchmidtMost B2B deals don’t end in “no”.
They die quietly. No decision. No movement. No momentum.
In this episode, Marcus Cauchi speaks with Karl Schmidt,one of the leaders of the research teams that helped 100s of companies take advantage of the insights from The Challenger Sale.
Buyers now do most of their thinking before they ever speak to a salesperson. Buying committees have doubled. Information is everywhere. Confidence is not.
This conversation explores why traditional sales approaches struggle in this reality, and why the best sellers are no longer...
2026-01-171h 04
TheInquisitor Podcast with Marcus CauchiBeyond "Good Enough": Eliminating the Mediocrity Trap in Sales with David BrockAre you settling for "good enough" while your sales organisation invests in an 85% loser rate?
In this episode, Marcus Cauchi sits down with David Brock, author of "Is Good Enough Good Enough? Mindsets and Behaviors for Sales Excellence," to challenge the traditional "metrics madness" that keeps founders and sales leaders trapped in cycles of mindless activity.
Dave shares his pragmatic, scientific approach to performance, revealing how top performers achieve their goals by being "intelligently lazy" and cutting out the "dead work" that consumes the average workday.
They explore the "Three-Pile Strategy" for auditing...
2026-01-1252 min
2026-01-1100 min2026-01-1106 min2026-01-1011 min2026-01-1004 min2026-01-1013 min2026-01-1003 min2026-01-1002 min
TheInquisitor Podcast with Marcus CauchiJordan Corn - Performance Reviews: Festival of Fiction or Growth?In this episode, Jordan Corn and Marcus Cauchi dissect the deeply flawed traditional approach to employee performance evaluation, the "Annual Festival of Fiction". They challenge the idea that reviews serve their intended purpose and share actionable frameworks for leaders to build continuous growth systems, rather than just checking boxes.
Key Themes for Leaders and Managers
1. The Broken System: Checking Boxes vs. Driving Growth
Traditional performance reviews are often theatre: they replace truth with formality and create anxiety instead of growth. When managers simply mark a three on a scale to avoid justification, they are "checking a box".
2025-11-141h 00
TheInquisitor Podcast with Marcus CauchiScott Aaron: Authenticity, AI, and the Definitive LinkedIn Growth Strategy
In this episode of The Inquisitor, host Marcus Cauchi sits down with Scott Aaron, co-founder of The Time to Grow, to explore the power of authenticity in marketing and sales. Scott helps coaches, consultants, and service professionals scale their businesses by prioritizing connection over competition, and this conversation is packed with actionable strategies for growing your presence on LinkedIn while staying human-first.
From leveraging AI ethically to optimizing your LinkedIn profile for inbound leads, this episode offers practical insights you can implement immediately.
Key Takeaways
1. AI as a Tool, Not a Replacement
AI is in...
2025-10-3044 min
TheInquisitor Podcast with Marcus CauchiBen Wiener: The Brutal Truth About Pitching and FundraisingMost founders lie to themselves long before they ever pitch an investor. They convince themselves their story is clear, their deck is solid, and their passion will carry them through. The truth? Investors can smell self-deception a mile away.
In this episode of The Inquisitor Podcast, Marcus Cauchi sits down with Ben Wiener, venture capitalist, author of the novel Fever Pitch, and someone who knows what it’s like to fail spectacularly before finding the formula for investor resonance.
Ben’s first fund didn’t just flop, it crashed. He pitched over 27 investors, was rejected every...
2025-10-3055 min2025-10-2509 min
TheInquisitor Podcast with Marcus CauchiInnovation or Stagnation? Ron Brumbarger on Leading Through UncertaintyIn today’s fast-moving VUCA world (Volatile, Uncertain, Complex, and Ambiguous) businesses can no longer afford to confuse motion with progress. In this high-impact episode, we sit down with Ron Brumbarger, American entrepreneur and founder of Struinova, an “innovation-as-a-service” firm helping organisations unlock new products, services, and processes that genuinely delight customers.
Ron delivers a candid exploration of why companies stall, the dangers of systemic blind spots, and what it really takes to build a sustainable culture of innovation. With decades of experience and sharp, real-world insights, he challenges leaders to confront the uncomfortable truths holding them back...
2025-09-241h 01
TheInquisitor Podcast with Marcus CauchiUnleash Your Freedom Through Process – A Transformative Dialogue with Adi KlevitAre you bogged down by the daily grind, struggling to scale, or feeling like your business owns you instead of the other way around? This episode of The Inquisitor Podcast is your roadmap to liberation. Join host Marcus Cauchi and special guest Adi Klevit, founder of Business Success Consulting Group, as they dismantle common myths about business processes and reveal how true freedom, growth, and profitability lie within structured systems.
In this unmissable conversation, you'll discover:
• The Surprising Truth About Freedom: Learn why process isn't a constraint, but the ultimate key to unlocking more time, allowing you to focus on hi...
2025-08-1545 min
TheInquisitor Podcast with Marcus CauchiRyan Clark: Standing Out In a Sea of SamenessStanding Out in a Sea of Sameness - Selling with Relevance, Integrity, and AI
Key Themes and Takeaways
🔹 Use AI to elevate, not replace, your thinking
Ryan explains how he uses tools like Claude to extract specific language from a prospect’s online footprint. LinkedIn posts, articles, podcasts and craft bespoke messaging. It’s not about pumping out generic templates. It’s about using AI as a research and ideation partner to move faster and personalise better.
🔹 Ditch mass outreach. Embrace hyper-personalisation.
Spraying generic messages doesn’t build trust. Ryan shares how a handful of well-crafted, highly relevant outrea...
2025-07-2350 min2025-07-0507 min
TheInquisitor Podcast with Marcus CauchiMike Davis-Marks: What a Nuclear Submariner Knows About High-Pressure Decision Making & Servant LeadershipIn this episode of The Inquisitor Podcast, host Marcus Cauchi speaks with Michael Davis-Marks, a veteran of the Royal Navy who commanded a nuclear-powered submarine and now focuses on leadership development and advocating for the veteran community. They discuss decision-making under pressure, the unique transferable skills veterans bring to civilian life, and the critical differences between traditional and effective leadership models like servant leadership. The conversation highlights the importance of training, teamwork, delegation, building trust, and fostering a culture where people feel valued and empowered to do their best work.
Michael Davis-Marks: Spent 36 years in the Royal Navy...
2025-05-2754 min
TheInquisitor Podcast with Marcus CauchiEdward Ingham: Sales Got Easier the Day I Stopped Pitching - finding fulfilment and results through client-centric sellingIn this episode of The Inquisitor podcast, host Marcus Cauchi interviews Edward Ingham about his journey from traditional, product-focused sales to a more customer-centric approach. The conversation delves into the real-life moments that shaped Edward's shift and the practical impact it has had on his career and well-being.
Guest: Edward Ingham, Senior Sales professional (biopharm-bd.com)
About Edward: Edward is a dual national British-Spanish salesperson based in Madrid, with 10 years of experience selling into enterprise pharma and startups. He has observed recurring sales themes across different company sizes and has learned significant lessons from his...
2025-05-261h 04
TheInquisitor Podcast with Marcus CauchiMatt Gaskin: Lean Principles for High Performance Selling
Lean Selling: How to Make Buying Effortless & Ethical
🔍 What if selling wasn’t about ‘closing’ but about making it effortless for customers to buy?
This episode dismantles outdated, wasteful, and buyer-hostile sales tactics, replacing them with Lean principles, built on respect, trust, and ruthless efficiency. Matt Gaskin joins Marcus Cauchi to challenge sales dogma, expose hidden inefficiencies, and lay out a high-performance, humane approach to selling.
🔥 Sales teams waste 60–80% of their time on the wrong work. Want to fix that?
🚀 What You’ll Learn
1️⃣ The Brutal Truth About Sales Waste
❌ Chasing bad-fit leads that will never buy...
2025-04-031h 06
TheInquisitor Podcast with Marcus CauchiMatt Gaskin - Lean, Selling & Why Most Transformations Fail
What if everything you thought you knew about transformation was wrong? In this episode, Marcus Cauchi and Matt Gaskin cut through the nonsense and dive into the brutal truths about why most change programs flop—and what Lean really looks like when it’s done right.
💡 Key Takeaways:
🔹 Lean isn’t a methodology, it’s a mindset. It’s about learning, adjusting, and delivering value daily from the bottom up, not just implementing a new set of tools.
🔹 Go to Gemba! True leaders don’t make decisions from behind a desk, they go to where the work is happening...
2025-02-2655 min
Download New Full Audiobooks in Fiction, LGBTQ+The Woman Who Went over Niagara Falls in a Barrel by Caroline CauchiPlease visithttps://thebookvoice.com/podcasts/1/audiobook/765630to listen full audiobooks.
Title: The Woman Who Went over Niagara Falls in a Barrel
Author: Caroline Cauchi
Narrator: Penelope Rawlins, Laurel Lefkow
Format: Unabridged Audiobook
Length: 12 hours 59 minutes
Release date: October 1, 2024
Genres: LGBTQ+
Publisher's Summary:
“A reminder that age is no barrier to the unconventional and daring…An extraordinary story about an extraordinary woman.” New York Times bestseller Hazel Gaynor “Told with warmth and grace, this novel is a rallying cry for all who dare regardless of age and gender.” Toronto Star Teacher. Widow. Legend. It’s 1901 and the mists of change are swirling. Qu...
2024-10-0112h 59Listen to Best Full Audiobooks in Fiction, HistoricalThe Woman Who Went over Niagara Falls in a Barrel by Caroline CauchiPlease visithttps://thebookvoice.com/podcasts/1/audiobook/765630to listen full audiobooks.
Title: The Woman Who Went over Niagara Falls in a Barrel
Author: Caroline Cauchi
Narrator: Penelope Rawlins, Laurel Lefkow
Format: Unabridged Audiobook
Length: 12 hours 59 minutes
Release date: October 1, 2024
Genres: Historical
Publisher's Summary:
“A reminder that age is no barrier to the unconventional and daring…An extraordinary story about an extraordinary woman.” New York Times bestseller Hazel Gaynor “Told with warmth and grace, this novel is a rallying cry for all who dare regardless of age and gender.” Toronto Star Teacher. Widow. Legend. It’s 1901 and the mists of change are swirling. Qu...
2024-10-0112h 59
TheInquisitor Podcast with Marcus CauchiRebecca Gebhardt discusses From Leaderboard to LeadershipLeaderboard to Leadership with Rebecca Gebhardt & Marcus Cauchi
Summary: This episode offers more than a sales leadership lesson—it’s a blueprint for transformation. Rebecca and Marcus challenge outdated thinking about leadership, relationships, and what it means to truly succeed in sales. Packed with insight and wisdom, it’s a wake-up call for anyone ready to lead with purpose and intention.
Rebecca Gebhardt’s Leaderboard to Leadership doesn’t pull any punches: promoting your top salesperson doesn’t make them a leader. Leadership isn’t just the next step up from closing deals—it’s a completely different game, an...
2024-09-191h 05
Contacts Coaching PodcastFinding Your Coaching Mission with Brett Cauchi, Head Girls Basketball CoachFrom College Courts to High School: Brett Cauchi on Coaching, Mentorship, and Athletic Development
Join the Contacts Coaching Podcast as Dixon's finest, Brett Cauchi, returns after four years to share his journey as the head girls basketball coach at Rancho Solano Prep. In this insightful episode, Brett discusses his background, the mentors who shaped him, and the challenges of transitioning from college to high school coaching. He dives into the complexities of building a successful athletic program, the importance of adaptability, and fostering meaningful relationships with students and athletes. Whether you're a coach, athlete, or enthusiast, Brett's...
2024-09-0557 min
TheInquisitor Podcast with Marcus CauchiTrust, Risk & Authentic Sales Strategies with Procurement Expert Mike LanderEpisode Overview: In this episode, Marcus Cauchi hosts Mike Lander, a seasoned procurement director turned sales trainer, who shares insights from both sides of the procurement and sales processes. The conversation centers around improving sales strategies by understanding buyer psychology and removing uncertainties that often hinder successful sales.
Key Highlights:
Background and Experience:
Mike Lander has extensive experience in procurement, having managed substantial budgets and vendor relationships. He now focuses on educating salespeople about what not to do when dealing with buyers.
Buyer and Seller Dynamics:
The discussion explores the common mistakes salespeople make, such as...
2024-08-0149 min
TheInquisitor Podcast with Marcus CauchiJeff Standridge - Building Lasting Business Relationships: Trust, Integrity, and Long-Term Success
In this episode, Jeff Standridge and Marcus Cauchi discuss the importance of a client-centred approach in business relationships. They emphasise prioritising relationship-building over immediate sales, focusing on finding lifetime customers, and avoiding high-pressure tactics that can lead to buyer's remorse.
The conversation highlights the value of delivering consistent, ethical practices and maintaining integrity, even in changing circumstances. They also touch on the importance of mentorship, continuous learning, and clear communication in leadership.
Standridge advises that leaders should be cautious with their words, as even casual comments can influence team actions. The episode concludes with a discussion on the significance of cr...
2024-07-1757 min
TheInquisitor Podcast with Marcus CauchiRoee Hartuv: Sustainable Efficient Process Driven GrowthRoee Hartuv, a former combat helicopter pilot and current expert at Winning by Design, shares insights from his unique journey from the military to revenue architect. His profound understanding of the importance of process design helps identify what works, what doesn't, and what needs to happen to meet business goals. This episode delves into the nuances of sales processes, customer acquisition, and the hidden costs that can drain a company’s resources.
Roee discusses how his interest in process design began during his time as a pilot, emphasizing the critical importance of understanding effective and ineffective processes in...
2024-07-111h 05
TheInquisitor Podcast with Marcus CauchiHot Revenue Webinar 2 - The Ally Method with Dan Pfister, Suzanne and Marcus CauchiThis is the 2nd Webinar in our Hot! Revenue Series
Book 30 minutes with Marcus: https://calendly.com/marcuscauchi/revenue-audit-debrief
Take the selling aptitude test https://bit.ly/NewSellingAptitudeTest
2024-06-1958 min
TheInquisitor Podcast with Marcus CauchiHot Revenue Webinar 1 - Customer Winback with Dan Pfister and Marcus CauchiThe 1st of 3 Webinars in our hot revenue series.
2024-06-111h 09
TheInquisitor Podcast with Marcus CauchiTeddy Peck: Empathy in Leadership: The Key to High-Performing TeamsMarcus Cauchi and Teddy Peck dive deep into the art of effective sales management. This episode is packed with insights for sales leaders and managers who value empathy, integrity, and continuous improvement.
Core Takeaways:
- Empathy and Integrity: Building lasting client relationships through honest and transparent communication.
- Coaching and Development: Regular, tailored coaching sessions that improve team performance and foster autonomy.
- Welcoming Objections: Viewing objections as opportunities to engage more deeply with customers.
Key Lessons:
1. Pain-Free Selling: Attracting value-aligned clients through straightforward communication.
2. Lifetime Partnerships: Building respectful, long-term c...
2024-06-0459 min
TheInquisitor Podcast with Marcus CauchiLloyd Stokes: Strategic Recruitment: Building High-Growth GTM Teams
Lloyd Stokes (Sauced) works with CEOs, Founders and Leaders of fast growth SaaS and Tech Companies & VC firms recruiting GTM teams.
Lloyd shares some valuable insights about Sales & Leadership from a Hiring perspective, sharing stories from his 20+ years in the industry.
Key Takeaways
Hiring & Management
Sauced
Connect with Lloyd on LinkedIn
Marcus Cauchi
Connect with Marcus on LinkedIn
Sales Success hinges on critical factors. How you rate your performance across 11 key areas yields a wealth of insights that serve as a valuable road map for yo...
2024-05-061h 08
TheInquisitor Podcast with Marcus CauchiJamie Reeves: Are You Chasing Success or Just Playing a Game of Status Management?Get ready for a mind-bending episode that will challenge your definition of success! Jamie Reeves and Marcus Cauchi team up to tackle the illusion of achievement and the quest for true fulfilment. Jamie, the mastermind behind a seven-figure business, shares his personal journey from near failure to finding balance and prioritizing what truly matters. Marcus, notorious for his no-nonsense approach, will poke and prod your beliefs about success, leaving you questioning the allure of material wealth and status. This episode is not for the faint of heart, as it delves into the ripple effects of missed moments and the...
2024-04-0243 min
TheInquisitor Podcast with Marcus CauchiFrank Byskov: Are Ethical Investments Smart Money?In this episode of the Inquisitor podcast, host Marcus Cauchi sits down with Frank Byskov, a financial advisor and wealth manager at 44 Financial, to delve into the world of sustainable investment—a subject that has not been extensively covered on the show before. Byskov, with a rich background in financial economics and a personal journey from Denmark to establishing his firm in the United States, advocates for investments that align with one's life values, emphasizing the importance of environmental stewardship and social responsibility.
The conversation navigates through the complexities and common misconceptions surrounding sustainable investment, shedding light on...
2024-03-2135 min
TheInquisitor Podcast with Marcus CauchiDisco Dave Wynn
In this dynamic episode of the Inquisitor podcast, Marcus Cauchi delves into the philosophical and transformative with Disco Dave Wynn.
Wynn, an advocate for using music as a medium for profound personal development, shares his unique approach to coaching, encapsulated in his creation called "music mapping." This method intertwines music and coaching to unlock deep personal insights and catalyse change.
Listeners are taken on a journey exploring how individuals can become the DJs of their own lives, using their agency to craft experiences that resonate deeply with their essence. The discussion uncovers the power of...
2024-03-211h 08
TheInquisitor Podcast with Marcus CauchiStarting Up, Working with Your Spouse, and Finding Joy in your Work - Julie Barlow/Jean-Benoit Nadeau
Do what you love and you will never work a day in your life!
In this episode, Marcus Cauchi is joined by Julie Barlow, a prolific writer, for an engaging conversation that delves deep into the nuances of the writing business, the intricacies of negotiating with clients, and the art of principled selling. Barlow, alongside her partner Jean-Benoit Nadeau, has navigated the complex landscape of self-employment to build a successful writing business, encapsulating the journey in their book "Going Solo."
The episode illuminates the often-overlooked aspects of starting and running a writing business, from understanding market needs to...
2024-03-2056 min
TheInquisitor Podcast with Marcus CauchiJohn Bissett: Quit the Monkey Business and Sell WellAre your buyers tired of the same old sales tactics that leave them feeling manipulated and disengaged?
Join Marcus Cauchi and John Bissett as they expose the toxic underbelly of conventional selling wisdom.
In this no-holds-barred discussion, these two grizzled sales veterans don't hold back. John rips into the self-serving nature of common qualification frameworks, arguing they provide zero value to the buyer. "We're taught techniques that are all about controlling the process, not facilitating the sale," he laments.
Marcus chimes in with a blistering critique of the metrics that plague modern sales...
2024-03-1558 min
TheInquisitor Podcast with Marcus CauchiLeadership, Blind Spots and Culture with Margie OlesonMargie Oleson, founder and CEO of Olson Consulting, chats with Marcus Cauchi to explore the transformative power of leadership and the importance of eliminating organisational silos. Margie shares her wealth of experience in developing the Top Team Accelerator, a programme designed to assist senior leaders and their teams in creating more cohesive, effective, and better-run companies.
The discussion delves into the common blind spots leaders face, such as the misconception that they are the only ones experiencing challenges, leading to a culture of isolation and the perpetuation of dysfunctional communication practices within organisations. Margie emphasises the critical...
2024-01-291h 08
TheInquisitor Podcast with Marcus CauchiJay Weiser: Unleash Your Leadership Superpowers to Thrive in Volatile Times
In this episode of TheInquisitor podcast, join host Marcus Cauchi as he dives into the world of leadership with special guest Jay Weiser. Jay, a renowned consultant, shares his expertise in helping leaders thrive in the face of disruption and uncertainty. Get ready to uncover the blind spots that hold leaders back and learn how to unleash your leadership superpowers.
Here are 5 points of interest from the episode:
The Five Leadership SuperpowersTM : Discover the key attributes that can transform your leadership style and empower you to navigate challenging times.
The Impact of Blind Spots...
2023-12-111h 11
TheInquisitor Podcast with Marcus CauchiMike Maynard: Challenging the Status Quo: Reimagining Marketing Strategies for Business GrowthIn this captivating episode of TheInquisitor Podcast Interview, join host Marcus Cauchi as he sits down with renowned marketing expert Mike Maynard to delve into the world of B2B marketing. Uncovering the blind spots and debunking common misconceptions, they explore the true essence of effective marketing strategies. Get ready to shift your perspective and rethink what's possible in the realm of business growth.
In this thought-provoking conversation, Mike Maynard and Marcus Cauchi tackle five meaty points of interest. They discuss the importance of focusing on outcomes rather than the amount of hard work put into a...
2023-12-0646 min
TheInquisitor Podcast with Marcus CauchiAndy Cunningham: Messaging Lessons From Silicon Valley and My Time with Steve Jobs
In this captivating episode of The Inquisitor Podcast, join Marcus Cauchi as he delves into the fascinating career path of Andy Cunningham, a positioning and branding expert who had the incredible opportunity to work alongside the legendary Steve Jobs. Discover how Andy's journey led her from Silicon Valley to collaborating with one of the most influential figures in the tech industry. Gain insights into her role in launching the Macintosh and the profound impact it had on her expertise in positioning and branding. Get ready to be inspired by Andy's remarkable career journey and learn how her experiences with...
2023-12-0355 min
TheInquisitor Podcast with Marcus CauchiProf Ben Guttman: Simplicity is the Ultimate Sophistication: Embrace Minimalism and Unleash Your True BrillianceDiscover how simplicity can be the key to unlocking your inner sophistication and brilliance.
In this episode of TheInquisitor Podcast, join Marcus Cauchi as he interviews Ben Guttmann, a marketing executive and professor at Baruch College. They dive into the topic of clear communication and its importance in messaging and design.
Ben shares insights from his book, "Simply Put: Why Clear Communication Matters and How to Achieve It," where he outlines five principles:
beneficial
focused
salient
empathetic
minimal
Do you waffle? Is your communication confusing?
The meaning of your communication means...
2023-12-0248 min
WC PodcastSeason 4-Episode 01 (100th Episode overall in Spanish): Carmen Gladys Cauchi Andrade**For the subtitled video, please visit our YouTube channel:(25) Episode 31 (100th Episode overall in Spanish): Carmen Gladys Cauchi Andrade - YouTube In this special 100th episode, Carmen Gladys Cauchi Andrade, mother of Jaime Cruz, joins the show to share her inspiring life story. Born and raised in Peru, Carmen's journey began in the Peruvian Mountains, where her grandparents embarked on an incredible trek to Lima, the capital city. With determination and hard work, Carmen's father built a home and a garden in Rimac, where Carmen grew up.Driven by her passion for numbers, Carmen p...
2023-11-2942 min
Seller's LoungeSurviving Market Waves: Shifting Sales Approches for winning Outcomes | Marcus CauchiGet ready to navigate through the capricious waves of the market with your host Pritha Dubey and her esteemed guest, Marcus Cauchi, renowned global sales coach, as they delve into the Kondratiev wave and its predictions for world crises and cyclical change. Together they also take a deep-dive into the books "The Fourth Turning" and "Pendulum," which suggest that we may be poised to enter a period of unraveling and uncertainty in 2024. To thrive in these challenging times, they emphasize the importance of sticking to ethical standards and focusing on medium-term pipelines.
2023-11-2450 min
TheInquisitor Podcast with Marcus CauchiAl McBride: Why Good Negotiation Rarely Happens At The End of the Sale?Listen to #negotiationcoach Al McBride on ep 503 of #TheInquisitorPodcast with Marcus Cauchi.
Join Al and Marcus as their fascinating discussion finds connections between hard-earned lessons. Al shares how dealing art taught him the power of emotion in sales and the quirky characters that schooled him. "Sell hope, not objects," one eccentric advised.
Building on decades of experience, Al explains how truly internalizing your value is key to confidently assuaging customers' every concern. "If they sense doubt in your pitch, the deal is doomed," he explains. Listen closely as Marcus draws out priceless insights, like how...
2023-11-071h 08
TheInquisitor Podcast with Marcus CauchiEp 500: Ask, Listen, Outclass your Competition - a Masterclass in Empathic QuestioningEp 500:A Question of
Ask, Listen, Outclass Your Competition.
Ep 500: The Art of Asking Questions - A Masterclass in Curiosity
In this special 500th episode, Marcus Cauchi shares his a few of his best insights and techniques for asking powerful questions. Through coaching real sellers and founders live, he demonstrates how carefully crafted questions can uncover obstacles, open minds, and drive conversations forward.
What You'll Learn From This Episode
- Observe how Marcus listens intently and focuses on understanding the other person's real problem before jumping to solutions.
- Notice how he pee...
2023-10-161h 17
Dealing with Goliath: Psychological Edge for Business LeadersPrincipled Selling: What Questions Are You Not Asking Yourself with Marcus Cauchi #083Are 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 w...
2023-09-2738 min
The Secret Sauce of SellingEp. 22 - Marcus Cauchi on Balancing Values, Service, and Inner Peace in SalesIn this episode:
James Abraham and guest Marcus Cauchi discuss the importance of values, customer service, and finding inner peace in selling. How can Salespeople focus on removing uncertainty for their customers, deliver certainty, and work within external constraints to make better choices.
About Marcus:
Marcus Cauchi is a highly respected and accomplished sales coach, consultant, and speaker based in Sandhurst, England. With a passion for helping individuals and businesses achieve exceptional sales results, Marcus has built a reputation for his unconventional coaching methods and unparalleled expertise in the field. He has successfully transformed underperforming...
2023-09-1332 min
TheInquisitor Podcast with Marcus CauchiUnleashing the Power of Mental Toughness with Anthony TaylorDiscover the transformative potential of mental toughness in leadership and team building. Tune in to his insightful podcast with Anthony Taylor, a recognised expert in mental toughness and author, to delve into the art of cultivating resilient leaders and high-performing teams.
Understand the power of mental toughness, the balance of sensitivity and toughness, and the tools to build mental fitness. Dive deep into the world of empathetic leadership, mental fitness, and innovative recruitment strategies.
Take your leadership skills to the next level and meet the challenges of the modern work environment head-on. Ready to start...
2023-08-0256 min
TheInquisitor Podcast with Marcus CauchiStop The Fear Mongering Around AI says Dr Lisa PalmerAI FOR THE REST OF US: How To Outsmart Big Tech And Become An AI Master
Does AI mean the end of businesses like yours? Think again.
In this no-holds-barred discussion, AI expert Lisa Palmer and strategist Marcus Cauchi reveal how underdogs like you can outsmart Big Tech and become an AI master.
Lisa argues AI fear-mongering misses its TRUE benefits: efficiency, productivity and solving wicked problems. The key? Setting guardrails while leveraging AI's potential.
But how can we gain the upper hand? Lisa notes companies often lack a deep understanding of thei...
2023-06-121h 05
TheInquisitor Podcast with Marcus CauchiRebecca Murtagh: Harnessing AI: Enhancing Critical Thinking Skills and Expanding Horizons 🌈Rebecca Murtagh is founder of the Human AI Institute.
Get ready for an insightful episode of the Inquisitor Podcast 🎧! Marcus Cauchi and Rebecca Murtagh explore the compelling world of AI, technology, and human growth 💡. Join them as they face challenges and opportunities in a rapidly changing world 🌎.
Discover the secrets to asking better questions, prioritising profitability over revenue, and using AI to boost your creativity and critical thinking 🧠. Feel the excitement as they discuss cognitive diversity and AI's potential to hep us tackle complex problems 🤖!
Embrace collaboration and community to future-proof your career and business 🤝...
2023-05-091h 06
TheInquisitor Podcast with Marcus CauchiPeter Wheeler: scars and the lessons learned from the biggest failuresPeter Wheeler
Ep 467: Dive deep into the world of entrepreneurship with this captivating episode! Join host Marcus Cauchi as he sits down with accomplished entrepreneur Peter Wheeler to discuss the highs and lows of building a successful business. From the importance of setting boundaries and asserting oneself, to the dangers of isolation and burnout, this conversation covers it all. Get ready to be inspired by their candid and personal stories of failure and growth, and learn valuable lessons from their experiences in the world of self-employment. This podcast is a must-listen for anyone looking to start their...
2023-03-231h 08
TheInquisitor Podcast with Marcus CauchiKonrad Sanders: What are the Keys to Unlocking Your Audience’s Mind Through Powerful Content?Konrad Sanders and I talk about the power of your words on episode 461 of #TheInquisitorPodcast with Marcus Cauchi. If you want to raise your performance in sales, https://calendly.com/marcuscauchi
Konrad opens your eyes to exciting possibilities with 7 stages of the funnel:
1. Unaware
2. Problem Aware
3. Solution aware
4. Product/Brand aware
5. Most Aware
6. Seal the deal
7. Truth aware - after funnel aware
So much good material you can use and apply.
Contact Konrad on linkedin.com/in/konradsanders
Websites
creative-copywriter.net (The Creative Copywriter)
creative-copywriter.net/about-us/ (6 Reasons Why to Pick Us)
cre...
2023-03-0759 min
Four Point PlayPuntiamo ar sole (con Orazio Cauchi) - ep 59Dopo esserci inseguiti per un po', siamo finalmente riusciti a portare su Four Point Play un graditissimo ospite come Orazio Cauchi, giornalista e insider di mercato di Basketnews e Backdoor Podcast che tutte le estati ci fa compagnia con le sue notizie.Con Orazio abbiamo parlato del derby italiano tra Milano e Virtus Bologna, e soprattutto del derby di Four Point Play tra Asvel e Zalgiris. Finito il discorso sul basket giocato ci siamo invece tuffati nel mondo del nostro ospite con domande semiserie di mercato e qualche aneddoto sul mondo dell'Eurolega.Un grandissimo grazie a...
2022-11-141h 42
SaasholesFractional Chief Revenue Officer Expectations: Marcus Cauchi #chiefrevenueofficer #fractionalCRO #CRO #revenueoperations #revopswithanedge Marcus Cauchi joins Pete Jansons and Jamie Carney on the SaaSholes Revenue Operations Podcast to detail what the expectations and outcomes are for a Fractional CRO Other Topics: Sales Operations, Chief Sales Officer vs Chief Revenue Officer Rev Ops Podcast and Marcus Cauchi bio here: According to his Accountant...
2022-09-1900 min
TheInquisitor Podcast with Marcus CauchiFergus Connolly: Why Success Isn’t the Goal; Why Sustained Success is the GoalFergus Connolly has led an extraordinary career coaching some of the world's elite - in business, in sport and in special forces. His clients have been his best teachers. His excellent book, 58 Lessons, is crammed with insights from the real world of top performers exploring their rarified view of the world.
"I don't fear the man who has learned 10,000 kicks; I fear the man who has practiced the same kick 10,000 times" - Bruce Lee
A key lesson is these people never forget the need to keep practicing their foundational skills whilst also extending their range. S...
2022-08-251h 04
SaasHoles "Rev Ops with an edge"Fractional Chief Revenue Officer Expectations: Marcus Cauchi#chiefrevenueofficer #fractionalCRO #CRO #revenueoperations #revopswithanedge
Marcus Cauchi joins Pete Jansons and Jamie Carney on the SaaSholes Revenue Operations Podcast to detail what the expectations and outcomes are for a Fractional CRO
Other Topics: Sales Operations, Chief Sales Officer vs Chief Revenue Officer Rev Ops Podcast and
Marcus Cauchi bio here: According to his Accountant "Marcus met the Devil at the crossroads on Route 66 and he sold him a short-term lease on very favourable terms" - Marcus doesnt scale mountains but he sure scales businesses
Marcus mentors, coaches and traisn sales organisations fro...
2022-08-1857 min
TheInquisitor Podcast with Marcus CauchiDouble the Money For Half The Work: Why Sell Cold When You Can Sell Hot?"The economics of cold prospecting is insane. Keep in mind that the data shows the biggest deals come from a salesperson's 3rd generation network. Why make thousands of cold calls to strangers? The outcome you want is a strong book of loyal, profitable customers for life. The bank doesn't care how you get there. Building your pipeline through referrals and hot personal introductions delivers you an outcome is between 3x and 18x better than if you went in cold. On your deathbed I doubt you'll be complaining you spent too little time on voicemail, being told to f*** off...
2022-05-3158 minTheInquisitor Podcast with Marcus CauchiDebunking The Most Harmful Sales Management Myths"How does the monthly forecast update cycle distract you from the real job of management?", asks Mark Boundy. Mark, Mikey Maynard and Marcus Cauchi explore why coaching is dead and managers are fooling themselves into thinking that sales can be reduced to a series of CRM reports.
What is "pipeline blindness"?
Why is MRR worship such a danger?
This is a very robust conversation that delves deep into some of the most critical obstacles to sales success and business growth.
Contact Mikey Maynard on linkedin.com/in/mikey-maynard-93b7791
E...
2022-01-181h 01
TheInquisitor Podcast with Marcus CauchiThe Secret To Scaling Is Smart SprintsSimon Severino promises to double your revenue in 90 days. How? By working in smart sprints. Identify the areas where you can make rapid, meaningful changes to who does what and how they do it. Simon helps founders and their leaders ask the tough, obvious questions most are too busy or too entrenched in old ways, to ask themselves. He provides them with the tools to be able to prioritise, systematise and optimise people, processes and outcomes.
Talking to Simon you get the sense he is always looking for ways to refine, improve, automate or delegate. It's infectious.
2021-07-081h 08
TheInquisitor Podcast with Marcus CauchiPanel Discussion: Why Sales Training Doesn't Work & How To Fix ItA very experienced panel of trainers, sales leaders and consultants made up of Bob Moesta, Ian Moyse, Tom Williams, Fred Copestake, Zach Selch, Ken Pearson, David Masover, Ian Hillyard, Simon Bowen and Marcus Cauchi.
We explored:
1. When sales training works ...
2. Factors that contribute to successful engagement and implementation
3. Common mistakes when commissioning training
4. Common mistakes when delivering training
5. Common mistake when evaluating training
6. Common mistakes post-training
7. Current trends for assessment for learning in the lesson
8. How to fix these mistakes?
2021-06-221h 42
TheInquisitor Podcast with Marcus CauchiImagining The Unimagined: The Future of Work, part 2Gary Mitchell, Patrick Lindqvist and Marcus Cauchi develop their discussion on the future of work by exploring strategy, collaboration, the need to relinquish control, community and managing complexity in the evolving work environment.
Bring a pen, notepad and be ready for a couple of listens.
Gary helps leadership and organisations unite around a good strategy, in which it believes, develop the plans for delivery, and gain confidence in the outcomes. He has developed a reliable formula for success for transformation and strategy execution. For over 35 years Gary has lead and fixed some of the most...
2021-05-041h 01
TheInquisitor Podcast with Marcus CauchiMaking Your Sales Better With Statler & WaldorfNick "Statler" Ayton & Marcus "Waldorf" Cauchi the grumpy old Muppets of sales, are two of the grizzliest old sales lags you will ever meet, do their best to hold up the ugly mirror for you.
We explore why women often outperform men in sales, #ThinkFeelKnow, planning, compensation, the operating model to do your research appropriately, the power of saying no and prioritising. We bemoan the lack of business acumen or awareness of the moving parts in customers' businesses, the lack of Board member or senior executive engagement with customers. We dig into the madness of growth at...
2021-03-2848 min
The Go-To Market Mindset3 - Channel Sales with Marcus CauchiJust because you've created a funnel for leads to come through, does not mean you can avoid picking up the phone and making the sales yourself. Marcus Cauchi debunks the myths and falsehoods of channel sales, and why it acts as a reinforcement to an all-around effective sales strategy.-----------GUEST: Marcus CauchiHOST: Michael Gordon-----------This is a Mr. Thrive Media production | email: Chaz@MrThrive.com | Facebook, Instagram, and Twitter
2021-02-1721 min
TheInquisitor Podcast with Marcus CauchiIf What You're Doing Isn't Working, Look In The MirrorThe Statler & Waldorf of sales, Paul Lloyd and Marcus Cauchi jump on their soapboxes and let fly. These grizzled old veterans go at sales, marketing, channel and management malpractices with both barrels:
Dehumanised
Untargeted
Irrelevant
Interruptive
Unwelcome
If your marketing is exploiting best in class technologies but applied badly, youa re not only wasting that investment but royally pissing off thousands of potential buyers. If you are measuring activity levels at the expense of helping your sales team perform meaningful action, your are sacrificing effectiveness for efficiency. And if you are stripping out next quarter's pipeline to...
2020-12-0147 min
The Marina Perry PodcastShifting from Busy & Burnt Out to Intuitive Feminine Flow w/ Jennifer CauchiOn this episode of the Marina Perry Podcast, Marina interviews Jennifer Cauchi, the founder and formulator of blūm (pronounced “bloom”) organics: a range of self-care support products and tools tailored for women to unleash their true self and recalibrate their body, too. These products are convenient tools for busy women, as well as daily reminders to check in with ourselves and our needs. Jennifer’s biggest passion in life is sharing her experiences and journey with other women, and on this episode, she opens up to listeners about a few experiences she believes many women have most likely also ex...
2020-12-011h 04
TheInquisitor Podcast with Marcus CauchiLearn Why Sales Is A Thinking Process"Carl von Clauswicz used to hire Prussian officers for intelligence and laziness. You should hire salespeople for the same reasons. Minimum effort and minimum loss of life" - Marcus Cauchi
#MikeSimmons believes sales is a thinking process. You need to apply your mind if you are to compete in today's fast moving marketplace, where your buyers have the sum total of all human knowledge available to them at the click of a mouse and a few keystrokes.
We discuss what top sales producers do that average and weak performers fail to do. We explore what...
2020-09-071h 09
The Mental Manager#12 We are all messed up: A podcast episode with Marcus Cauchi, Channel Hypergrowth Expert, Leadership Coach and Podcast HostIn welcoming our second guest to the Mental Manager podcast we are pleased to have the legend that is Marcus Cauchi join us for a frank conversation in this episode. Marcus has been coaching leadership and sellers in high pressure environments for the past 16 years, he is co-author of the highly recommended "Making Channel Sales Work" and with "The Inquisitor" and "#Scaleups and #Hypergrowth Podcast" is the host of two successful podcast formats in which he regularly dissects the habits of top performing, visionary leaders. Our truly wide ranging conversation starts off with nerfguns and pa...
2020-09-0244 min
Focus on WHYChallenge Your Thinking with Marcus CauchiMarcus Cauchi's primary focus is to help technology companies to grow or turn them around which requires a complex combination of a good deal of hard thinking, the right systems, strategy, structure, people and partnerships. Getting to the root of the real problems and holding up a mirror to his clients, Marcus focuses on their vision, clarity and purpose and asks them three key questions: Where? Why? How? It's Marcus's job to both challenge them and challenge their thinking. KEY TAKEAWAY "Take time for planning. Take time to appreciate what you've...
2020-08-1249 min
Times Talk by Times of MaltaCould the unsolved murder case of Lino Cauchi be reopened?Lino Cauchi's murder remains one of the great unsolved cases in Maltese criminal history. Cauchi vanished in 1982, but his body wasn’t discovered until three years later. His family are now seeking compensation for how the investigation was handled by police and the government at the time. We speak to forensic expert Anthony Abela Medici, who was one of the first people to go down the well where Cauchi's body was found. Find out more at https://times-talk.pinecast.co
2020-07-2315 min
TheInquisitor Podcast with Marcus CauchiAre Your Customers Telling Powerful Stories About You?#PaulAlexandrou is a seriously effective storyteller. Founder and CEO of #ModernEquivalent, Paul helps fast growth companies adapt to moments of deep change. Pivots, strategic change, outrageous growth are often very uncomfortable. Managed well, those moments can deliver incredible competitive advantage. Mismanaged and they can sound the death knell for your business or a life of mediocrity swimming with all the other fish in your pond.
The danger of being feature obsessed is that you paint yourself into a box as a commodity provider. MinimumViableBrand (#MVB). Story and brand are misplaced in marketing departments. Founders are so close...
2020-05-2156 min
2020-04-2715 min2020-04-2715 min2020-04-2715 min2020-04-2715 min2020-04-2715 min2020-04-2714 min
2020-04-2715 min2020-04-2715 min2020-04-2715 min2020-04-2715 minPhilip Cauchi's podcastEpisode 12 - Philip Cauchi's podcastBongu il kulhad u gurnata tajba Dj philip live music sponsor by The Twins Shop zejtun & IDk radio station live in zejtun
2020-04-2711 min2020-04-2715 min2020-04-2615 min2020-04-2615 min2020-04-2615 min2020-04-2615 min2020-04-2615 min2020-04-2615 min2020-04-2615 min2020-04-2615 min2020-04-2603 min
Sam Talks TechnologyMarcus Cauchi talks about why getting your prospect to say no quickly can lead to faster/shorter sales cycles.Sam Sethi talked with Marcus Cauchi about why getting your prospect to say no quickly can lead to faster/shorter sales cycles and 90%+ closure rates.Most salespeople have a wishbone, not a backbone. And they qualify in sales by being given a business card and a phone and told you are one.Professional selling is like any other profession, you need to work at it. You need to train constantly. So most sales training, frankly, is a total waste of money, you would be better at buying a bunch of lottery tickets. - Marcus Cauchi
2019-06-201h 26
Future-Proof SellingMaking Channel Sales Work with Marcus Cauchi, Part 2Secrets to sales hiring, effective qualifying and the importance of ongoing self-development with Marcus Cauchi. 90% of technology will be sold through the channel by 2026 (Forrester). But do we have enough priority on getting our channel sales approach right? So what does great channel sales management look like and what are the implications of getting it wrong? Marcus Cauchi co-wrote the book "Making Channel Sales Work" and is a global guru on channel sales. He has helped hundreds of vendors and channel partners to transform their business over the past 16 years. Marcus was so e...
2019-06-0327 minFuture-Proof SellingMaking Channel Sales Work with Marcus Cauchi, Part I90% of technology will be sold through the channel by 2026 (Forrester). But do we have enough priority on getting our channel sales approach right? So what does great channel sales management look like and what are the implications of getting it wrong? Marcus Cauchi co-wrote the book "Making Channel Sales Work" and is a global guru on channel sales. He has helped hundreds of vendors and channel partners to transform their business over the past 16 years. Marcus was so engaging I had to split the interview into two parts, both filled with hard hitting and high value content...
2019-05-0528 min
The Marketing Book Podcast209 Making Channel Sales Work by Marcus CauchiMaking Channel Sales Work: Ten Tools To Create A World-class Third-party Selling Program by Marcus Cauchi Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/making-channel-sales-work-marcus-cauchi Create a World-Class Third-Party Selling Program! A concise and structured approach to third-party sales management that blends many of the tools and the rigor of Sandler Training with specific guidance for channel managers. Channel sales is selling that takes place by means of any third party. Sales completed through value-added resellers, partners, systems integrators, independent representatives or agents, licensed distributors...
2019-01-1150 min
TheInquisitor Podcast with Marcus CauchiPartner Centric Channel Enablement for Scale UpsI interviewed Cees Quirijns, co-Founder of #Portland Europe (www.portland.eu) about the channel blindspots, traps, pitfalls and mistakes vendors commonly make that prevent their channel from maximising sales. We explore vendor-partner psychology and the mismatches channel managers need to prevent.
We explore the #HypeCycle, #EnablingTechnologies, #ChannelBestPractices, #ChannelPartnerMotivation
This is a very frank, no holds barred interview that is completely packed with pragmatic content you can apply immediately including the B.I.T.S.E.R. model to maximise production and collaboration and the critical importance of selling during the service delivery phase. We discuss h...
2018-12-1353 min
TheInquisitor Podcast with Marcus CauchiMarcus Cauchi: How To Make A Fantastic Channel Sales Manager
Channel sales management is the elite parallel career path to become Direct Sales Director. Why elite? It's much tougher and requires a broader and deeper range of skills.
You need to be a strategist, a planner, a manager, a coach, a trainer, a diplomat, a referee, an executive, an operator, an organiser, a leader with cat herding, communication and negotiation skills par excellence. You have to lead without power. You have to drive results without direct control. You have to inspire without direct authority.
In German there is a term, "Eierlegende-Wollmilchsau" which translates to egg laying, wool...
2018-09-1814 min
The Jeff Nippard PodcastEpisode 17 - BIG THREE Powerlifting Roundtable feat. Brett Gibbs, JP Cauchi, Josh Hancott.mp3In this episode Brett Gibbs, Jp Cauchi and Josh Hancott discuss with Jeff:
-their individual powerlifting goals for 2016
-how often should you be max testing or AMRAP testing in training?
-how to plan a competition year
-how much drug use is there in the IPF?
-ammonia caps, music, imagery and other meet strategies
-using "top sets" in training before volume work
...and much more!
You can find more from Brett here:
Instagram: @bg_waiweight
Yout...
2015-12-291h 05