TheInquisitor Podcast with Marcus Cauchi

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 They highlight the dangers of following outdated methodologies and copy-pasting them from company to company.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 complexity of navigating remote sales. We also explore the over-emphasis on data and technology at the top of the funnel and how this can lead to a glut in the middle of the funnel that is often forgotten. Gal and Marcus offer quality questions that leaders and management should ask to prove that a different approach should be taken. We also discuss the potential of using technology to help with training and activation in the HubSpot ecosystem. Don't miss out on this informative and insightful episode that will revolutionise the way you approach sales cycles. Contact Gal on linkedin.com/in/galaga Website: teamaligned.com/ (Company) Phone: +972 542 080 422 -- Book a call with me to explore the choices ahead of you in life, in work, and for your sanity. https://calendly.com/marcuscauchi/

Robin Singhvi, founder of SmartCue joins me to talk about his experience with founding and fundraising. He reveals he secured 15 investor conversations, and shared his tips on how to create a personalised product demos that are relevant to buyers and prospects. He advises founders to find 20 people who fit their persona and send them a cold email to validate their venture before seeking funding. He also suggested that they should start with smaller investors and work their way up, avoiding bad or dumb money. Robin recommended reading "The Mom's Test" to get meaningful responses in interview and emphasised the importance of understanding the emotional and social needs of product marketers to refine interview questions. We cover several important topics related to entrepreneurship, including the challenges of fundraising, the importance of really understanding your customer, and how to create a successful business without raising a lot of money. The interview also covered the challenges that solo founders face, and the importance of understanding the problem before attempting to solve it, while avoiding attachment to the outcome. Regarding fundraising, Robin discussed the dangers of accepting any money, and advised founders to think about the "right money," which includes not only the funding but also what else the VC can offer in terms of introductions, avoiding mistakes, and help with hiring, compliance, and legal. He discusses why to start with smaller investors and work your way up, rather than going straight to big funds. Other topics discussed in the podcast included the importance of referrals, reducing CAC to LTV ratios, and how VCs can dictate salary and other terms when investing in a company. Robin and Marcus also discussed the importance of validating a venture before seeking funding, and how to tell the difference between good, bad, and dumb money. Overall, the interview provided valuable insights into the world of entrepreneurship and fundraising, and offered practical advice for those seeking to create successful businesses. Contact Robin via linkedin.com/in/robinsinghvi Websites getsmartcue.com (Company) SmartCue.substack.com (Other) Email: [email protected] Twitter: robinsinghvi -- Book time with me to discuss what's not working in your career and your life> Let's see if some unconventional coaching might be what the doctor ordered for you - no risk, no charge, just an honest conversation and no bullshit - https://calendly.com/marcuscauchi/

Craig Andrews has survived near death on a respirator for months over the past few years, through luck, intensive medical care and sheer bloody mindedness he refused to die, recovered and is training for Camp Gladiator. He's a force of nature. And he brings you the means to attract ideal customers and build massive value in the lead up to having them ask you to help them by buying what you rally want to sell more of. Very clever, and serves the customer massively. This code let's you access Craig's course on building your FREE ONE TIME OFFER - use it, then make use of the course within 23 days. Sharp cut off. Then you'll have to pay, and Lord knows, you lot love a bargain, but you love free more! https://allies4me.com/TheInquisitor We discuss a load more great stuff too. Enjoy Get hold of Craig via Linkedin linkedin.com/in/craig-andrews Websites allies4me.com (Turning Strangers to Customers) allies4me.com/inbound-marketing-services/ (allies4me Inbound Marketing) allies4me.com/systematic/ (allies4me Systematic Approach) Phone: +1 512-333-1533 (Work) Email: [email protected] Twitter: allies4me -- To chat about coaching with me https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Drew Sechrist, founder of Connect the Dots was Salesforce's 36th employee. Drew shares his experiences and insights about the power of relationships and how they can be leveraged in sales and management. Drew discusses the importance of warm relationships in sales efforts, the blind spots salespeople have when it comes to referrals, and the need for a management apprenticeship. He also talks about the culture of collaboration and equity in Salesforce.com that enabled its success, and shares his own personal journey transitioning from individual contributor to manager. Drew's message is that relationships between two people form the atomic unit of larger groups, and unlocking the power of these relationships can lead to success. Take notes, and apply. Contact Drew via linkedin.com/in/drewsechrist Email: [email protected] Twitter: drewsechrist -- Looking for a coach who can help you up your sales game, deliver exceptional results and won't ever be bland, boring or baffle you with bullshit - https://calendly.com/marcuscauchi/ - plain speaking, no faff, no fluff. Let's chat

Dr Carolina Billings discusses entrepreneurship and building successful ecosystems. We explore the power of leveraging ecosystems, the importance of self-care and emotional independence, the need for diversity of thought and experience, and dig deep into these topics. Carolina also shares insights into her membership-based business model, which offers different tiers of investment and trust, and explores how to create momentum for a community with a common purpose. This is of specific interest to me as around 100 of my closest friends have built an ecosystem of go-to-market experts who work as a cooperative. Whether you're an entrepreneur or someone looking to build a successful ecosystem, this episode offers valuable insights and actionable tips for achieving success. Contact Caroline on linkedin.com/in/carolinabillings Website;powerfulwomentoday.com (Company) Email: [email protected] Twitter; carolina_CHRP -- Are you considering how to take your career up several notches? Let's chat about coaching and training. No pressure, just an honest conversation about what you want from life and how you can accomplish it all without selling your soul or selling out - book a free 15 minute call to establish is I'm what you're looking for to help you - https://calendly.com/marcuscauchi/

Harris 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 Websites introcrm.com/ (Company) harriskenny.com/ (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 [email protected]

Peter 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 own business, or for those simply looking for inspiration and guidance on their entrepreneurial journey. Don't miss out on this engaging and informative episode! Contact Peter via linkedin.com/in/jpeterwheeler Websites: portfolio.mirthfulpolymath.com (Portfolio) calendly.com/auth0peter/30min (Other) jpeterwheeler.com (Personal) Phone: +1 (314) 651-3245 (Mobile) Book Time with Peter: https://calendly.com/auth0peter/30min -- Book time with me to discuss your career, life and how you want sales to make the choices you want in life, possible - https://calendly.com/marcuscauchi/

In this episode 466 of The Inquisitor podcast, I chat with Andrew Mallia, a former naval officer and expert on the maritime industry, about the industry's underbelly. Andrew shares his experiences with maritime piracy, human trafficking, and the dangers of the open sea, and discusses the legal frameworks that underpin the industry. The conversation also touches on the future of the industry, including the impact of space exploration on maritime conflicts. If you're interested in learning more about the maritime industry and the hidden issues that underpin it, this episode is a must-listen. Contact Andrew via linkedin.com/in/andrew-mallia-53443441 Email: [email protected] -- If you are looking for an unconventional coach then book a time for a chat with me and let's explore your options - https://calendly.com/marcuscauchi/

Gal Aga chats to me about working in cooperation and in alignment with your customers and prospects. Aligned provide a shared space for sellers, partners and customers to meet, share ideas and assets, advancing the relationship and understanding of the problem together. The genius of this approach is that it removes friction and barriers to communication, enables you to keep track of all account related activity in one place - for you, your partners and your customers. The potential for this to amplify and speed up ramp up times has yet be explored but I will definitely be researching how even more value can be squeezed out of this goldmine of insight into your buyer. Anyway, have a listen. Check out Alignedup.com to try the product yourself and see how your customers love being looked after and ambiguity form the buying process removed. Contact Gal on linkedin.com/in/galaga Website: teamaligned.com/ (Company) Phone: +972542080422 (Mobile) -- #wannacatchwhales? I coach salespeople, not in a very conventional way, but the results are what you're buying. I've messed up, failed and shot myself in the foot in all the ways you're likely to. Think of my history as your future. You can learn from my mistakes and stupidity, or you can repeat them same mistakes and be just as dumb and lose just as much or more. My clients get incomparable results, stress less, get promoted, make more money, have more fun https://calendly.com/marcuscauchi/

Tamara McMillen is a sales leader with successful operational and private equity experience. Gifted at both, Tamara helps you glimpse past the emotional fog that the topics of diversity, equity and inclusion evoke. We seek to explain why diversity of thought is critical in a healthy, and sustainably profitable organisation, and the impact investors, leaders, managers and down to the individual choices that salespeople and managers might have on customers, on employees and the areas to pay attention to as signs that a course correction might be needed. Tamara is a strident advocate for her people, for giving them permission to fail, to dissent, to think for themselves. Her style of leadership develops leaders not followers and swallowers of dogma. This creates a very different type of salesperson and sales experience for buyers. You'll like Tamara because she brooks no bullshit and calls me out a couple of times (as she always does and why I value and trust her counsel even when we disagree). And that brings me to our key point. You learn by rubbing against people and opinions you disagree with. Great diversity creates intersectional moments where people with different histories, perspectives, competencies, relevant or opposed views all come together to understand a problem and solve it. That is tapping into Humanity's 5 superpowers - cooperation - communication - codevelop understanding & solutions - choreograph who does what, when and to what level, standard or force - co-elevate everyone involved by finding what we share in common. Working towards a unifying, common purpose means we will be OK waiting to get our needs met in pursuit of the higher purpose. Tamara discusses how you build, empower, equip and lead a truly diverse team. It's not easy but the rewards are massive and leaders require the humility to be vulnerable, to encourage dissent, and leave their egos behind. Contact Tamara via linkedin.com/in/tamaramcmillen Email: [email protected] Twitter: Tamara_McMillen -- If you want to talk to me about coaching you grab a time https://calendly.com/marcuscauchi/. You can get 15 minutes with me for free, or book a paid for 45 minute initial coaching call to help you develop a personalised plan for your career in sales to give you everything you want in life. Now doesn't that feel like a light at the end of the tunnel?

Gin Lalli chats to me about solutions focused therapy. If you're in sales, management, leadership or customer success, you really want to pay attention to both content and form in this interview. We listened deeply a few episodes back with Beshlie Donaldson. In this episode with Gin we learn how to uncover someone's real motivation to change and work past resistance without resistance. Seriously folks this is a gem of an episode. Contact Gin via linkedin.com/in/ginlalli Website: ginlalli.com (Solution Focused Therapy) Phone: +44 (0) 7590 317 318 (Mobile) Email: [email protected] Twitter: GinLalli -- To chat to Marcus about what you want your career in sales to give you in life and how you plan to make that your reality - https://calendly.com/marcuscauchi/ Use this link to register for #ChatGPT4Sellers - Saturday 1 April 1600-1730

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) creative-copywriter.net/copywriter-portfolio/ (Case Studies) Phone: +44 7951515921 (Mobile) Email: [email protected] Twitter: konradsanders ******************************************************** Explore coaching and training with Marcus Cauchi: https://calendly.com/marcuscauchi/let-s-explore-coaching-training Let's jump on a call to audition each other. Let's see if we like and trust each other to believe that if we work together you will get the outcomes you want in life and in your career. Sell Hot Not Cold: Audition to join my Rapid Results programme: https://calendly.com/marcuscauchi/rapid-results-audition Audition to join my Successful Selling programme: https://calendly.com/marcuscauchi/successful-selling-audition

"10% of series A make it to series B, and 13% of series B make it to a liquidity event." says AJ BrunoCEO of Quota Path." That means 1.3% make it to series C or a trade sale at that point! Playing the lottery AJ Bruno exited his previous business for $225m. Today he is in series B with his second, QuotaPath. We discuss the impact of the unicorn narrative on founder's thinking and the toxic distraction that happens when founders forget why they started in business - to help someone (a person) solve a problem - and their focus turns to the first or next raise, and satisfying the valuation metrics of short term thinkers with money. Pragmatic, humble, and humane AJ talks candidly as a second time founder in series-B, an investor with Stage 2 Capital, and a sales professional. This is worth bringing along a notepad and pen. We cover a lot. We dig into compensation which is AJ's passion, customer acquisition, retention and service. Aj's views on sales dogma and playbooks align with mine but won't be popular. Listen to learn why. You will find particular value if you a manager people because his insights and advice are golden Contact AJ on https://www.linkedin.com/in/ajbruno3/ Twitter: @TrendKite -- Contact me on to discuss what you want your career in sales to give you in life and how you believe coaching may help you, or go right ahead and book a coaching call - https://calendly.com/marcuscauchi

"Active listening is the enemy of deep listening", says Beshlie Donaldson. She is a deep listening coach who I met when she was a headhunter many moons, 2 businesses and she balanced all that whilst raising boy twins! Superwoman? Perhaps, but more than that Beshlie helps you hear yourself. It is a profound experience. We explore, what is deep listening, why it isn't active listening and we dig into why active listening can go wrong and it so often does without the salesperson realising. We took a bit of a risk on this show because rather than just talk about it, we wanted you to witness someone experiencing deep listening. I admit, it doesn't make a great spectator sport. We did it so you could see how deep listening works in action. No one was hurt in the making of the show and the subject, me, was a willing volunteer. If you were ever curious to take a peek into the workings of my mind, here's your chance. Is this helpful? I'm open to criticism as I still don't really know what I'm doing and the show is an ongoing experiment. Let me know what you think. I urge you to contact Beshlie if you want to break through your roadblocks, your self-concept is taking a bit of a knock or you are at a cross roads and have conflicting opinions and fears about the decision you're facing. I found this and the subsequent sessions revealing in ways I know I couldn't have readily got to without her gentle help. She's on LinkedIn at linkedin.com/in/beshlie Websites: linktr.ee/beshlie.coach (Company) mailchi.mp/fbe0652a42eb/beshlie (Company) Phone: +44 (0) 7540742001 (Mobile) Email: [email protected] -- Book an initial coaching call - https://calendly.com/marcuscauchi/first-experiment-in-coaching-chemistry-and-planning (45 mins, £300 including VAT sales tax) To explore your options - https://calendly.com/marcuscauchi/let-s-explore-coaching-training?month=2023-02 (15 mins, free) When you book, you'll get some prep work. You won't have all the answers. That's normal. Do your best.

Julia Nimchimski is the brains and execution behind the #GTMGames. She partnered with Justin Michael to produce what are the world's first gladiatorial games between sales and marketing to foster cross pollination of ideas, alignment and the application of the best behaviours by some of the biggest names in tech sales whose job it is to coach the contestants, then judge and disqualify. Julia and I talk about the way #Events are changing, how technology is equipping us to do things in ways that were never possible before. This is a glimpse around the corner. Julia is coauthor of Reinventing Virtual Events, very smart marketer and a serial getter of things done. Watch her. A name to watch today and the future. Level headed, smart, commercial, driven, organised and a rare eye and the patience to develop unmet demand. Contact Julia on linkedin.com/in/julia-nimchinski Website: hypcccycl.com (Company) Email: [email protected] Twitter: JNimchinski -- Considering a coach? Want one who helps you get results you want confidently, fast and keep getting them? https://calendly.com/marcuscauchi/

Laura Ashley-Timms is coauthor of The Answer is a Question. She and her husband and business partner Dominic, have been running Notion, a management performance improvement firm for over 20 years. They have served executives and managers as coaches and facilitators, brokering highly charged industrial negotiations, turning around failing leadership team and latterly focusing on equipping middle managers to shift their management from command and control to an operational coaching™ management style. Notion is now capable of changing the behaviour of thousands of managers simultaneously and a London School of Economics study conducted in conjunction with BEIS (UK Gov, Business, Enterprise, Industry and Strategy) showed that this shift in management behaviour delivered an average ROI of a 74x (7400%). Laura and I discuss the power of the right question and accountability to transform performance and improve lives. Powerful stuff and definitely get the book. Highly recommended. Contact Laura on linkedin.com/in/laura-ashley-timms Websites STARmanager.global (Company) Email: [email protected] Twitter: STARmanager_HQ Link to The Answer is a Question by Laura and Dominic Ashley-Timms: https://amzn.to/3E5NPM4 ************************************************************************************* If you reckon I might be the person to help you, let's jump on a call to find out - https://calendly.com/marcuscauchi/let-s-explore-coaching-training ************************************************************************************* Maximise your enterprise sales impact with my Successful Selling class on 21st Feb 2023. Just for principled, results driven, growth oriented sales leaders & professionals. Success in real world high ticket/high stakes sales. Email me now for details: [email protected] *************************************************************************************

David Kübler, senior consultant from operational VC, Project-A discusses investment, revenue operations and human beings. We dip into the problem of over-emphasising what's easy to measure at the expense of measuring what matters. We talk technology, process and people and dig into the interesting investment-partnering model over at Project-A. Contact David on https://www.linkedin.com/in/david-k%C3%BCbler-b3b8b318a/ -- Contact me to discuss joining my #RapidResults programme: 8 x 90 minute weekly sessions to unlearn bad habits and beliefs, reset and replace adding skills, frameworks and habits to ensure you to do meaningful work and succeed without compromising your values - £1800+VAT (one off fee) https://calendly.com/marcuscauchi/rapid-results-audition If you are committed to creating the life you want and putting in the work necessary to make it real, let's discuss #SuccessfulSelling - designing your sales career to give you what you want in life £1500+VAT per month - https://calendly.com/marcuscauchi/successful-selling-audition

Jay Melone, founder of New Haircut shares some very powerful lessons all salespeople and their leaders should heed. Jay and I explore the power of customer interviews that help you to understand our customer's real buying journey, their triggers, their struggling moments, their moments of clarity and how to identify and attract more of the correct customers. This systems thinking has added benefits since it often surpfaces non-buyers (people who could buy but don't), non-customers (people who could buy if you shift your message or rethink how to apply what you offer), unmet demand (gaps you and your competition are currently missing), unusual uses for your products, work arounds and reversion to their old system. The customers' words are so much more powerful than ones we assume they'll like. Get in contact with Jay via linkedin.com/in/jaymelone Websites newhaircut.com (Company) newhaircut.com (Company) Phone: +1 (732) 339-3864 (Work) Twitter newhaircutco jaymelone -- Do you feel like you're sacrificing your principles for the sake of the job? Let's chat. No pressure. i'll ask some questions and listen. You can decide if you can work with me and we can decide if we keep talking, park it or part as friends knowing we won't work together either now or in the future. What do you say? Shall we talk? https://calendly.com/marcuscauchi/let-s-explore-coaching-training

"What would your leadership report card look like today? A's across the board?" asks Antonio Garrido, CEO of My Daily Leadership and author of the book My Daily Leadership - a powerful roadmap for leadership success. We discuss the surprising power of journalling for leaders. "If you aspire to leadership start journalling" he advises. "You'll stumble at first trying to understand what you want to write, how much time to invest in your journal. You'll wonder about the ROI (it may be worth calculating the COI (cost of inaction), how and if it will help you. You'll never know until you give it a go" He invites you to ask yourself, "Am I future-proofing myself, my people and my business? How close to achieving my full potential am I? How close to our full potential are we achieving collectively as a team? How do I know I am learning what I need to learn?" Antonio highlights 4 core components in need of a leader's special and consistent attention - * People * Company * Self * Strategy I took 2 pages of notes during our call. Bring a notepad and pen, turn on "airplane mode" or "Do not disturb" and learn. Antonio learned his leadership skills in the trenches at the feet of a great leader. He describes an economy of effort and the achievement of success through concerted collective effort. That comes from deep reflection and understanding of the circumstances, the context and choices to be made. Keeping a calm head whilst those around you are losing theirs marks out those who might lead. Contact Antonio via linkedin.com/in/antoniogarrido Website: mydailyleadership.com Email: [email protected] Phone: (+1) 786 527 0277 (Mobile) -- Feeling the weight of having to sacrifice your ethics for the sake of your quota? Does your self-concept wince when you're asked to use unprincipled ruses, tactics and bribes to force a deal over the line before your customer is ready, and you do it even though you know it isn't in your buyers' best interests? What if you can be successful and prioritise your values to find meaning and satisfaction in your work. For Rapid Results: https://calendly.com/marcuscauchi/rapid-results-audition Let's talk if you're looking for someone to help you. I help principled salespeople, managers and leaders navigate their own environment to succeed AND minimise or eliminate the need to behave in ways that conflict with your values. You'll decide if we're a good fit when we speak. At the end we can agree next steps or part as friends. Either way. no pressure. Click the link to book

Ricky Pearl, founder of Pointer, #SalesAsAService and I discuss how to use outbound most effectively. It's not what you think and it's not what you are doing at the moment. Most of you are going through the motions of outbound but your haste is getting in the way of your success. Patience is lacking. Deep thinking and joint attention on the real problems and true intended, shared outcome is needed because at the moment the VAST majority (97-99% of the effort, money and time is WASTED TRYING TO CUT THROUGH THE NOISE marketers and salespeople have created. Think about it for a moment. Playing the "numbers game" works for a very few. Playing the "long game" works for everyone except those who get churned through the machine and spat out the other side. Ricky and I explore a much better way, a more thoughtful way and a way that gets more of you to the intended destination with substantially fewer casualties, significantly lower costs, eliminate the majority of your unwanted staff turnover, provide a steady stream of quality meetings with the right people who are already warm and receptive to you and how you can help. Selling warm beats selling cold 6:1. Selling HOT outsells selling cold 18:1. But most of you will say, "It sounds like a lot of work, I can't be bothered", to which I ask, "Is it 18x more work, because that is the cost of inaction?" Have a listen. Disagree if you have a strong case. Tell us why we are wrong. If you agree, tell us how we can improve our thinking. This is a topic we all need to consider because as times get tougher and the economy continues to throw uncertainty our way, we need to find ways to create #PipelineCertainty, #CRMhygiene and #BuyerSafety. Lots more besides in this episode. Watch Ricky. He is one of the leaders of the future and you will do well to understand how he is building his sales operation and culture. Contact Ricky via linkedin.com/in/rickypearl Website: pointerstrategy.com.au (Sales as a service) Phone: +61361847175 (Work) -- Would you like to be a guest on #TheInquisitorPodcast? Have you got a topic you believe will help salespeople perform better AND act with integrity. Let's plan out a show: https://calendly.com/marcuscauchi/podcast-planning-call Want to Work With Me? I help principled sales professionals operating in unprincipled environments who are being asked to do things they know are not in their customers’ best interests, but they are expected to do them anyway. They count on me, firstly, to help them navigate the narrow, and sometimes obscured path between doing what is expected, and doing what's right, and ultimately, to help them develop and execute a viable, sustainable plan to control their future on their own terms. If you want to to find more meaning, more satisfaction and more certainty in your career, talk me about your personal vision and goals, or what you want for your team: https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Dr Darryl Stickel is a specialist in building trust in high conflict environments. Darryl talks to me about how perceived risk is created by multiplying uncertainty by vulnerability. Vulnerability is putting yourself in harms way, knowing you might be hurt. The problem is when someone is uncertain enough and their risk threshold is breached, they stop thinking rationally, and they go into self-preservation mode. If you go back and listen to my interview with Matt Dixon on the JOLT effect, my interviews with Moeed Amin, Mark Herbert, Mark Goulston, TRUST is at the heart of all of them. Some things that separates great salespeople and leaders from average and weak performers are their empathy and compassion. Darryl's online course is excellent BTW. Just going through it now and I have learned SO much. Contact Darryl on https://linkedin.com/darryl-stickel-phd-b544b Website: https://www.trustunlimited.com/ Trust Building Online Course: https://courses.trustunlimited.com/ ***** 5-Star programme, highly recommended email: [email protected] -- Contact me to discuss training and coaching: https://calendly.com/marcuscauchi/let-s-explore-coaching-training If you wish to be considered for the next Successful Selling intake, please audition here: https://calendly.com/marcuscauchi/successful-selling-audition If you'd like to audition be a guest on #TheInquisitorPodcast: https://calendly.com/marcuscauchi/podcast-planning-call

Kate Laine-Toner is #neurodivergent. She spent 30 years hiding in plain sight as a marketing professional rising to the level of Marketing Director. Inside she was having to be who she wasn't on the outside to hide her condition, her gift. In part it made her good at what she did. But she didn't much like to socialise and party with the troops. It's not that she's antisocial but noisy places and lots of people are not how she relaxes or does her best thinking. Be clear about what you need and leave her get on with it. Odds are you know many neurodivergent people, perhaps you write them off because they lack the verve of their more dynamic, socially lubricated, extraverted colleagues. Perhaps you don't hear their suggestions because they haven't found their voice. What a waste of perfectly good talent. Listening to those who make the most noise over those who say the thing you need to hear. Contact Kate via linkedin.com/in/katelainetoner Websites theautismtrainingcompany.com/ (Company) wdiscourse.com/the-masterclass-intro/ (Company) Email: [email protected] Twitter: Kate_LT

Carole Mahoney of Unbound Growth and author of Buyer First chats to me about why buyers really buy and how salespeople get in their own way. Friction and uncertainty are created in the buyer's mind through selfish, ill considered sales motions and behaviours that are ill timed with the buyers buying journey. Frank, unfluffy and packed with usable insights, Carole rips the scales from your eyes, leaves you nowhere to hide when it comes to excuses and does so without making you feel like a fool. This episode is a belter. Thank you Carole. Please come back. We'd love to hear from you. Please please your comments, questions, thoughts and challenges. We love to be wrong. If you have strong and well founded opinions, or you hit upon a lucky experiment and have worked out how to systematise it, drop me a line via the link below Carole's contact details. Contact Carole via linkedin.com/in/carolemahoney Websites unboundgrowth.com (Company) unboundgrowth.com/blog (Blog) Phone: +1 207-604-6287 (Mobile) Email: [email protected]

Amal Ismail is a functional medicine practitioner. What is #functionalmedicine? Functional Medicine is a systems biology–based approach that focuses on identifying and addressing the root cause of disease. Each symptom or differential diagnosis may be one of many contributing to an individual’s illness. Can you see the link between FM and functional selling? We only help the customer solve their problem by treating the causes. By uncovering the root causes of stress and inflammation FM practitioners get to solve "wicked problems" - multiple causes, multiple influence(r)s, changing context and priorities, timing, motivation, commitment, (in)consistency . The parallels between healthy living and healthy business become clear very quickly in this conversation. Prescription before diagnosis is malpractice. When you listen to Amal's process she seeks to understand the interplay between complex physiological, psychological and environmental factors to understand the problems at their cause. These have been formed and compounded over many years. Her process starts by listening forensically to her patient. It takes a lot of time and effort to form a diagnosis, but instead of shifting the symptoms to another part of the body or stressing another system, you remove the source of the problem and the downstream symptoms stop happening. If you've worked with me you'll know this is my philosophy towards selling and working with customers. I want to produce elegant, sustainable solutions without the negative unintended consequences. In sales, if you start by looking for what you have in common, what is working, and looking for balance, working with your partners/customer/peers to find solutions instead of trying to gain dominance and control for you own personal advantage. Contact Amal on Linkedin via linkedin.com/in/amalismail Email: [email protected] She runs free masterclasses: https://us02web.zoom.us/meeting/register/tZElcuyvrT4sH90ZrMHehI91EZ4uVnQu36ct Amal's Instagram: https://www.instagram.com/amalismail_ifmcp/ The Masterclass registration link: https://us02web.zoom.us/meeting/register/tZElcuyvrT4sH90ZrMHehI91EZ4uVnQu36ct This is the payment link for the group programme: https://amalismailfmp.practicebetter.io/#/60d054562a832607202cbe31/bookings?c=637be3c01f0684a93b9c08af&step=course -- Contact me to be a guest on the show https://calendly.com/marcuscauchi/podcast-planning-call If you want to explore how I may be able to help you personally or your team, https://calendly.com/marcuscauchi/let-s-explore-coaching-training Happy selling!

Before you sign another contract for a major purchase, get a loan or seek investment, listen to this episode with THE REAL Chris Martin from #OriginFinance, who turns the world of commercial finance on its head. The range of options open to many businesses who instead eat into personal finances, make personal guarantees, give away equity, is vast. It can be confusing. Chris clears the fog with jargon or fluff. Chris discusses a range of commercial finance options that don't involve giving away equity or control of your business, offer flexibility and help you to manage your cash flow. I had my eyes opened to so many useful options I'd previously not considered before. Chris's refreshing approach to advising about finance turns the whole experience of being a buyer into a valuable education. Chris has invited anyone who wants to discuss their finances and commercial alternatives to funding without any pressure, drop him a DM on linkedin.com/in/chris-martin-origin Website: originfinance.co.uk (Company) Phone: 07935 220 402 (Mobile) Email: [email protected] -- Amazon/Audible: https://lnkd.in/eMsPcgT2 Podcast Addict: https://lnkd.in/e34gpqQW Apple: https://lnkd.in/ePuQkWCh Spotify: https://lnkd.in/eGBQp8AY -- If you have ideas for a show and would like to be my guest on #TheInquisitorPodcast ping me - https://calendly.com/marcuscauchi/podcast-planning-call Put your nightmares to bed and explore if I'm the right balance of experience, grumpy old curmudgeon and Yoda-like wisdom to help you in your sales career and building your team - https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Daniel Hulme, CEO @ SATALIA, Chief AI Officer @ WPP, Investor, Speaker @ TEDx & SingularityU, EIR @ UCL, Lecturer @ LSE, Co-founder @ Faculty, Advisor @ CogX & Syntropy - phew. After that build up, once you listen, I think you'll agree, Daniel doesn't disappoint. Pragmatic, realistic, experienced and humane, this snappy interview covers more ground in 40 minutes than you'll get in a week in English politics (maybe not quite that much but close!). We cover: 1. Rethinking what AI is actually useful for 2. Challenging the noise around AI ethics 3. Macro problems Contact Daniel via linkedin.com/in/danielhulme Websites: satalia.com (Company) hulme.ai (Personal) Phone: +447773765097 (Mobile) Email: [email protected] Twitter: TheSolveEngine IM: [email protected] (Skype) -- If you'd like to be a guest on #TheInquisitorPodcast let's explore producing an episode together - https://calendly.com/marcuscauchi/theinquisitor-podcast-2023 To explore training and coaching for you and your team, https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Tash Cleeve is an old school headhunter who takes care of her candidate's careers by matching them with the right company, in the right role in the right team to do the right job at the right time, where they can succeed and stay. This means investing time in her relationships with candidates, hiring managers, Boards, investors, potential reports. She's not afraid to get down into the weeds, because she knows that no one wants to make a hire. People want to hire someone who is a good fit with the team, succeeds, improves over time as they grow into the role, and stays. When they leave they want to leave a strong and positive legacy having done the job for which they were hired and successors who will surpass their achievements. And they will delight in their being eclipsed. We discuss how to make that possible. Great chat with someone who is totally sincere and committed to excellence. No wonder Tash and the ineffable @Martin Ellis are like peas in a pod. Contact Tash via linkedin.com/in/natasha-cleeve-a151b34 Website: cleevepartnership.com (Company) Phone: 07702 133097 (Mobile) Email: [email protected] Twitter: TashCleeve -- If you like the sound of how I approach sales, management and leadership and want to explore if I can help through coaching, training, consulting or my network let's chat over Zoom. https://calendly.com/marcuscauchi/let-s-explore-coaching-training To explore if we can make a good episode together with you as my guest, please find a time to jump on a planning call - https://calendly.com/marcuscauchi/podcast-planning-call

Chris Bogue is a former stand up comedian and salesman who eats his own dog food (I reckon he would for a laugh!) Chris says that you must be clear about your answers to these questions: "What do you say?" "How do you get people to respond?" "Can you explain to me, how is what you promise possible?" "When you're addressing the camera, are you treating it as if it's another person? Do you realise that the voice you use on stage is different to the voice you use on camera?" We spend time exploring the difference between #digitalnatives and #analoguenatives use of the technology. Funny, practical and something you might want to spend some time over Christmas putting into action while you have some down time. Check out his video course below. I'm going to be learning how myself so you can see how stupid and inept I am when I release my new video channel in 2023. Contact Chris via linkedin.com/in/chris-bogue Websites: christopherbogue.com (Company) tiktok.com/@chrissellshissoul (Personal) twitter.com/ChrisSellsSoul (Personal) Online Video Course: (chrisbogue.io): https://chris-bogue.thrivecart.com/complete-guide-to-selling-on-video/partner/ Phone: +1 708-712-3972 (Home) Email: [email protected] Twitter: octavarius -- To audition to join me as a guest on the show please book some time here - https://calendly.com/marcuscauchi/podcast-planning-call To recommend a guest email [email protected] with "Inquisitor Guest Suggestion" in the subject line To explore working with me to help you meet your full potential let's find some time to learn more about what you want and if I'm the right person to help you: https://calendly.com/marcuscauchi/let-s-explore-coaching-training

"Take action in December before you close the books for the year", says Dan Goodman, founder of #TruCommish. Dan's a man on a mission - to make salespeople's pay transparent and fair and help employers attract and retain their top sales talent. Imagine a brand that could say that all commissions are subject to independent verification that they are complete, paid on time and fair. What effect would that have on attracting and keeping top talent? Dan offers this for free for now for salespeople so if you want to be certain you are being paid what you are owed, and if you feel you aren't ... to be able to evidence your case unequivocally and irrefutably. He's built an algorithm he claims can decipher any compensation plan and push out accurate commission statements If you earned it, you should be paid. If you didn't it helps to know why so you don't make the same mistakes again. If your contract is 36 pages long or you have a 12 page dress code, odds are you compensation plan looks like a PhD thesis in astrophysics ... call Dan! If you believe you've been stiffed, or you landed a mega deal and now you think your CFO is going to reduce what you're owed through clawbacks, moving the goal posts or other shenanigans, have a listen. Dan points you towards some great big fat clues that you might have a problem with #nonpayment #underpayment #wrongpayment of #commissions. Contact Dan via linkedin.com/in/daniel-goodman2001 Website: trucommish.com (Company) Email: [email protected] -- Contact [email protected] if you'd like to be a guest or if you want to explore how working with me could propel your career and your team to predictably better results https://calendly.com/marcuscauchi/let-s-explore-coaching-training

"If you’re nice to someone’s detriment you are a manipulator", says Eloise Leeson, founder of #OlimComms and a world leading linguistic strategic consultant. Eloise advises global institutions, NGOs, global advertising agencies and technology companies on their communication to improve performance and results. Poor communication can at best slow things down, at worst, sow confusion, division and create unhelpful and preventable friction and conflict. Eloise and I discuss how to make your communication accomplish what you intended. We dig into the critical nature of your internal communication and the ripple effect poorly chosen language can create. "Self awareness is your beginning to understand of the other person", says Eloise. We dig into the effects of entitlement in your communication. "Unless you think about the other person twice as much as yourself, then you probably aren’t self aware at all." She warns us of the dangers of "ASSUMING YOU KNOW!" Have you done your research? When was the last time you checked back to make sure everything was going well and nothing has changed? Go back and do it again. Rinse and repeat at least twice a year Do these behaviours and you will help them identify unidentified needs, unmet demand, shine a light on the dark corners into which you can help. Contact Eloise via linkedin.com/in/eloiseleeson Websites olimcomms.com (Company) clippings.me/eloiseleeson (Portfolio) Twitter: EloiseLeeson -- Email me with "Inquisitor podcast guest" via [email protected] if you'd like to come on the show or have someone specific you'd like me to interview. If you want to propel your career to new heights by improving your sales or management performance join me on Zoom - https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Stacey Hall, author of Selling From Your Comfort Zone says, "People need to stop getting out of their comfort zone, and get back into their power zone." Being comfortable selling without artifice, without trying to fit in with what you're guessing are the expectations or norms, without clumsy attempts manipulation requires a rethink. "Too many people suffer from a lack of confidence in self to find own way to make sales, so there's an unhealthy over reliance on gurus. Only around 3% make a real living, the rest are frozen in place. And then they being blamed or are blaming themselves instead of looking at what's wrong with the system!" says Stacey. When choosing companies to represent and managers to work with, beware those who choose to follow those tactics that create at best inconsistent results. It's time to stop teaching manipulation and focus on fundamentals - overcoming objections - give it a rest! We discuss these 5 pillars of success in sales, management and life 1. Quality questions 2. Quality answers 3. Full body, intentional, active listening 4. Contextual awareness 5. Being present We dig into what should be obvious but is so often overlooked. Most people engage if you take a sincere, personal interest in them. The buyer doesn’t have a script! Why are you fascinated by your product? Tell us stories. Share personal experiences. Create buyer envy and curiosity. Stop just being a winning babysitter! To learn more about Stacey's alignment process visit staceyannhall.com You can conect with her on linkedin.com/in/staceyhall1 Websites: SuccesswithStaceyHall.com (Company) goforyesnow.com/?m=ditchyourgrind (Blog) staceyannhall.com/ (Company) Twitter: ChiToBeMovement -- If you want to be a guest email [email protected] with "Inquisitor Guest" in the subject line. And if you have guests you want me to interview, please connect us on that email or via shared DM on LinkedIn To discuss working with me to accomplish what you want from your career and your life https://calendly.com/marcuscauchi/let-s-explore-coaching-training

David Heinemeier Hansson has achieved something seemingly rare in tech - a stable, highly profitable tech software company with a huge customer footprint and no VC or PE money. He and his co-founder, Jason Fried escaped corporate careers with a view that taking money from investors would be bad for building a profitable, sustainable business. Three times in the past 20 years, they've been proven right. With just 80 people on the team they produce the same revenues as companies with hundreds even thousands of employees. An uncompromising and pragmatic conversation that will challenge the status quo with the question, "What if growth is not the goal?" Contact David via linkedin.com/in/david-heinemeier-hansson-374b18221 Email: [email protected] -- Contact me on [email protected] or DM on me on LinkedIm to discus: 1. Coaching and training 2. Predictive hiring 3. Selling hot not cold

Roaul Monks of Flume Sales Training and I discuss the Peter Principle at work. It is alive and well in too many sales operations. What are the common acts of idiocy and self-sabotage so many salespeople, managers and leaders exhibit that cost them sales, lose them customers and drive them into the arms of your competition? Are you performing them? They say making the same mistake twice is a decision ... We have a laugh, often at our own expense, sometimes you'll see yourself reflected in the stupidity. Take heed. It's all fixable. See the link at the bottom if you want to talk about how Raoul Monks linkedin.com/in/raoulmonks Website: flumetraining.com (Other) Phone: +44 (0)7523 951558 (Mobile) Email: [email protected] Twitter: RaoulMonks1 Flumetraining -- To be a guest on the show send me an email at [email protected]. To explore how we might work together to help you achieve what you want in life by finding success, happiness and balance in all areas of your life - you, business & career, family & personal, whilst smashing your targets - https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Alex Levin, founder of Regal.io and I talk about customers, product development, looking outside of what is comfortable and familiar. We dig into culture, blindspots, limited thinking and hubris. Alex brings #D2C thinking to #B2B #customerengagement. Contact Alex via linkedin.com/in/alexlevin1 Website: alexrlevin.com/ (Alex Levin) Twitter: alexrlevin -- Contact me on [email protected] To explore how you can help your team meet their full potential or to discuss carving your own path in advancing your career https://calendly.com/marcuscauchi/let-s-explore-coaching-training Do you rate #TheInquisitorPodcast and believe others should be listening to our fabulous guest? Please leave an honest review of the podcast on your favourite platform. If you use Apple Podcasts, please leave one on there. What do you love about it? Hate about? Best lesson(s)? How have you applied something to your advantage? Tell us about a personal advancement. Why should others listen? I love making the show. I hope you're finding it as helpful as I do, and thank you so much for listening.

WARNING: Deeply personal episode delving into topics many of you will find familiar and very uncomfortable to discuss. A bit of a look into the ugly mirror around success, ambition, and painful personal growth. “When we don’t put the brakes on our self-absorption, we have nothing stopping us from total self-destruction. We become the fruits of our actions.” ~ Zeena Schreck Ian Koniak has the t-shirt - $100m in sales at Salesforce, at the time, their highest ever performing salesperson ... and he was miserable and on a path to self-destruction. Fortunately, Ian caught himself at rock bottom when everything looked perfect on the surface. But underneath, he was going through a personal crisis that had him behaving in ways he hated, and that ate into his self-concept. “Self destroyer, wreck your health, destroy friends, destroy yourself. The time device of self-destruction, lies, confusion, start eruption.” ~ Ray Davies We explore mental health and top performers, the danger of becoming complicit in creating the destructive conditions because of culture, peer pressure and competitive short-term thinking driven by greed and fear. We explore how the money behind an organisation permeates the culture and affects its people. A frank, highly charged conversation that talks in depth about success and the personal toll the wrong mental state can lead to when you achieve success. We talk values, faith, love and friendship, responsibility and locus of control. Buckle up. It's a goodie. Contact Ian via linkedin.com/in/iankoniak Websites iankoniak.com (Company) untapyoursalespotential.com (Company) YouTube: https://www.youtube.com/channel/UCKwbDwBK_adh4AgzprZb5FQ Email: [email protected] Twitter: DriveSalesNow -- Email me on [email protected] with "Inquisitor Guest" if you'd like to come on the show or wish me to interview someone specific. Please tee up an introduction if you think you or they'd make a good guest. And please leave an honest review of the podcast on your favourite platform (and tag me or send me the link please). If you want to talk about advancing your career or the performance of your salespeople and your middle management, book some time for us to chat and explore what you're hoping to be able to accomplish. https://calendly.com/marcuscauchi/let-s-explore-coaching-training Happy selling folks!

Mark Choueke, CMO and author of #Boring2Brave says, "You need to be braver about decision making as we head into recession. If your share of voice larger than share of market. You will grow. If your share of voice is less than share of market you will shrink." We dig into the process of developing a customer centric marketing strategy. What is the job to be done by marketing? We explore how clever companies become stupid overnight. And we investigate the chains of stupidity that include over measurement, measuring the wrong things, doubling down on stuff that doesn't work, playing the numbers game Are you using marketing in the right ways and when you need it? Contact Mark via linkedin.com/in/markchoueke Website: boring2brave.com/ (Personal) Phone: +44 7832 139827 (Mobile) Email: [email protected] Twitter: MarkChoueke -- Contact me if you want to come on the show via [email protected] with "Inquisitor Guest" in the subject line If you want to talk about accelerating or revitalising your sales, management or leadership career, let's have an initial call to see if what you want is what I do well. If not, I can probably refer you to someone who can help. No pressure. https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Mark Raffan, the negotiation ninja discusses negotiation, and some of the really stupid things folks like you and I do when "negotiating". We explore what negotiation is and what it isn't. We argue over whether you can produce a true win-win, and when to pick your ground and when to walk away from a negotiation. We talk blindspots, strategy, the role of emotions, planning, rehearsal, pre- and post-mortems and learning. Robust and frank talk about an area of sales most of us are bad at and end up leaving a lot of money and goodwill on the table through lack of knowhow, lack of preparation and lack of thinking. Mark’s LI Profile: linkedin.com/in/markraffan Websites: contentcallout.com (Company) negotiations.ninja (Company) Phone: +1 403-993-1468 (Mobile) Email: [email protected] Twitter: MarkRaffan -- Contact me on [email protected] if you'd like to be a guest on the show. If you want to explore personal coaching or training for you and your team let's talk https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Mitch Sullivan, creator of Copywriting For Recruiters, talks to me about the importance of selling your job if you want to attract the right candidates. "Job adverts have an audience of one", says Mitch. "Why should a successful candidate who has no need to move, leave a job they are successful and happy in to join your business?" If you make your advert like everyone else's, and you focus on you, your company and what you think is important, you might attract applicants but you will find the experience disappointing. Recruiting well is every managers' number 1 responsibility. Contact Mitch on linkedin.com/in/mitchsullivan Websites copywritingforrecruiters.com (Company) fasttrackrecruitment.com (Company) Phone: 07725 185395 (Mobile) Email: [email protected] Twitter: mitchsullivan Company LinkedIn: https://www.linkedin.com/company/copywriting-for-recruiters/ Company Website: https://www.copywritingforrecruiters.com/

Matthew Dixon, co-author of The JOLT Effect and The Challenger Sale shares the findings of his latest research in partnership with Gong and Salesforce looking at the data on over 2,500,000 recorded sales calls during the pandemic. It is a treasure trove. How Do You Make Budget This Quarter Despite Your Weak Pipeline? Buckle up and be ready to kick yourself. One of Matt's insights could help you uncover and rekindle up to 1/3 of all the pipeline that ended up in <Closed/Lost-NoDecision> and bring a number of them over the line before the end of the Quarter! CFO's pay heed! Contact Matt via linkedin.com/in/matthewxdixon Websites: Dcminsights.com (Company) dixonspeaks.com (Personal) The JOLT Effect: https://www.amazon.co.uk/JOLT-Effect-Performers-Overcome-Indecision-ebook/dp/B09NX3G2WX/ref=sr_1_1?crid=OTN11D4D8DYK&keywords=the+jolt+effect&qid=1668100273&s=digital-text&sprefix=the+jolt+effect%2Cdigital-text%2C87&sr=1-1 -- Considering a coach or taking control of your learning - https://calendly.com/marcuscauchi/let-s-explore-coaching-training Want to be a guest on #TheInquisitorPodcast? https://calendly.com/marcuscauchi/podcast-planning-call

Without a clear proposition, any business will struggle to attract the right type of customers consistently. Their salespeople will stumble and their marketing will fall flat. "So few companies have a clear proposition," says Kieron Bain co-founder of #Sold, "they confuse potential buyers and leave a fortune on the table". Ambiguity in your proposition will drive good customers into the arms of your competition and attract the wrong type of customers. You know what the costs and pain of taking on the wrong customers, so stop, take moment and ask yourself, "What do my customers think I do for them?" Is that what you want to do for them? Could you be doing more? Are you playing to your strengths or taking what's given to you? Kieron and I have a lively conversation about your message, how to make it tight and precise so it fascinates your idea buyers. Contact Kieron on linkedin.com/in/kieron-bain Website: https://soldbrands.com/ Phone: +44 (0) 7816 529 508 Email: [email protected] -- Contact me to discuss training or coaching you and your team - https://calendly.com/marcuscauchi/let-s-explore-coaching-training If you want to be a guest on the show book a planning call https://calendly.com/marcuscauchi/podcast-planning-call

James Buckley and I chew the fat about sales, management, metrics and investors. It gets meaty pretty, fast and the gems come thick and quick. Contact James via linkedin.com/in/jamessaywhatsalesbuckley Websites joinjbsales.com/ (Company) instagram.com/james_saywhatsales_buckley/https://twitter.com/saywhatsales (Personal) twitter.com/saywhatsales (Personal) Phone: +1 305-632-6005 (Mobile) Email: [email protected] -- Contact me if you want to be a guest on the show - [email protected] Click here to book time in my calendar to discuss inviting me to help you and your team - https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Dr Jim Kanichirayil helps build elite teams. We have a very robust conversation about the lies and biases that are costing investors their returns, sellers their dignity and customers their outcomes. We explore the power of having a range of diverse thinkers looking deeply at a problem. If you listened to our earlier episode with Bob Moesta on innovation there is a beautiful tie in there too. Jim can be contacted on Linkedin via linkedin.com/in/drjimk Websites: cascadingleadership.com (Company) cascadingleadership.buzzsprout.com (Company) circaworks.com (Company) Email: [email protected] -- Let's explore training or coaching together. https://calendly.com/marcuscauchi/let-s-explore-coaching-training Fancy Being A Guest? If you've got strong opinions about how we can improve the sales profession, customers' experience, or improve the potential to help make the future of sales do important, meaningful work that engages and satisfies ... [email protected]

Udi Ledergor, CMO at #Gong chats to me in the 430th episode of #TheInquisitorPodcast about sales and marketing alignment to create the best conditions for salespeople to thrive in their roles. We also discuss what the data tells us about many of the qualities of the best salespeople. We dig into how culture impacts performance. Practical as always, Udi's insights are based on the actual behavioural data of millions of real salespeople. Listen up folks Contact Udi via linkedin.com/in/udiledergor Websites bit.ly/showsecrets (My Book on Amazon) udiledergor.com (Personal) Twitter: ledergor -- Let's explore coaching and training together - https://calendly.com/marcuscauchi/let-s-explore-coaching-training If you have a good idea for a show or want to introduce a potential guest, email [email protected] with "INQUISITOR" in the subject line Thanks for listening and happy selling ...

Allan Adler is the creator of #GoToEcosystems #Community and the #EcoOps Method. He is founder of Digital Bridge Partners, tech investor and in my opinion, Allan is one of the 3 freshest minds alive in sales today - ask me who the other 2 are by DM What is an ecosystem? What makes ecosystems work? On average why are partner assisted 70% larger than cold prospected deals? Allan explores 21st century#ERP Ecosystems Relationships Partnerships If you can MAKE THE TIME to the #PLXSummit in November. You can register FREE here. 5 days of #Ecosystem action leaders sharing their real world experience. https://www.plxsummit.com/ 7th-11th November Contact Allan via linkedin.com/in/allanadler Website: digitalbridgepartners.com (Company) Phone: +1 425-239-8774 (Mobile) Email: [email protected] Twitter: digitalbridgep -- What do you want your career to give you in life? How certain are you that where you're headed is where you want to take your life and career? What's your plan to make that happen? If you want to hop on a call to explore coaching and training with me https://calendly.com/marcuscauchi/let-s-explore-coaching-training Ask me about FATT Club - the best way the cut the fat from your sales and revenue function [email protected]

Bob Moesta is one of the 2 freshest minds in sales today. He apprenticed under Drs W. Edwards Demming, Genichi Taguchi, Willie Hobbs Moore and Clayton Christensen. We explore what #innovation is, and isn't. Bob then unpacks the 5 key skills great innovators demonstrate. He will unlock new ways of looking at your problems, understanding them, and producing solutions to real problems that people want to buy. Get Learning to Build here - https://tinyurl.com/2cw38ubz If you want to contact Bob (and I strongly suggest you do), the catch him on via linkedin.com/in/bobmoesta Websites: therewiredgroup.com/ (Company) bobmoesta.com (Personal) jobstobedone.org (Blog) Phone: +1 586-531-9745 (Mobile) Email: [email protected] Twitter: bmoesta -- You can book a time in my calendar here - https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Rob Morley, co-founder The Fountain Partnership. Our topic of conversation is #neurodiversity. His condition is #ADHD. We identify a few of the more commonly known #neurodiverse conditions are #Aspergers, #Autism, #Dyslexia with the lens of how do turn these conditions into gifts. We begin by defining what neurodiversity is and isn't, and how the labels and words we use make all the difference in how we perceive a situation and judge people. We explore the economic and human arguments for building diverse teams of people - a range of histories, demographics, ethnic, religious, age are great - but unless the team is neurodiverse, there is a grave danger of groupthink and parochialism taking root. Rob and I dig into intentionally hiring for neurodiversity Rob can be contacted on linkedin.com/in/robmorley2 Website: fountainpartnership.co.uk Email: [email protected] -- Contact me on [email protected] or book a time to talk about how you can achieve your full potential - https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Klisman Murati is founder and CEO of Pareto Economics, the creators of The Global Power Index, GPI™ which is used by governments, investors, family offices to have a lens 30 years into the future. THE GPI™ shows how capable a country is of achieving what it sets out to and it is measured in relation to other countries globally and locally. Unless you start looking above the clouds, you run the serious risk of being caught out through lack of preparedness and acting upon poor and incomplete information. Klisman is a fascinating character. I met him when he gatecrashed one of my classes and became a key contributor to the entrepreneurship programme back in 2012 when I was teaching at Roehampton University. His story is very impressive especially when you consider the impact the GPI™ Index will have on global investments. Definitely one to watch in the future. Contact Klisman via linkedin.com/in/klisman-murati especially if you want to be invited to the GPI™ Conference in 2024. Websites pareto-economics.com (Company) klismanmurati.com (Personal) Twitter: KlisEmm Klisman Murati Shownotes: Pareto Resources Pareto Economics Website: https://pareto-economics.com/ Global Power Index 2022 Rankings: https://pareto-economics.com/global-power-index/ Pareto Economics YouTube: https://www.youtube.com/channel/UCByNVk6Z4YRTLMKNyhu3bBw Klisman Murati’s Linkedin: https://www.linkedin.com/in/klisman-murati/ Global Power Index 2022 Core Report: https://pareto-economics.com/product/global-power-index-core-report/ Klisman’s book recommendations: Globalisation and its discontents by Joseph Stiglitz FREE by Lea Ypi Zero to One by Peter Thiel The New Paradigm for Financial Markets by George Soros Blood Oil by Leif Wenar Millennium by Felipe Fernandez - Armesto -- Contact me via [email protected] If you want to talk to me about training and coaching for you or your people https://calendly.com/marcuscauchi/let-s-explore-coaching-training Successful Selling: https://www.laughs-last.com/successful-selling/ Ask me for a guest ticket

Fergus Connolly and Johan Taft are both extraordinary high performance coaches helping successful people grow to meet their full potential ... and then stretch some more. We discuss the importance of regular attention on fundamentals, on purpose, discipline and commitment. We dig into mindset, beliefs, attitudes, values and needs. We dig into the habits of success and the barriers. Make sure you also check out the episode coming up in a couple of weeks with former SBS Sergeant Major, Garry Bamford. He was head of recruitment for UK Special Forces and knows a thing or two about selection and recruitment of highly talented interdependent team players who understand that they serve the mission and their teammates before they serve themselves. Contact Johan via linkedin.com/in/magnifyyourgreatness Websites magnifyyourgreatness.com (Company Website) sportingmindmastery.com/ (Company Website) Fergus can be found at linkedin.com/in/fergusconnolly Websites fergusconnolly.com (Company) fergusconnolly.com/lessons-from-sport (Company) fergusconnolly.com/blog (Blog) Twitter: Fergus_Connolly -- Want to hire winners, who succeed, improve over time and stay? https://www.laughs-last.com/hiring-winners/ Want to sell build an unstoppable sales career? https://www.laughs-last.com/successful-selling/ Email: [email protected]

"Lead with answers that create questions in your buyer", says Dr Brian Glibkowski, creator of Answer Intelligence (AQ)™. We are often taught that "our credibility comes from the questions we ask, not the information that we give" and to a point that is true. Ask great, thought provoking, insightful questions and you clearly demonstrate your competence and credibility. But do we really pay anywhere near enough attention on the answers you give? In the same way that you are unlikely to ever hear an original objection or be asked an original question, ALL of these communication moments can be planned, prepared and rehearsed until they are a natural part of every salesperson's and manager's repertoire. individuals overemphasise on questions and minimise importance of answers Brian continues, "Sellers have no typology of answers. We have the 6WH typology for questions but we don't pay critical attention and focus on becoming better at providing answers. There is often a mismatch between their questions and our answers resulting in disconnected conversation, a lack of listening and the quality of answers is shallow." You can't sell shallow and sell deep at the same time. The lack of intentionality is projected out from sellers to buyers, who reflect back the high self-orientation of sellers who too often aren't present because they are listening for a gap to speak or ask their next manipulative, self-serving question. Some really juicy material in this episode. Contact Brian via linkedin.com/in/glibkowski Website: RaiseYourAQ.com (Company) Email: [email protected] Twitter: sixQSoftware -- Contact me via https://calendly.com/marcuscauchi/let-s-explore-coaching-training to book some time to explore coaching or training for you and your sales, management and leadership teams To Hire Winners in sales, channels, CS, RevOps, management or leadership click here: https://www.laughs-last.com/hiring-winners/ To design the career you want, to give you the life you want and learn how to write your own paycheque click here: https://www.laughs-last.com/successful-selling/