Shows
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 CauchiAvner Baruch: Why Misalignment Is Killing Your Go-To-Market Strategy (and How to Fix It)In this episode, Marcus speaks with Avner Baruch about the invisible costs of misalignment in go-to-market functions and why focusing on traditional sales metrics like ARR and conversion rates often misses the point.
Avner shares his journey into sales enablement and how it led him to develop a methodology called Project Moneyball, which digs beneath surface metrics to uncover the real issues. By factoring in soft skills, time management, and process adoption, this approach helps teams identify problems much earlier, often during onboarding, rather than waiting months for reports to catch up.
Key Themes Explored:
đž The Rea...2025-05-241h 02
TheInquisitor Podcast with Marcus CauchiMatt Gaskin: Lean Principles for High Performance Selling
Lean Selling: How to Make Buying Effortless & Ethical
đ What if selling wasnât about âclosingâ 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.
đ„ Sales teams waste 60â80% of their time on the wrong work. Want to fix that?Â
đ What Youâll Learn
1ïžâŁ The Brutal Truth About Sales Waste
â 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 flopâand what Lean really looks like when itâs done right.
đĄ Key Takeaways:
đč Lean isnât a methodology, itâs a mindset. Itâs about learning, adjusting, and delivering value daily from the bottom up, not just implementing a new set of tools.
đč Go to Gemba! True leaders donât make decisions from behind a desk, they go to where the work is happening...2025-02-2655 min
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 lessonâitâs 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, itâs a wake-up call for anyone ready to lead with purpose and intention.
Rebecca Gebhardtâs Leaderboard to Leadership doesnât pull any punches: promoting your top salesperson doesnât make them a leader. Leadership isnât just the next step up from closing dealsâitâs a completely different game, an...2024-09-191h 05
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.
Â
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.
Â
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 companyâs 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
Â
Book 30 minutes with Marcus: https://calendly.com/marcuscauchi/revenue-audit-debrief
Â
Take the selling aptitude test https://bit.ly/NewSellingAptitudeTest
Â
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.Â
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.
Â
Key Takeaways
Hiring & Management
Sauced
Connect with Lloyd on LinkedIn
Â
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 investmentâa 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
Â
Do what you love and you will never work a day in your life!
Â
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 CauchiJames Cuss: Are You Sacrificing Your Soul in the Pursuit of "Success?The only constant is change and yet, you appear stuck doing what used to work, and doing more of it in the hope that will change the outcome!
Do you feel constantly exhausted but fear you're failing if you're not grinding non-stop?
My guest, James Cuss was burning the candle at both ends for empty praise and status, yet inside felt more drained and unfulfilled each day.
In this raw, uncensored conversation you'll hear the gut-wrenching moment he realised chasing more of what was making him unhappy was madness. Hard-won insights strip away...2024-02-291h 02
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
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 CuriosityÂ
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. Â
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.Â
- Notice how he pee...2023-10-161h 17
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 CauchiMaster the Art of Future-Proof Marketing with Mark Schaefer: Unleash Your Supercharged Success!Mark Schaefer, marketing strategist, keynote speaker, university educator, and bestselling author of "Marketing Rebellion," "KNOWN," "Cumulative Advantage" and his latest book, "Belonging to the Brand." We discuss community, how to build it, how to get out of the way, the temptations to avoid if you want your community to flourish.
đ„ Are you ready to revolutionise your marketing game and soar above your competitors?
đĄ Uncover the power of personal branding as Mark shares the untold secrets to crafting an unshakable reputation that opens doors and boosts your career like never before.
đȘ Embrace the disruptive potential...2023-07-311h 06
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 CauchiArnold Beekes is Unveiling Truths: A Journey of Transformation and Critical ThinkingArnold Beekes and Marcus expose hidden truths hindering personal growth. Society's conditioning and crisis blind spots are revealed, empowering listeners to find transformative solutions. No word wasted, only powerful insights.
Arnold's career weaves technology, leadership, psychology, coaching, and startups. Unveil the impact of conditioning and critical thinking, balancing profit and societal well-being. Beware of advanced technology's dangers, challenging norms and revealing hidden connections.
Embrace self-awareness, ignite change through emotional intelligence. Address burnout, align values in the workplace. Govern with structured thinking, embrace diversity, wise technology use. Discover top business lessons, unlock potential in this charged...2023-06-1148 min
TheInquisitor Podcast with Marcus CauchiRebecca Murtagh: Harnessing AI: Enhancing Critical Thinking Skills and Expanding Horizons đRebecca Murtagh is founder of the Human AI Institute.
Get ready for an insightful episode of the Inquisitor Podcast đ§! Marcus Cauchi and Rebecca Murtagh explore the compelling world of AI, technology, and human growth đĄ. Join them as they face challenges and opportunities in a rapidly changing world đ.
Discover the secrets to asking better questions, prioritising profitability over revenue, and using AI to boost your creativity and critical thinking đ§ . Feel the excitement as they discuss cognitive diversity and AI's potential to hep us tackle complex problems đ€!
Embrace collaboration and community to future-proof your career and business đ€...2023-05-091h 06
TheInquisitor Podcast with Marcus CauchiGal Aga: How To Become Your Buyerâs Ally and Never Be Their Adversary or Accomplice?Gal Aga, CEO of Aligned, a collaboration platform that puts buyers, sellers and partners in a single place and saves all records of every touch in one place
We dive deep into the world of sales cycles and discuss the importance of understanding the buyer's journey. They highlight the dangers of following outdated methodologies and copy-pasting them from company to company. Gal and Marcus also emphasise the need to listen to buyers and align the sales journey with the buyer's journey.
We discuss the evolution of sales from inside sales to remote sales and the...2023-04-1349 min
TheInquisitor Podcast with Marcus CauchiHarris Kenny: Smart Outbound DemystifiedHarris Kenny is a sales mercenary. He chats to me about the changing landscape of smart outbound, the clamp downs by Google, warming tools and email jail.
We delve into best practices worst practices and practices that will get you blocked. Lively and fast paced, clear practical tips.
linkedin.com/in/harriskenny
Â
Websites
introcrm.com/Â (Company)
harriskenny.com/Â (Personal)
--
Contact Marcus to book a free 15 minute coaching call - https://calendly.com/marcuscauchi
If you want to be a guest on #TheInquisitorPodcast email marcus@laughs-last.com
Â
2023-03-2658 min
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 Audienceâs 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
Â
Konrad opens your eyes to exciting possibilities with 7 stages of the funnel:
Â
1. Unaware
2. Problem Aware
3. Solution aware
 4. Product/Brand awareÂ
 5. Most AwareÂ
 6. Seal the deal
 7. Truth aware - after funnel aware
So much good material you can use and apply.
Â
Contact Konrad on linkedin.com/in/konradsanders
Â
Websites
creative-copywriter.net (The Creative Copywriter)
creative-copywriter.net/about-us/Â (6 Reasons Why to Pick Us)
cre...2023-03-0759 min
TheInquisitor Podcast with Marcus CauchiFergus Connolly: Why Success Isnât 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.Â
"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
TheInquisitor Podcast with Marcus CauchiJustin Zimmerman: Happy Partners Mean Happy Customers. How To Attract, Develop And Grow Happy Partners?Justin Zimmerman, founder of Partner Playbooks. Justin helps companies scale their predictable, profitable partnership revenues through partner playbooks. We dig into what it takes to be an effective partner. We delve into #ecosystems and customer centric models that solve for customer value which then translates into revenue value and compare that with channel sales.
We look into the crystal ball to try and understand what is going to change, how we are going to have to adapt and the future of sales and partnerships because of advances in marketing, integrations/APIs. If you're a direct salesperson, maybe...2022-08-1943 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 CauchiWhy Is Most Digital Marketing Total Horse Shit?"Why Is Most Digital Marketing Total Horse Shit?" Marcus Hemsley is co-founder at The Fountain Partnership. Marcus and I met 14 years ago when I advised him to get some experience of life and business before becoming a coach. Thankfully he listened and spared the world another NLP coach and established a fantastic agency which to date is the only ever winner of Googleâs Global Award for Growing Businesses Online.
Marcus and I discuss why so much money is squandered on bad digital marketing, and what causes businesses to keep throwing good money after bad. We explore wh...2021-06-1745 min
TheInquisitor Podcast with Marcus CauchiThe Greatest Among Us Serve The MostMax Cates discusses the power of servant leadership. We explore leadership's role in developing their executive team, their management team and building the culture and operations. We discuss the good, the bad and the ugly of ethics, compensation, measurement.
Contact Max via LinkedIn https://www.linkedin.com/in/max-cates-0a8b4175/
Â
--
Please share this with a friend who'd find it helpful
--
Contact me on marcus@laughs-last.com
Â
--
If you found this episode useful, please think of someone who il...2021-06-101h 07
TheInquisitor Podcast with Marcus CauchiWhat Qualities Does A Good VP of Sales Need?Dan Morris is founder and managing partner of Mindracer Consulting, who offer experienced, outsourced VPs of Sales to small and early stage scale up technology businesses.
We explore what makes for an effective VP of Sales in a start up to scale, work effectively with the founder, stay focused, generate sales, build a team, create alignment, maintain motivation and drive behaviour.
Contact Dan via linkedin.com/in/danmorrisprofile
Website: mindracerconsulting.com  (Company Website)Phone: +1 347 509 4565 (Mobile)Email: dan@mindracerconsulting.comTwitterMindracerNYC
worldofmorris
--
If you found this useful, think of one other person who'd find it u...2021-06-061h 03
TheInquisitor Podcast with Marcus CauchiStrategic Pricing For Maximum Lifetime Customer ValueDave Abbott, Gary Mitchell and Jill Robbins join me to discuss the power of strategic pricing to maximise lifetime customer value. Jill brings 20 years corporate procurement experience, Dave Abbott is the author of How To Price Your Platypus 35 years executive leadership and marketing, and Gary Mitchell brings 35 years in transformation and turnaround programmes building value in PE owned companies.
Each one brings fresh insight into pricing strategies, building value for and with customers that lead to long term, sustained partnerships between vendors and buyers.
This is a challenging and stimulating conversation . I strongly suggest you t...2021-05-091h 05
TheInquisitor Podcast with Marcus CauchiLeveraging The Power of Audio & Micro-ContentJustin Nassiri is CEO of Captivate.ai. He help content providers turn one piece of content into hundreds of pieces of content which can then be used to build personal brand and raise awareness.
No stranger to adventure, Justin has dined with Presidents, dived the depths of the world's oceans, is a former nuclear engineer and raised funding from the Chairman of Google, Eric Schmidt.
Justin and I explore how you can use podcasts and micro-content to build and grow your value to your audience. He shares interesting ways to splice and dice your content...2021-05-061h 06
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 CauchiMark Herbert: Why your people strategy is probably brokenMark Herbert is a transformational leader and aspiring cult builder. We discuss why FW Taylor, the father of modern industrial management thinking was an agent of Satan. We explore where HR has taken a wrong turn and why it should be the conscience of the organisation. And we dig into why technology has been sold to seduce lazy leadership into thinking it can solve problems, instead of it being an enabler that needs to support great people strategy.
We discuss sales and the wrong turn it took 40 or 50 years ago, the role of sales and salespeople, and...2021-04-291h 04
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
TheInquisitor Podcast with Marcus CauchiWhy Context Really Matters To Your CustomersMat Sweezey says, "Using new technology with old thinking is worse than useless". The context changed in 2009 with the arrival of the internet in mainstream business. The problem is many marketing departments, CFOs and sales leaders are trying to apply old paradigms to new ways buyers are buying.
Mat's excellent book #TheContextMarketingRevolution is one of the top 3 marketing books available today in my opinion. When you consider the changes that are afoot with the pressure around personal data, and the already massive waste that interruptive and stalker digital advertising represent ($265,000,000,000 is wasted every year on digital ads...2021-02-1855 min
TheInquisitor Podcast with Marcus CauchiMotivation Is An Internal Force. You Can Only Feed Someone Else's MotivationJames Sale, founder of #MotivationalMaps discusses what motivation is and what it isn't. We explore the power of understanding your own and other people's motivation as a management tool, for leadership and to drive personal achievement.
Too many managers misunderstand how motivation works. This is a powerful deep dive into the reality of motivation. If you want to get the best from your people consider using Motivational Maps with your team
If you want to learn more about Motivational Maps drop me a line at marcus@laughs-last.com
Â
Contact James via L...2021-01-0159 min
TheInquisitor Podcast with Marcus CauchiCustomers Buy Outcomes That Are Delivered By Employees, Not Products or ServicesKaren Mangia and Mathew Sweezey from Salesforce share their latest research which explains why many current beliefs that are driving decisions within vendor organisations are fundamentally flawed and encourage unintended consequences.
This research will hopefully put a nail in the coffin of the utterly irrelevant and meaningless #NPS #NetPromoterScore. For goodness sake, why do marketing people still waste their time and company resources stressing about something so completely preposterous?
We explore the shift from broad based, dated personas to narrow, deep narratives that influence buying decisions and redefine value. Experience Executives are creating new frameworks f...2020-12-171h 11
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
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
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
TheInquisitor Podcast with Marcus CauchiJeff Bajorek: The Mystery of Lies, Heresies and Excuses in Sales#JeffBajorek believes #salesmanagers need to treat their salespeople as customers. They have to ask their people to do things they might not ordinarily do.Â
We slaughter several fatted calves around management. It's an ugly car crash of a conversation if you're a typical sales manager. We explore the idiocy of scale at the expense of effectiveness with salesforce automation and sales enablement. We dig into why sales recruitment is done so poorly resulting in a generous estimate that only 46% of sales reps hit target in 2019 (even after their targets have been reduced).
Whilst he doesn't e...2020-02-0553 min
TheInquisitor Podcast with Marcus CauchiSecrets of High-Stakes Negotiation with FBIâs Gary Noesner#GaryNoesner is the former head of the FBI's National Crisis Unit. He was responsible for 350 FBI negotiators worldwide resolving kidnappings, robberies, prison riots, dealing with terrorists, disgruntled employees or military veterans with guns. I interviewed Gary to learn what makes a great negotiator and how to take the skills he learned and taught at the FBI in the context of high-stakes business negotiations.
We explore cause and effect, motivation and thinking, teamwork, planning, research, preparation, the importance of understanding the differences between what you can and can't control, why it's crucial to keep your head when the...2020-01-281h 07
TheInquisitor Podcast with Marcus CauchiAmy Frankâs: Do You Make The Cut As A Modern Seller?#AmyFranko, LinkedIn 2019 Top Sales Voice, Author of #TheModernSeller and Board Chair for the Girl Scouts casts the spotlight on what makes the difference in top performers in the modern sales profession.
Amy has a take on how modern sellers stand out:
The value delivered by the solution is less valuable without you as the seller being part of the equation
YOU are personally seen as a differentiator in the buyers experience of buying from your company
YOU are seen by your clients and your prospects as delivering a competitive advantage to their business by being the...2020-01-1558 min
TheInquisitor Podcast with Marcus CauchiGlenn Robertson: Why Your Channel Marketing Is Crazy Stupid#GlennRobertson is MD of #PureChannels, the #ChannelMarketingAgency.
We discuss why most #MDF (#MarketingDevelopmentFunds) is better spent on buying lottery tickets. Partners are in business for their own reasons not the vendor's reasons. Vendors' attempts to get partners to market their products is so often a disappointing affair.
Never forget, partners don't care about you, your company, your products or your targets. They want to sell their services and your products are simply a means to sell those services. Think about that before you blow a load of cash and effort trying to get your partners...2020-01-1146 min
TheInquisitor Podcast with Marcus CauchiIrish Dhanam: Why Is Sales A Force For Good?"With integrity you have nothing to fear because you have nothing to hide" - Krish Dhanam
#KrishDhanam worked with the legendary #ZigZiglar for 25 years. He in high demand across 6 continents and 70+ countries as a keynote speaker. Krish brings a refreshingly authentic approach to sales. We discuss the differences between a salesperson and a sales professional around:
Habits
Values
Mindset
Vision
Discipline
Systemisation
Limiting Beliefs vs Empowering Beliefs
Ethics
Prospecting & Pipeline
Money Concept (hint: Just add a zero)
Personal Standards
Accountability
Personal Study and Self-Development
We explore what works and what doesn't in sales management and...2020-01-0856 min
TheInquisitor Podcast with Marcus CauchiWhat You Need To Know About Building Killer Sales T.E.A.M.s5 times #bestsellingauthor #HilmonSorey and co-founder of #ClozeLoop is back on #TheInquisitorPodcast. Hilmon spends his life helping tech scale ups in #SiliconValley achieve rapid, sustainable sales growth.
We explore the power of #SalesPlaybooks to drive #ontarget performance especially in the middle of bell curve, the mistakes to avoid and the best practices to maximise ROI from hires & your #CRM system, by creating a meaningful, dynamic feedback system.
We discuss scale ups and how to prevent poorly or unplanned #hypergrowth turning into turnaround. We explore why the current private equity land-grab model is broken and the bubble o...2019-12-1759 min
TheInquisitor Podcast with Marcus CauchiWhat You Need To Know To Make Your Value Based Marketing Win & Keep Premium Clients#IanBrodie chats to me about #ValueBasedMarketing. We discuss why so much marketing misses the mark, why #LinkedIn is drowning in spam (when will LinkedIn introduce spam filters??), what makes #GreatMarketing great and how delivering genuine value to your audience in your marketing differentiates you from your competition's selfish, bland, valueless marketing.
Good value based marketing pays dividends over time because it positions you as the expert in your field and the go-to person when people are ready to buy.
We explore the imperative of delivering value in your #marketing not only to help fill the...2019-12-1258 min
TheInquisitor Podcast with Marcus CauchiSaudade is the Missing Element in Sales#ChrisMurray of @vardakreuz, author of #SellingWithEase and #TheExtremelySuccessfulSalesmansClub discuss what's broken in #sales and #salestraining.
Chris introduces a really powerful concept from Portuguese, #Saudade. It doesn't translate directly into English easily but it means a sense of knowing something is missing but you can't put your finger on exactly what that is. For salespeople this is a genius attack. It is exactly what you should be tapping into in your prospecting and sales activities. Find people who think they're well and scratch the scab until you uncover a little bit of hurt. Keep probing until you diagnose...2019-12-091h 01
TheInquisitor Podcast with Marcus CauchiWhat You Need to Know About Exceptional Sales Managers#MattMcDarby, author of #TheCadenceOfExcellence and I explore the key habits, beliefs and values of excellent sales managers. Matt's distinguished career as a top performing salesman and sales manager; he cut his teeth and evolved into a world class sales manager at #Huthwaite under #NeilRackham, creator or the #SPINsellingsystem. He trains, coaches and offers interim sales leadership to his tech and professional services clients and is often brought into turnaround situations.
This interview is dripping with usable insights and practical advice from start to finish. Make sure you have a pen and paper handy and listen more than...2019-12-0559 min
TheInquisitor Podcast with Marcus CauchiWhy MoFu Matters: Can It Make or Break Your Sales or Management Career?#SteveNorman had a long and eventually successful career in sales and sales management for the like of Dell and Targus in APAC. He opens up about the challenges he faced when he failed and what it taught him about managing his own career and making himself recession proof as a salesperson.
We move on to the lessons that helped him learn as a manager and how behaving counterintuitively helped him develop a reputation for being the manager top sales performers wanted to work for.
We cover recruitment extensively because both of us have seen the...2019-12-011h 00
TheInquisitor Podcast with Marcus CauchiWhat Do You Need To Earn The Trust And Partnership of CXOs with Jaques SciammasJaques Sciammas
Demonstrate value in the first 2 minutes or the #CXO will be needed elsewhere, urgently. #CSuite executives welcome great salespeople and have NO TIME TO WASTE with peddlers and product pushers. They don't care who your investors are, how long you have been in business and they don't care to see PowerPoints of your ugly kids (your product range).
They have problems. Can you help fix them? If you can't, get lost.
--
If you are the owner or CEO of a technology company in the ÂŁ10m-50m revenue range, a...2019-11-2458 min
TheInquisitor Podcast with Marcus CauchiWhat You Need To Know To Break Through Your Head Trash?This is THE #HeadTrash episode
#PaulLanigan is a failed software engineer, failed salesman, raconteur, photographer, film maker, confused father, middling husband and all round good egg. He is the author of SoftTalesHardAsses and the longest serving international #Sandler Franchisee. I first came across Paul in 2003Â
We discuss head trash in all its glory - attachment, demotivation, limiting beliefs, mismanagement - and our journeys through it, facing it today and the work we do with our clients to help them through theirs.
If I'm being honest, I quickly realised the best way to deal w...2019-11-2448 min
TheInquisitor Podcast with Marcus CauchiWhat You Need to Know About Digital Selling#MarioMartinezJr has been selling B2B for the past 22 years. He has recently merged 5 companies to form #Vengreso which is quite a feat. This interview is about digital selling. In a world where many senior executives are still holding back their business because they are stuck in traditional sales, Mario's message is a call to action for ambitious salespeople and business leaders. Last year 70% of the 220+ senior executives he met, still had serious doubts about the value of internet based technology to help drive sales. Many were still focused on activity based metrics like number of dials, presentations made...2019-11-1853 min
TheInquisitor Podcast with Marcus CauchiWhat You Need To Know About Making Your Training Excellent#DaveMattson, CEO of #SandlerTraining, multiple best selling author and 30+year veteran (I know he doesn't look it!!) of the #SandlerSellingSystem chats to me about what works and what doesn't in training.
We explore the mistakes we've made, the bad choices leaders and L&D folks make, why training succeeds and why it fails. Dave talks about technology, sales enablement and we raise some uncomfortable questions about the criminal waste and missed opportunities because training is poorly delivered, poorly planned and not reinforced.
Dave is spearheading the transformation of Sandler from an #ILT #InstructorLedTraining operation to...2019-11-131h 05
TheInquisitor Podcast with Marcus CauchiWhat You Need To Know About #DisruptiveMarketing#AlTepper founder of #TepFu is a master of #lazymarketing. Self-styled as the Barry White of marketing, 2 portly old geezers discuss the difference between #disruption and #innovation.
Disruption is aligned to innovation but they are different. Innovation is enhancing what already exists. Disruption is doing something completely new. You win battles by not fighting the battle but by picking the terrain. In business you can out-spend or out-position your competition
Al has developed a 3 step process called conversation mastery:
Brand Mastery - developing the most incredible story is about winning the first mile
Content Mastery...2019-11-0453 min
TheInquisitor Podcast with Marcus CauchiWhat you Need To Know About Selling to the C-Suite#SteveHall has carved a place for himself by helping others sell to the C-suite. He helps CEOs unblock the bottleneck to growth when sales have stalled.
We explore why ineffective salespeople so often get stuck in sales Siberia, the traps many create for themselves by over reliance on one or other social media channel and why so many have bloated pipelines full on non-opportunities, stalled deals, prospects who tell them they need to "think it over" and why forecasts are little better than a finger in the air.
He shares excellent ideas on how to...2019-10-221h 09
TheInquisitor Podcast with Marcus CauchiWhat you need to know to build an international sales channel#NickJones has gone from start up to exit in the past 15 years. He built his business entirely through #internationalsaleschannels. The #alliances and #partnerships he built allowed him to scale and grow fast, establishing highly influential relationships through the Middle East and Africa within governments, education systems and infrastructure.
He focused on working with a small group of special forces partners. He helped them sell, to make money and they have been loyal, highly productive and taken him into their best accounts. He invested time in making them successful, teaching them how to sell what his company produced.2019-10-171h 05
TheInquisitor Podcast with Marcus CauchiWhat You Need to Know About Disciplined Execution#DaveBrock, former theoretical physicist, author of best selling #TheSalesManagerSurvivalGuide and globally renowned sales and growth expert discusses what's wrong with sales and how to fix it. Be prepared for a trip into the world of Schrödinger's sales manager!
#SalesManagers receive less than 5% of the investment in their training than salespeople receive. Yet their negative impact on a business can easily be 10x the negative impact of a bad sales hire. And a bad sales hire can easily cost a business 35 to 125x their salary.
Let that sink in for a moment!
Sales M...2019-10-0849 min
TheInquisitor Podcast with Marcus CauchiSelling From The Heart With Larry LevineWarning: Some salty, impassioned language, fuelled by fury and rage!
What's wrong with sales? What's wrong with sales management? What's wrong with the intent of salespeople and their bosses?
The quest for magic dust and #commissionbreath! Everyone wants to be a rock star - fame and fortune - without putting in the graft. The Beatles were an overnight success only after playing 12 hours a day, 7 days a week for 7 years in a Hamburg cellar.
Lack of patience, failure to coach, confusing coaching with telling, lack of leadership, unstructured sales, lack of planning, failure...2019-10-021h 02
TheInquisitor Podcast with Marcus CauchiTony Hughes: What You Need to Know About Leading Salespeople#TonyJHughes is the most widely read sales expert on LinkedIn with over 100,000 followers, author of 2 bestselling books, #TheJoshuaPrinciple and #ComboProspecting, successful enterprise sales professional and serial CEO.
We discuss #Attitude and #Mindset, we explore how to exploit traditional and modern #prospecting tools and tactics in combination to maximise #prospectingeffectiveness. We explore #salesleadership beliefs, behaviours, #salesbestpractices and #salesmisconceptions.
To be an effective salesperson who differentiates in the minds of your prospects, you have to behave differently from the outset. Great salespeople understand that the heavy lifting needs to be done before you first speak to the...2019-09-291h 02
TheInquisitor Podcast with Marcus CauchiWhat Happens When You Stop Selling And Start Leading?#DebCalvert @PeopleFirstPS is best selling author of " #StopSelling#StartLeading " and " #DISCOVERQuestions ", founder and President of People First Productivity Solutions and founder of #TheSalesExpertsChannel
We have a very robust conversation about what good, bad and ugly look like in the area of sales and management questions. #Questioning and #listening are critical skills in sales and leadership that are often butchered by average practitioners. Average questions leave your prospects saying "Meh!" and leave your salespeople confused or no better off. Questions should deliver insight, demonstrate credibility and differentiate you from your rivals. Most are like being savaged by a d...2019-09-2746 min
TheInquisitor Podcast with Marcus CauchiWhy You Need To Know What It's Really Like Being Your CustomerHave you ever wondered what it's really like to be one of your customers? In the cutthroat world of technology, your customers' experience can mean the difference between winning or keeping ÂŁbillions in lifetime customer revenues.
#LeahanneHobson and her Vienna based company #AlineaPartners uncover the truth about buying from you. #CustomerExperience goes so much deeper than the simple transaction. Every touch, from their first visit to your website, to trying to find information, even as simple as your phone number, how long it takes to get an answer to questions, to aftercare and handling complaints determines who b...2019-09-2547 min
TheInquisitor Podcast with Marcus CauchiWhat You Need to Know About The Rise of the Shadow Channel#JayMcBain, lead analyst at Forrester coined the term #ShadowChannel in homage to a trend last decade called shadow IT or rogue IT. You brought your own devices to work and IT Directors had heart attacks. Well, the shadow channel simply refers to non-traditional partners who are becoming a powerful force in the technology market - professional services like accountants, SaaS ecosystem partners like media agencies, born-in-the-cloud, start-ups, systems integrators moving down into the mid- and small business market. It includes, Marketplaces, App Exchanges, the sale of IoT (Internet Of Things), hardware, software, Plug and Play ServicesÂ
Why w...2019-09-0944 min
TheInquisitor Podcast with Marcus CauchiLearning From Scar Tissue: Confessions of a Channel Sales Street Fighter#PaulLloyd has been involved in #channelsales for the past 35 years. He's made a lot of mistakes along the way. Failure is your best teacher - your own and the failures of others. Paul has developed a lot of scar tissue in that time, seen fads come and go and has learned that success in #partnerships happens when you have to focus on doing the basics well, consistently, over time and meaning them.
He's worked in #VAR, #MSP, #Disti / #Distribution and #ITVendor. He's worked in small and medium operators, #scaleups, #startups and #turnarounds.
Like me, his...2019-08-2843 min
TheInquisitor Podcast with Marcus CauchiDon't Try To Get Your Emotional Needs Met On A Sales Call#BradMcDonald was the captain of a nuclear submarine before he retired from the navy and became a salesman. Going from being the master of his own destiny where his word was law, responsible for the lives and security of millions in his hands, to a sweaty handed, gibbering wreck terrified by secretaries giving hem a hard time the other end of a phone, Brad documents his journey from sales dud to sales stud!
Author of the excellent book THE ART AND SKILL OF SALES PSYCHOLOGY (UK link), Brad and I discuss the science behind the art of se...2019-08-2358 min
TheInquisitor Podcast with Marcus Cauchi7 Ways to Grow Your YouTube Sales Pipeline#DavidWalsh has a #YouTube subscriber base of over 150,000 people built by using the tactics he explains in this interview. He's taken his clients from being an also ran to number 1 in their market.
We discuss Tim Berners-Lee's view on the internet and cat videos, outsourcing video production and how to create content that is sticky, appeals to YouTube's algorithm, gets people coming back time and again, builds your subscriber base with the right kind of subscribers.
We explore what not to do, what to do, how to do it. We talk about story telling, on...2019-08-2155 min
TheInquisitor Podcast with Marcus CauchiYou Listen Your Way To A Sale; You Talk Your Way Out Of It#BarbGiamanco is VP Sales #ECHOListeningIntelligence, author of #TSW #TopSalesWorld #Top50SalesBook2019 #TheNewHandshakeSalesMeetsSocialMedia chats to me about the importance of listening and asking exceptional questions
We discuss how listening is a catalyst for success in #Sales, #ChannelSales & #Partnerships, #Management and #Recruiting & #Hiring.
Barb and I had a very direct conversation about what holds businesses, leaders, managers and salespeople back, how poor listening can negatively impact partnerships and why we don't seem to learn from our very obvious mistakes.
We also explore the importance of continuous learning and the effect it can have on your...2019-07-1856 min
TheInquisitor Podcast with Marcus CauchiF**k Money Not People!"Is curing people a viable business model?" - does this question asked by Goldman Sachs raise the hackles on your neck or make you think, "that sounds like a reasonable question"? Why as a society are we asking the wrong questions?
#JonThorSigurleifsson is a #TechnologyEvangelist and #CorporatePunk whose purpose is to inspire us to ask better questions and better the lives of those he serves and wider society. He delivers a refreshing, well considered, disruptive message. Yes, he is an idealist but also very much a pragmatist.
We cover a wide range of societal, commercial a...2019-07-1258 min
TheInquisitor Podcast with Marcus CauchiWhat Are Martech, Unified Business And 2-Tier Distribution?#PeteNicholls, CEO of #HubDo, is a pioneer. A pioneer is man with arrows in his back. Veteran of the channel, Pete has pioneered ideas that are now the norm across the tech industry. He worked for Dimension Data (now NTT) and Cisco, and today HubDo is a Platinum Partner for #HubSpot, he represents #PandaDoc and a growing portfolio of vendors.He established HubDo in 2011 when he spotted an opportunity in the growth area of #Martech championing the concept and practice of #UnifiedBusiness. In 2019 HubDo created #HubDoCloud, the first multivendor "Cloud as a Service" (ClaaS) for Unified Business Solutions. With a v...2019-07-1153 min
TheInquisitor Podcast with Marcus Cauchi"Spartans! Ready your breakfast and eat hearty⊠For tonight, we dine in hell!"#JayAllen is a friend and a client of mine. Founder of MyTrueNorth and the SCALE growth blueprint, Jay has studied the reasons behind 153 successful business failures and identified why businesses fail and what successful business do to stay successful, scale up and retain wealth for their owners. He chats with me about how to add a zero to your personal disposable income.
His history is fascinating and he tells his story with passion, compassion and absolute authenticity. He is a man on a mission. This is a genuinely compelling conversation with a man who puts ethics before...2019-07-041h 00
TheInquisitor Podcast with Marcus CauchiHow Come Sales Is The Best and Worst Paid Profession In The World?#DylisGuyan is a rabidly passionate about #sales and selling as I am. This is a firecracker of an interview. Dylis specialises today in helping SMEs sell into corporate clients. We talk about what makes a great salesperson, what makes selling great and we offer at least 13 #salestips and #salestactics that you can employ immediately
We discuss how to get the prospect to buy on value instead of worrying about price and cost so get paid what you are worth. We identify how to get business class and 1st class travel when clients want you to go to...2019-07-0353 min
TheInquisitor Podcast with Marcus CauchiThe Life & Loves of a Technology Visionary#SamSethi is a technologist with a powerful commercial vision. He was employee number 20 in #Microsoft in the UK, he worked at Netscape when you had to explain what a browser is, he brought #TechCrunch to Europe and has been a key influencer in the evolution of many of the world's ubiquitous technologies. Today Sam is pioneering #voice as the new HTML as CEO of #MadeInHead
We discuss the pitfalls of #venturecapital, the hangover of #miltonfriedman on corporate culture and misdirected priorities towards short-term results leaving our economies and our companies exposed to China and companies like #Amazon...2019-07-011h 00
TheInquisitor Podcast with Marcus CauchiHow To Scale By Upsetting the Status Quo#DavidSloly is an award winning marketer who has helped build some of the world's largest and most successful channels. Story teller, best selling author, journalist, broadcaster, accidental creative director and marketing automation expert, David discusses how he helped Microsoft grow sign ups and engagement with their partner network of 25,000 partners and rescue a failing channel partner portal.
We discuss the mistakes most companies make in their aborted attempts to create dialogue with their audience and establish trust & relevance because they market selfishly, focus on the wrong end of the problem and insist on talking about what matters...2019-06-261h 06
TheInquisitor Podcast with Marcus CauchiHow To Brand or Not To Brand, That Is The Question?I interviewed #GerardTannam, MD of Island Bridge, a branding agency with a difference. Gerard explains what branding is and isn't, how it affects your relationship with your current and future customers, and why getting it right can affect the uptake and trajectory of your idea or business.
Your brand describes the relationship you have with your customer or target audience. He gives several real world stories to explain how branding works, what you can do to develop a strong brand and change the behaviour of your customers, your partners, your suppliers and entire nations.
Gerard...2019-06-1956 min
TheInquisitor Podcast with Marcus CauchiHow to Get Better Answers: Ask Better Questions#RichardFosterFletcher discusses #CustomerExperience and #PartnerExperience with me. We explore culture, recruitment, training, leadership and technology. We identify potential stumbling blocks and how the new kids on the block represent a real existential threat to the old guard software and technology giants.
We kick off with the big question, which is how do we use technologies like #businessintelligence, #machinelearning and #artificialintelligence to help us ask better questions. If you want better answers, ask better questions. New technologies allow us to identify patterns and use them to ask better questions
Did you know that #Mercedes are doubling...2019-06-0437 min
TheInquisitor Podcast with Marcus CauchiHow to Join Up Your Channel For Control & ProfitAn oft overlooked truth of partner/channel management is that you are dealing with people. People do things for their reasons, not your reasons. Channel partners are in business for their reasons, not your reasons. They don't lie awake at night, excited, thinking about selling your product. Perhaps they should, but what you NOT doing that makes them see you as a commodity, an interruption?
In a very lively debate with #OlivierChoron the best practices and mistakes being made by vendors looking to scale their channel we explore the impact of good and bad use of PRM...2019-05-291h 00
TheInquisitor Podcast with Marcus Cauchi13 Remarkable Ways To Get Lucky With Your Content"Your Press Release is Breaking My Heart"Â is Janet Murray's warning shot across your bows about the dangers of producing bad, unremarkable, selfish content if you want to capture the attention of journalists to promote your business
The past, present & future walked into a bar ⊠it was tense!
Do your headlines leave your target audience scrolling on past you to your competition?
Are you producing content that is the equivalent of showing strangers photos of your ugly kids or holiday snaps?
Is your LinkedIn content strategy "Fire, aim, ready?"
Why aren't you generating business from LinkedIn, Twi...2019-03-1556 min
TheInquisitor Podcast with Marcus CauchiHow To Prevent Your Corporate Sales Training From Failing?#BillMorrison, Managing Director of #SandlerCorporateAccounts EMEA explains why #CorporateSalesTraining fails and what to do to ensure you get buy-in & sustainability from the #SalesTeam. We discuss the importance of #training managers so that they can reinforce the learning and turn the new behaviours into habits and what happens if you ignore this critical aspect of training.
Drawing on real world experience we discuss the importance of involving the overall P&L owner, the owner of the sales number and HR/L&D to ensure that your training programme delivers the results you want from your investment. Many training...2019-03-1352 min
TheInquisitor Podcast with Marcus Cauchi#ScalingUp Your Business Without Losing ControlBusinesses stay small because the owner keeps them that way!
#DaveHiatt is a 25 year #Sandler veteran who has run his own #SandlerFranchise and for the past 15 years has been working for Sandler at Home Office. He is the product champion for the #OrganizationalExcellence #OrganisationalExcellence programme.
Dave and Marcus discuss the blind spots that are probably holding you back and dive deep into the details of the 6Ps of Leadership for Organisational Excellence:
Planning
Positions
People
Processes
Performetrics
Passion
As a franchisee with Sandler for the past 15 years, I have seen massive positive transformation...2019-02-221h 00
TheInquisitor Podcast with Marcus CauchiMotivational Management: Coaxing The Best Out of Yourself & Your PeopleMike Crandall and I discuss true Motivational Management (Audiobook). None of the ra-ra crap you read about or have to suffer at sales kick-offs when some snake oil salesman tries to get you pumped up and within days you are back to performing like you always have. This is the stuff of champions
Motivation comes from within every person. It is every manager's job to uncover it, stoke it and direct it to ensure that a salesperson's personal goals are aligned with their corporate goals in order to get the best out of them AND serve the...2019-02-0159 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 CauchiDavid Sandler Was My Dad: Here's What I LearnedThis 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...2018-11-1125 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
TheInquisitor Podcast with Marcus CauchiDr Mark Goulston: Sell More With Empathic ListeningDr Mark Goulston wrote the book I wish I'd written, "Just Listen". He also wrote the other book I wish I'd written, "Talking to Crazy". His work has affected millions of people directly. He is a psychiatrist, has trained hostage negotiators, hobnobbed with the good and the great and his work is a powerful addition to any salesperson or sales manager's repertoire.
We discuss authenticity, empathy, the power of really listening to drive up your sales, get the best out of yourself and your salespeople, to sell past no. He introduces the concept of Return on Empathy f...2018-04-0359 min
TheInquisitor Podcast with Marcus CauchiBenjamin Dennehy: How to Fail BIG at Prospecting - 47+ Ways You Are Probably Preventing Yourself From SucceedingWelcome to The Inquisitor Podcast - Episode 1:Â
How To Fail BIG at Prospecting
In our first episode, I interview the UK's most hated sales trainer, Benjamin Dennehy, about every salesperson's pet hate, Telephone Prospecting.Â
No one likes prospecting but we have to do it. Nothing matters more to ANY salesperson than the quality and consistency of their sales pipeline. Benjamin and Marcus offer real-world tips, advice and war stories based on years of scar tissue, failure and personal struggle that have turned them into exceptional trainers and rock solid salespeople. They are salespeople who teac...2018-01-261h 06