TheInquisitor Podcast with Marcus Cauchi

This one is a belter. Prepare to open your mind to #WickedProblems. What's a wicked problem? A wicked problem is a problem that's difficult or impossible to solve—normally because of its complex and interconnected nature. Wicked problems lack clarity in both their aims and solutions, and are subject to real-world constraints which hinder risk-free attempts to find a solution. Alexander Knapp has been helping solve wicked problems around the world since the mid-1990s in places like The Balkans, Darfur and Somalia on behalf of the UN. Usually first feet on the ground at the breakout of peace, Alexander and his incredible team live by 4 rules: 1. The first solution will fail, gather data, learn, try again. Repeat. 2. Stakeholders differ 3. Rules change as you play 4. No perfect answer - only imperfect options Sound familiar? Bring a notepad and pen. Listen multiple times. And please share with your team, your leaders, your partners. And tag someone specific who needs to hear Alexander's message Contact Alexander via linkedin.com/in/atknapp or email her at [email protected] Also download AKC's culture deck here: https://www.akc.global/opportunities/ It is nothing short of brilliant -- If you recognise your problems with sales, marketing, customer success, account management, churn, compensation, hiring, recruitment, leadership, management, partnerships and alliances, measurement won't be solved by doing what you're doing, email me [email protected] Me and my merry band of partners who are the BEST IN THE WORLD at what they do, come together when you need them, where you need them to tackle the complexity. Book a preliminary call with me - https://calendly.com/marcuscauchi/discovery-call-15-mins No pressure. No guarantees. But I do promise you will never see your business in the same way after we speak

Rikki Arundel is a story telling expert and high profile speaker on gender inclusion. She also happens to be trans. We discuss DE&I, bias, the journey she went through from successful salesperson and manager in the financial services world to a stalwart advocate for the rights of minority groups. We celebrate difference. We discuss the challenges, the hardships, the discrimination and the courage required to be different. We have a grown up, un-PC, un-woke discussion without treading on egg-shells. It was a wonderfully refreshing exploration of a sensitive and difficult topic which usually has white middle aged men like me fleeing for the hills. I hope it's opened your eyes and your heart to acceptance and seeing the value of hiring for difference and making it safe and possible for those who are different to fit in and contribute fully. I'm sure there will be a few of you who will allow your prejudices to get the better of you. Please don't behave like a twat in your comments. You know who you are that I'm speaking to. There's no need for it. Ask intelligent questions, challenge but play respectfully. It's the grown up thing to do. Please listen. Rikki makes immense sense and I feel richer for having met her. linkedin.com/in/rikkiarundel Websites rikkiarundel.com (Company Website) genderspeaker.com (Company Website) calendly.com/rikkiarundel/speaking-discovery-call (Book a 30 Min Discovery Call) Twitter GenderSpeaker gendershift RikkiArundel -- Contact me on [email protected]

Meghann Misiak helps early career salespeople develop the right habits, mindset and skills to get on the fast track in their sales career. When you're as long in the tooth as me, it's good to be reminded how tough it is starting out in sales. I was always grateful for a helping hand especially when you have doubts, you face obstacles or you feel out of your depth. A lively, practical guide for young salespeople looking to accelerate your path to Presidents' Club Contact Meghann on linkedin.com/in/meghannmisiak Twitter: megmisiak -- Contact me on [email protected]

Stewart Townsend offers Channel Sales as a service #CaaS. We discuss why channel sales is a more efficient way of achieving scale without loss of control. We explore what makes channel sales work and what causes your partners to fail to perform and why that is usually on you. Channel is the hardest and most challenging way to go to market, but it also offers the highest rewards without the expense and headache of trying to build an army. A #ChannelManager is closer to a General Manager than it is to a Sales Manager. A #ChannelChief is closer to a Chief Executive than they are to a VP of Sales. If you doubt this, check out Jay McBain's excellent infographic. Contact Stewart via LinkedIn: linkedin.com/in/stewarttownsend Websites stewarttownsend.com (Personal Website) channelasservice.com (Company Website) Twitter: stewarttownsend -- Contact me at [email protected] if you want to join me on the podcast or can recommend a great guest

David Mullins is a sports psychologist who develops world champions in mixed martial arts, football, rugby and other sports. Hr explains the importance of learning to accept what you can and can't control, be clear about the objective when you show, which is to be present and perform at your best, in the moment. Distractions like a winning a contract or promotion, the hope for the trappings of success in the future, can get your mind out of the fight where it needs to be, resulting in a losing performance, David explores the importance of concentrating on the fundamentals, the boring basics. We dig into the power of fair, relevant and accurate self-talk. He spotlights how we often lower our goals in the face of adversity instead of giving yourself the advice you need to hear to rise above it, and why we need to keep fighting from every angle even when we're down. We draw some important parallels with selling. Improvement is a process. You have to let your ego suffer, to have the patience to start out bad, refine your skills, and grow over time. Putting the hours in is not enough. Without deliberate, intentional practice you will stay stuck and never meet your full potential. Teach once, learn twice is a powerful way to learn. Study your competition. Read around your discipline. Reflect regularly. And accept that your plan may not survive contact with your prospect. If you've put the intentional effort in, you'll be more ready to adapt. The best fighters practice counters to their rivals counter moves. Sellers must do the same. Contact David by hunting him down! -- Contact me at [email protected]

Jackie Handy and I discuss #DEandI, #Diversity #Equity and #Inclusion. We tackle some delicate and uncomfortable topics without tiptoeing around them. Hard hitting, no compromise discussion about an area that too many people are afraid to take on. Enough with the wokeness of it all. Stop paying lip service. Stop virtue signalling that you are an equal opportunities employer when you hire for difference and fire for not fitting in. Stop lying to your market, to your employees and yourselves. DE&I is not some snowflake, liberal issue. Diverse teams produce significantly more creative solutions to difficult problems than teams living in an echo chamber with their limited view of the world colouring their thinking. Yes, it's bloody hard work. Yes, it's difficult. And yes, it is going to be uncomfortable. But the pay off is well worth the effort. It's not about pandering to a few. Marginalising and discriminating against those who are different speaks to the culture and leadership in your business. It is the right and decent thing to do. And it is significantly more profitable. It's positively impactful on your business, your people grow and develop, you serve your customers more effectively and it increases the value of your business for shareholders if you actually put in the heavy lifting instead of making it an exercise in box ticking. Jackie is eloquent, insightful and raises some of the most interesting and toughest questions. It was a genuine joy to interview her and learn about this vitally important topic. Contact Jackie at Runway Global via linkedin.com/in/jackiehandy Website: jackiehandy.com (Company Website) Twitter: Runwayglobal -- Contact me on [email protected] Please tag someone who needs to hear this message. And an honest review of #TheInquisitorPodcast will be very welcome

Becc Holland, CEO of Flip The Script explains why best practice isn't working. Banging her head against fixed mindset leadership she discovered 76% SDR not hitting quota 85% AE not hitting 75% of quota Seriously folks. How the hell is this even remotely acceptable. It is unsustainable and creates dreadful conditions EVERY KPI is wrong! KPI correlation does not point to causation. We are misdefining MQLs, SQLs and making the conflict between marketing and sales. Open your eyes, your ears and your mind. Ask better questions. Start with "Why are we doing things this way?", "Does it serve us today?", "How are we creating completely preventable problems?" "This is how it's done!" is a completely unacceptable and toxic response. Becc and I discuss what is objectively true. You probably won't enjoy this episode because you'll learn how you are double paying to slow down your buyer's journey. Contact Becc via linkedin.com/in/beccholland-flipthescript Website: https://www.flipthescript.co/ -- Contact me on [email protected] -- Tag a founder, CRO, CMO, VP of Sales, VP of Marketing who is screwing the pooch with their metrics, how they compensate to drive away customers, churn salespeople and burn through managers

Dr Terri Levine has helped hundreds of business create authentic relationships with their customers without manipulation or deceptive marketing that build barriers between you and your prospective clients. Terri explains why marketing funnels get in the way of trust, and why you should be rigorously authentic in your marketing. This was a genuinely enjoyable conversation with someone who has mastered marketing and communication at a visceral level. I hope you enjoy the episode as much as I did making it Contact Terri via linkedin.com/in/terrilevine Websites go.heartrepreneur.com/training-conveyorbelt ( https://linktr.ee/drterri) facebook.com/groups/heartrepreneurswithterrilevine/ (Company Website) promisingprofits.com (Text me: 808-DrTerri) Twitter: MentorTerri -- Please like, comment, tag someone and share this episode. If you feel #TheInquisitorPodcast deserves wider recognition or you hate me, the style or the episode, please go and give us an honest review. We love feedback and learn from it To get in touch with me at [email protected]

Jason Bay /JBay is Chief Prospecting Officer at #BlissfulProspecting. He trains B2B sales teams to sell efficiently, effectively and ethically. In this refreshing interview we challenge the status quo in sales - shitty metrics, bad management thinking, compensation that drives terrible sales behaviour, burnout and the incredible waste that most B2B organisations are guilty of inflicting on their own and their customers. We discuss subtracting not adding to our prospecting process. How do we find ways to be more effective? How do we simplify? How do we enter the conversations that executives are having that make us a strategic provider? How do we educate our market in a way that differentiates? How do you remove first person (I/we) messaging and replace it with second person (you/your). Bring a pen and notepad to this episode if you are involved in outbound sales. You won't regret it. Contact JBay via linkedin.com/in/jasondbay Websites blissfulprospecting.com/ (Company Website) pod.link/blissfulprospecting (Listen to our podcast) blissfulprospecting.com/bite-sized (My best bite-sized content) Twitter: jasondbay -- Contact me on [email protected] Please leave an honest review at Apple or Google podcasts. Share or tag this episode with someone who needs to hear the message JBay brings

Sean Weafer helps individuals and teams develop trust through leadership. He is author of 3 books, his latest being 'The Highly Trusted Advisor: How to Lead Teams and Win Clients in the Hybrid Age'. We explore why leaders and salespeople need to move from being an expert who relies on specialist knowledge and technical competence, to being a highly trusted advisor to your colleagues, team members and clients. Sean is funny, engaging and speaks a lot of sense that aligns neatly with the core philosophy of #BuyerSafety. Contact Sean via LinkedIn at https://www.linkedin.com/in/seanweafer/ Websites: SeanWeafer.com (Coaching, training & speaking) G2SCoachingSchool.com ({:category}) Twitter: SeanWeafer

Charles H Green is a giant in the professional services world. He has a profound impact on those he works with with his central message around trust. Almost everyone in business will have been affected indirectly by Charlie's work. He is author of #TheTrustedAdvisor, #TheTrustedAdvisorFieldbook and #TrustBasedSelling. He is the creator of the #TrustEquation Trust = Credibility + Reliability + Intimacy / Low Self Orientation This is a masterclass from one of my mentors. Listen with a notepad and pen Charlie is winding down to a life of golf in Florida but you can follow him via his LinkedIn profile here - linkedin.com/in/charleshgreen Websites trustedadvisor.com (Company Website) trustedadvisor.com/trustmatters (Blog) vizibility.com/CharlesHGreen (My Google Hits) Email; [email protected] Twitter: CharlesHGreen -- Contact me via [email protected] AND ... Please leave an honest review of #TheInquisitorPodcast at Apple or Google podcasts

#TheInquisitorPodcast brings you the first of many conversations between buyers, sellers, deliverers and users of sales training on behalf of Sales: A ForceFor Good #SAFFG. Our first international panel comes from L&D, Enablement, Procurement, Sales Leadership and Delivery. This discussion pulls back the curtain and shows training organisations what buyers in enterprise really prize. You'll uncover several glaring gaps in diagnosis, discovery, execution, follow through on both sides. You'll discover ways to stand apart in the crowded training space. And you'll learn something new about the future of sales, and how providers need to prepare if they are to be relevant. Karen Young - linkedin.com/in/karenyo Marco Mullers - linkedin.com/in/marcomullers Jill Robbins - linkedin.com/in/jillerobbins Website businessfierce.com (Company Website) matchbookinc.com (Company Website) Angelique Rewers - linkedin.com/in/angeliquerewers Websites thecorporateagent.com (Company Website) thecorporateagent.com/media (Portfolio) realdealconference.com/ (Company Website) -- Sales: A ForceFor Good #SAFFG is a global community committed to fixing what's broken in sales. We are taking on the toughest challenges in sales, asking the hardest, most uncomfortable unasked questions. And we're developing solutions which we're making freely available forever for members. If you want to learn more DM on LinkedIn or email [email protected]

... And talk to your unhappy customers. They'll teach you how to get better. Nigel Davey says, "There's a cost to learning what worked and didn't work. The biggest cost is time". Stop selling transactions. Focus on lifetime customer value. That's "how much they spend before they tell you to go away!" What's it cost you to acquire a lifetime customer and what's it worth investing to attract the right customers. Nigel reminds you to beware becoming too heavily locked into one or two customers. Spread your risk. He warns against cutting your marketing when times are hard. Feeding your pipeline is a daily requirement. Communicating, raising awareness, building association and familiarity with your brand is non-negotiable if you want to thrive through hard times. Keep nurturing your pipeline, even when your prospect says no. Contact Nigel via linkedin.com/in/nigeldavey Website smeneeds.co.uk/evidence/ (SME Needs'​ Testimonials page ) smeneeds.co.uk/how-we-help/ (SME Needs - how we help you) -- Contact me at [email protected] Please tag someone who will value listening to this episode. If you've not yet done so, please leave an honest review for #TheInquisitorPodcast at Apple or Google podcasts

How do great leaders become really great leaders? Leaders are hired to deliver results but when you get complacent, or let your ego trap you into architecting problems down the road. Andrea Petrone helps great leaders become great leaders. We discuss the dangers of being trapped by our familiar ways and traditions. We explore leadership in all it's glory. What does great leadership do that average doesn't? How does that affect the behaviour of those they serve? Why do great leaders get the best out of people and what does that do for performance and results? "Great leaders are lifetime learners" says Andrea. Learning is the responsibility of the individual learner. They have the humility to ask for help and never feel like they are the finished article. They show others it is safe to ask for help. They create a learning culture. They create the conditions for others to excel. They create the conditions for people to willingly collaborate, to have each other's backs. This frees up time for management to do their main job and reduce the need to be the supervisor. Great leaders empower, give voice to and credit others. Are you equipped to handle the pace of change? Are you taking calculated risks or playing not to lose? How do you simplify your strategic priorities? Why is there so much trouble with execution? Are you developing your people for the right reasons? How are you driving collaboration? What is your future worth? Contact Andrea via linkedin.com/in/andreapetrone Websites andreapetrone.com (Personal Website) -- Have you reviewed #TheInquisitorPodcast on Apple or Google yet? Please make 5 minutes to give an honest review. 1 star or 5 stars or anything in between. Who are you? What's your job? What do you actually do? Why do you listen to TheInquisitor? Has it helped you in your life or work? How often do you listen? What value do you derive to keep you coming back? What would you like me to change about it? Do you ever share episodes? Who do you really want me to interview? -- If you want to get in touch with me, [email protected] or DM me on LinkedIn

retired at 37 after what appeared to many as a glittering fast track career when she sold her business. Inside she was a wreck. She was burned out, suffering from internal bleeding and not made for retirement. Author of The Six Habits, she helps people turn their dreams and ambitions to life, without paying the negative price for unbalanced success. She is fast paced, uncompromising and controversial. I thoroughly enjoyed this conversation and you will too. She tells her own story, explains how success is misunderstood and can harm you if you don't go about achieving it in the right way for you. Laura continues to run her businesses but this time round she is applying the lessons she learned when success almost killed her. Contact Laura linkedin.com/in/lldibenedetto Websites lauradibenedetto.com (Company Website) vision-advertising.com (Company Website) vision-advertising.com (Company Website)

Karin McKercher, helps sales teams make the red tape shorter and compliance easier. Contracting with legal can be easy or hard, fast or slow. This episode is about making it easy and fast. We discuss the kinds of things you can control and get ahead of, to make this less of a nail biter, limbo space in your relationship with buyers. The legal side is an area so far out of most salespeople's daily experience that when contract negotiations do occur, they can fumble or paralyse, give away authority or squander leverage, say or do things that do harm to both sides mutual interests. Karin is CEO fo Twenty2. Their bread and butter is doing this on behalf of software companies or teaching them how. Contact Karin via: linkedin.com/in/karinmckercher Website: twenty.group Twitter: KarinMcKercher -- #TheInquisitor podcast attempts to turn every stone. Ask the questions your itching to have answered. Confront what everyone is pretending doesn't matter or doesn't exist. Explore what's ahead in the future of sales. We'd love you to give an honest review on your favourite podcast player. Please write one today. And tell us what can be improved? What you get value from? What we haven't covered but should? -- Contact me [email protected] or DM me

Melissa Curran focus on what really matters in a business. She ties the principles of a trusting leadership, a trusting culture with clarity of true alignment. In order to deliver the outcomes the customer is buying depends on engaging your people. To engage them, you must first understand them. What drives them? Why do they come to work? For whom? Learning who they are not just seeing them for what they do is a lesson too few managers or leaders ever learn. This episode will make for uncomfortable listening when Melissa poses some simple questions. See how you fair in answering them if you are a manager. I'd love to hear how you got on! Contact Melissa via linkedin.com/in/melissa-curran-learningandperformance Website: modernmindgroup.co.uk -- Tag someone who could do with learning the most important lesson in life about doing the right thing, building mutual trust and driving discretionary effort. -- To contact me email [email protected] Please let me know if you know someone I should interview

Dr K, Fern Kazlow, helps high performers perform at their peak. A clinical psychotherapist and super-performance coach, we explore what it takes to go from high to super performance. We dig into mindset, beliefs, behaviour and something Dr K calls the #ResistanceParadox which she believes the real gold of super performance lies. Dr K is one of the world's leading super connectors. She is funny, quick witted and sharp as a pin. Grab a pen and notebook. And please share this with someone who has unmet potential Contact Fern via LinkedIn linkedin.com/in/drfernkazlow Websites drkazlow.com/ (Dr. Fern Kazlow) facebook.com/drkazlow (Connect with me on Facebook) twitter.com/DrFernKazlow (Connect with me on Twitter) Twitter: DrFernKazlow -- Contact me via [email protected] -- Please like, comment and share this episode with someone who will benefit from the lessons within it

Peter Edge, former policeman, is The Knowledge Detective. Peter and I discuss the importance of preserving knowledge, the impact of losing it and the often ignored or overlooked ways to save it. Peter spends his time helping organisations understand where the hidden value is in their people, capturing it and making it available long after someone leaves. -- Please tag someone who might not realise how much value there is in their business that could leave when they lose someone -- Contact Peter via linkedin.com/in/peteredgespeaking Website: peteredge.net (Book me to speak at your event) Twitter: PeterEdge12 -- Contact me via [email protected] if you'd like to recommend a great guest -- Please share this episode with someone who risks losing valuable knowledge

Steve D Sims left school at 15. An East London bricky now makes the dreams of billionaires come true. His concierge business Bluefish has a worldwide reputation for making impossible dreams a reality. Steve is a keen observer of the human condition. An introvert without a wealth of qualifications or schooling, Steve has learned from the world's most successful entrepreneurs, artists, entertainers. He's funny, irreverent and fast paced. He defines the art of the possible. If there is a way to make something happen, Steve is the man to do it. He is always looking for solutions, for ways to help his clients and have blast along the way. This episode is an adventure through the looking glass and down the rabbit hole. A masterclass in approaching, engaging and helping the ultra high net worth community and a litany of essential lessons in what not to do. I get schooled by him. You'll enjoy that part. He is a consummate story teller who will have you in awe and stitches in equal measure. One of my favourite episodes so far. This interview was a genuine delight to facilitate. Make sure you read his excellent book #Bluefishing. Must read!! A learn from him in his Facebook group Contact Steve via linkedin.com/in/stevedsims Websites stevedsims.com (Personal Website) thebluefish.com (Company Website) facebook.com/SteveDSims/ (Facebook) Twitter: UglySims

Simon 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. When you realise how inefficient most businesses and most employees are through observation, challenging attachments and getting away from the "that's not how we do things around here" mentality, business becomes even more fun, more profitable, more certain. All businesses are attempting to manage the deployment of scarce and finite resources in the time available, maximise the money coming into and remaining within the business and minimise the wasted expenditure, and mitigating risks to deliver certainty. We dig into how to do this using smart sprints. Simon has successfully added AND delivered the intended outcomes they paid for to over 5000 new customers in the past 12 months with a supremely lean organisation. His use of strategic alliances and partners makes him the poster boy for the way smart businesses will operate in the future. Success in the future will depend largely on your skill and willingness to collaborate. Contact Simon via LinkedIn at linkedin.com/in/simonseverino Website: strategysprints.com (Company Website) Email: [email protected] Twitter: simonseverino -- If you know an owner or CEO who is struggling with resource constraints, upward delegation, finding themselves or other key company officers being bottlenecks, please share this episode and tag them on LinkedIn -- To contact me email [email protected] -- Subscribe on Podbean or on: Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast-with-marcus-cauchi/id1341867086 Spotify: https://open.spotify.com/show/4NiHTnEEg7LlDyWqyyw22J?si=kQF5onfBQWGordIw7ZRjuA&dl_branch=1 ListenNotes: https://www.listennotes.com/podcasts/welcome-to-theinquisitor-podcast-with-uUrLzC8yAJO/

"The big mistake leaders make is expecting people to earn trust instead of giving trust", says Aaron Schmookler. "People will live up to, or down to the expectations you set for them." Aaron nearly killed his business partner. That was how they started their business. He is a #CultureEngineer. They fight a lot but they fight fair and fight about ideas to improve the work lives and improving the businesses they serve. How do you manage your response to change and how you treat people? How do we shape structures inside the company so people will give us their best? What does it take to breed loyalty in and among the team? How do you get past short-termism and transactionalism? What if people abuse your trust? We explore Aaron's 8 steps for teamification. They will surprise you. A seriously interesting and vital episode for any manager or leader. And if you aspire to manage or lead, this is a great springboard to advance yourself in these roles. Contact Aaron via LinkedIn at linkedin.com/in/schmookler Website: TheYesWorks.com (Company Website) Email: [email protected] Twitter: TheYesWorks -- Please be sure to share this with at least 3 people who will benefit from listening to Aaron's recommendations and experience -- Contact me via [email protected] if you want to have a chat about leadership in your business

3x times best selling author, trainer, coach and action leader Tony J Hughes discusses his new book #TechPoweredSales. We explore why technology is a game changer when well designed and intelligently implemented throughout the sales lifecycle. Tony and his co-author Justin Michael have written what is probably the most important sales and revenue operations book to hit the shelves in 20 years. Ignore their message at your peril. We explore the human-technology partnership that the world's most successful salespeople are adopting. Based on in-depth, real world research and field experience Tony shares exclusive insights into what the best of the best are doing, their habits, the impact they are having on their companies. We dig around the best and the worst practices, how salespeople, management and leadership need to adapt, or die. A must listen episode with one of the greatest minds in modern sales anywhere in the world today. And we predict the future of the sales profession. If you want to remain in professional selling and thrive instead of eke out a meagre living before being replaced by robots, bring a note pad and take copious notes. Take the lessons to your management. And if they aren't willing to adapt, find another job with a company and management that is ready to join the tidal wave that will crush the luddites and dinosaurs. The future is already here and it is #TechPoweredSales Contact Tony on LinkedIn via linkedin.com/in/hughestony Websites tonyhughes.com.au (Personal Website) rsvpselling.com/ (Company Website) Email: [email protected] Twitter: TonyHughesAU -- Make certain to share this episode with someone who wants to advance their sales career or has a team of salespeople who have stretch targets to hit and are struggling to make their quota consistently -- To contact me email [email protected]

Curt Friedel is the Director, at the Center for Cooperative Problem Solving at Virginia Tech. We discuss adaptation and innovation in people, in business and in teams. We explore the implications of people who operate at each end of the spectrum, and the power of having a team who can offer both qualities. We use my profile as a baseline to explain the implications of being a strong innovator (139/160!!) and why I got into so much trouble throughout my career. Curt can be contacted via linkedin.com/in/curtfriedel Websites alce.vt.edu/people/faculty-staff/friedel/friedel-bio.html (Personal Website) alce.vt.edu/signature-programs/problem-solving/problem-solving.html (Company Website) aggregate.info (RSS Feed) -- If you found this helpful then please think of at least one person who would benefit from listening and share it with them directly -- To contact me email [email protected] and if you know someone, perhaps you, who would make an interesting guest for #TheInquisitorPodcast, please connect us via LinkedIn or over email

Bradley Paster helps his clients understand and mitigate risk throughout your entire supply chain. He makes the important distinction between suppliers and vendors. We dig into the levels of exposure even marquee organisations like Apple face because their sub-tier supply chain is vast and opaque. Problems with a tiny specialist supplier of a commodity that is vital to enable you to ship your product. Loss of such a supplier can prevent you going to market. or bring our economy to a grinding halt. Careless, broad sweep cuts by finance may put your business at risk. Bradley and I explore the crucial importance to understanding and managing risk. As sellers, understanding your prospects' risk, arms you with powerful leverage and the raw material to develop pain by numbers which can be personalised for the person you are selling to today. We uncover why the levels of complexity in the supply chain require technology to understand it because you cannot hire enough qualified people to do the job. Contact Bradley via LinkedIn linkedin.com/in/bradleypaster -- Please share this episode with someone who really needs to understand the risks of their prospects where supply chain risk and understanding is key to solving their customers' problems and deliver heroic outcomes -- Contact me via [email protected]

A 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? 9. Who needs to be on side for training to succeed? The conclusions around commissioning and planning mistakes were very telling, as were the observations about management, coaching, measurement, reinforcement. This is the first of several panels Sales: A Force For Good #SAFFG will be hosting to tackle the endemic problems that exist in sales, sales management & leadership, sales recruitment, sales compensation, sales culture. Your input, suggestions, criticism and feedback are very welcome. We are committed to making sales the noble profession it should be, and your views are valued even if we don't agree with them. We get better not by listening to ourselves but by inviting a range of opinions and experience. If you want to get in touch with me [email protected] Please share this episode with your sales leadership, L&D, HR, your trainers and your coaches. We'd love to hear from them

You can learn a lot from working on a trauma unit in a hospital. A thriving sales operation requires many of the same skills. Identifying the real problem quickly, prioritising and triaging where attention is required and administering treatment where and when it is needed most. All whilst remaining calm and overriding the temptation to focus on who is shouting the loudest, and all with limited resources. Sarah Downs, former trauma nurse, has transitioned from A&E to sales leadership. She shares her insights on sales, and the parallels between the sales environment and the transferable skills she picked dealing with emergencies and traumas. A refreshingly fresh perspective offering some valuable insights sales leaders and salespeople can implement quickly and simply. Contact Sarah via linkedin.com/in/sarahdowns-doqaru Websites doqaru.com (Company Website) linktr.ee/SarahDowns (Portfolio) -- If you know someone who'd benefit from listening to this episode please share it with them or tag then on LinkedIn -- Contact me via [email protected] or via DM on LinkedIn. WOuld you be an interesting guest? Do know someone else who would? Is there an author or revenue leader you'd like me to interview?

Graham Botwright is CEO of The Gap Partnership. He specialises in the commercial psychology of #negotiation. We start by exploring the importance of internal alignment when #negotiating. Winging it is lethal. We dig into what makes for good negotiation, why price is almost never the real issue, what drives good deals, builds long term strategic relationships and value. Graham explains the power of intangible value. We delve into the importance of understanding the implications and moving parts behind the decision. Buyers RENT outcomes, they NEVER buy products or services. We point the spotlight at what buyers actually care about and what drives buyer's drivers.How do you get inside their heads? Contact Graham via linkedin.com/in/graham-botwright-0374561 Website: thegappartnership.com (Company Website)Email: [email protected]: g_botwright -- Please share this with someone you know who needs help with their negotiations or needs to improve their discovery and qualification -- If you want to get in touch with me [email protected]. Perhaps you'd be an interesting guest or can recommend someone who would be

"Strategy should be simple", says Gary Mitchell. He has never had a transformation programme fail to meet its desired goals in 35 years. Gary explains why starting with your customer journey is the foundation of great, #executablestrategy. He explains why failing to start with your customer sends you off target from the start. We break this down in a blow by blow approach to developing customer insights, mapping the customer journey, extracting the knowhow and real world experience from your people to define the 3-8 bets you are going to make that will get you 80% of your intended end point. We discuss who should be involved? When? Their roles? What will cause this process to fail? The role of leadership? And the importance of hitting the 6 month milestones to cement the credibility of your strategy across your entire organisation. Gary helps #PrivateEquity backed companies build strategies that deliver the growth and exit ambitions of their shareholders, their leaders and their employees by putting the customer at the heart of everything you do. Contact Gary via linkedin.com/in/garymitchellgmc Websites gary-mitchell.com/blog (Blog) gary-mitchell.com (Company Website) hqi-connect.com (Company Website) Email: [email protected]: Gary_Mitch--Please share this episode with someone you know who is struggling with their strategy, of a contact in Private Equity who has investments that are underperforming--To contact me [email protected] or DM if you would like to be a guest, or you want to scale your technology business without losing control or giving away ownership to investors

"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 Google’s 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 why you need to think as your customer and put in the hard miles of research, planning, testing, speaking to and listening to customers to make your marketing timely, relevant and valuable enough to drive buyer desirable behaviour at each stage of the funnel. We question why vanity metrics are prioritised over outcomes for clients, and discuss how Digital Marketing can work exceptionally well for some businesses when they go back to the first principles of business growth. We also explore the interplay between marketing and sales, leadership and management culture, the power of collaboration and the critical importance of building your business around your customer's success and delivering their outcomes. Marcus is also a committed environmentalist and we discuss his initiative to encourage individuals and businesses to plant 1 million trees each. Having only launched in April they already have 23 million trees pledged with 2.5million already planted. Contact Marcus via LinkedIn at https://www.linkedin.com/in/marcushemsley/ or [email protected] Websites fountainpartnership.co.uk/ (Fountain Partnership ) milliontreepledge.org/ (Million Tree Pledge Site) If you found this episode helpful then please think of one person who would also benefit from it and share it with them -- Contact me via DM or email [email protected]

The big question is why should retail marketing professionals care about #OpenBanking? With the removal of 3rd party cookies, many brands and retailers are scrambling to find workarounds to replace them. Andries Smit is CEO and co-founder of Upside. Upside provide consumers with instant #cashback paid straight into their savings account. Apart from the obvious benefits to consumers of not having to wait weeks or jump through hoops to get their cashback, consumers get to take advantage of highly targeted and personalised offers from brands and retailers. Andries explains how open banking enables retailers to grow spend from existing customers, map exactly how much their customers are spending with competitors, and use those insights to target offers to grow #walletshare, attract competitors' customers and build brand loyalty. This represents the start of a renaissance in marketing and is possibly the biggest evolution in data driven marketing we've seen in our lifetime. If you know a finance director or CFO in a brand or retailer, or brand or retail CMO, please make sure you share this episode with them. I've seen the detailed insights Upside can offer them through open banking and they really do deliver #MarketingCertainty. This puts true precision into consumer marketing based on real world buying behaviour, not intent data which is unreliable in comparison. Andries can be contacted via LinkedIn at linkedin.com/in/andriessmit Twitter: DriesSmit -- If you want to contact me, [email protected]

Kevin Beales is CEO of Refract. Kevin has taken refract from start up to being acquired by Allego. Kevin eats his own dog food. He and all his team use their conversational AI to analyse every call, improving incrementally on a daily basis. Everyone one of their salespeople listens to at least one of their own calls every day so they can experience what is like to be a buyer buying from them. Refract helps salespeople understand exactly how they're performing, and compare their performance on every call with millions of other calls. Ambitious, growth minded salespeople love this kind of technology. Closed minded and brittle salespeople complain its "Big Brother" gone mad. Great salespeople practice on purpose. The rest practice in front of the customer. We discuss the power of incremental learning, self reflection and self assessment of performance. We explore the many challenges of building a fast growing technology business in a new category. We discuss the joys of dealing with staff, investors, being acquired. A frank, funny and honest conversation with a genuinely decent leader. Well worth a listen. Contact Kevin linkedin.com/in/kevinbeales Website: refract.ai (Company Website)Email: [email protected]: kevinbealesKevin is always on the look out for top sales talent and potential. Drop him a line with a message that makes him want to call you back!--Think of someone who'd find this episode useful. Share it with them. And if you feel the urge to leave an honest review on Apple or Google podcasts, please do--If you want to be a guest on the show or can recommend someone you feel I should interview email me at [email protected]

There is both Art and Science in procurement. Phil Ideson helps purchasers and sellers form more effective partnerships. Phil says, "Procurement doesn't make decisions. Procurement does have any money. They influence decisions." The number one problem 600 procurement leaders said they have "is the perception of procurement". Their capability is misunderstood internally as simply providing cost savings, and by sellers as blockers and adversaries. We explore how procurement is measured and compensated, the mistakes made when tactical procurement treats low spend as low importance. Phil appeals for greater communication and collaboration to avoid the breakdown in human relationships which ultimately hurt the business. Contact Phill via LInkedIn linkedin.com/in/philipideson Website: artofprocurement.com (Company Website)Email: [email protected]: pideson--Make sure you share this with your own procurement team if you have one, with your entire sales team and your senior management. Think of one person you can share this with immediately.--Contact me at [email protected]

Max 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/ -- Please share this with a friend who'd find it helpful -- Contact me on [email protected] -- If you found this episode useful, please think of someone who ill benefit and share it with them -- To contact me [email protected]

Zafer Karaca is Vice President, Services & Cloud, Enterprise at IBM. We discuss the complexity of selling complex enterprise solutions to large corporations. The challenges of getting all the moving parts working in concert internally, within the customer, with partners and even with competitors. We discuss how the ability to collaborate, even with your rivals is essential when selling to large enterprise customers is key to your customer's success and your own success. We explore how an infinite / growth mindset is essential and why a closed / finite mindset is harmful to you, your company and your customer. We dig deep into #strategicalliances where you sell WITH not just through partners. Contact Zafer via LinkedIn on linkedin.com/in/karacazafer -- Please share this episode with someone who could benefit from thinking differently about collaborative selling -- Contact me via [email protected] Join Sales: A Force For Good here - https://www.linkedin.com/groups/12530021/ #SAFFG #ProCustomer #BuyerSafety

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: [email protected] worldofmorris -- If you found this useful, think of one other person who'd find it useful too and please share it. If you aren't already subscribed, please subscribe -- Contact me at [email protected] if you want to be a guest on the podcast or you run a tech scale up in the £10-50m range and want to grow 200% per annum over the next 5-8 years

Anna Parker-Naples is a former actress turned podcaster and podcast consultant. If you aren't tapping into the potential of audio marketing, you are definitely missing a powerful resource. An audio audience can help you build your list, grow your sales & marketing funnel in a hyper-targeted way to drive predictable sales and account growth. Anna and I explore several areas relating to setting up your own podcast, getting it widely heard and building your audience. She gives tips on technology, brand building, things to avoid #TheInquisitorPodcast fuels over 50% of my income today by bringing my work to my target audience without ever pushing or having to sell overtly. If you have something to say that others will value, consider setting up your own podcast. Globally there are only 2 million shows covering many aspects of human activity and interest. In my experience, a large proportion of my audience listen to 2 x 1 hour episodes each week. That is a lot of exposure and reinforcement. If you find this episode helpful, can you think of one other person who will benefit from listening? Please share it with them today Contact Anna via linkedin.com/in/annaparkernaples Websites AnnaParkerNaples.com (Company Website) ThePodcastMembership. Twitter: AnnaParkerNapleFacebook Group: https://www.facebook.com/groups/thepodcastcommunity/ . -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

Lorna Lawless, is coaching psychologist specialising in coaching mental toughness. She coaches MMA fighters, salespeople and business leaders. We explore what is mental toughness? Why do people lack it? How does one acquire it? Unless you are aware of where you fit on the 4C-scale of mental toughness it is easy to self-sabotage or fall prey to your internal dialogue. It can diminish you power, eat into your self-concept or make you come across as rude, brash and insensitive. Lorna makes the point that we all have it and are born with a propensity to mental toughness, and it can be developed and coached, but too few managers and leaders are asking is what can they do to develop mental toughness in their people Control Commitment Challenge Confidence Contact Lorna via linkedin.com/in/lorna-lawless-b4729a40 Email: [email protected] Who do you know who needs help with their #mentaltoughness, #resilience or #empathy? Please share this episode with them

For 30 years Zach Selch has identified, recruited, onboarded and grown over 1000 #ChannelSalesPartnerships across more than 130 countries We explore how to identify potential partners, how to select the right #partner and how to help them produce #InternationalSales quickly and consistently. This episode is teeming with decades of practical advice. Listen and learn. Zach’s book #GlobalSales documents virtually every step a vendor needs to take their business global and build a profitable international #distributionnetwork Contact Zach via linkedin.com/in/zselch-internationalsales His Amazon page is https://www.amazon.com/Zach-Selch/e/B08JZ6GVYJ/ref=dp_byline_cont_pop_book_1 Website: https://www.globalsalesmentor.com/ -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

Adam Lawrence shares his stories from his time as an investor. We explore how investors earn their scar tissue. We dig into how investors think and how to pick the right investors for your business. This episode has been the inspiration for my article on Medium called, "Interview With A Vampire" about how to get to the truth and qualify investors to make sure they are right for you and your business. A very frank and unvarnished conversation about one of the biggest mistakes many founders make selecting the wrong investor, at the wrong time, for the wrong reasons. Getting the right investor, for the right reasons, at the right time on the right terms can accelerate your growth but the failure rates of VC backed businesses are alarmingly high. I will say that in fairness to VCs, they are playing in the part of the market that is experimental - your product is new, your management may be untested, and your market may not be properly defined, so these factors carry high risk. Contact Adam via linkedin.com/in/adamglawrence Websites independent.co.uk/student/postgraduate/mbas-guide/embarking-on-an-mba-give-yourself-a-head-start-8557848.html (Press) siliconindia.com/news/usindians/Warwick-Students-Compete-to-Win-1-mn-to-Help-Slum-Dwellers-in-India-nid-146193-cid-49.html/1/2 (Press) wbs.ac.uk/news/not-one-not-two-but-three-teams-of-warwick-mba-students-qualify-for-regional-finals-in-global-competition/ -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

Evelyne Brink is a personal presence and video coach par excellénce. I've worked with Evelyne several time and can attest to how much better my results have been whenever I've had her directing and coaching my video shoots. A mother, actress, Germany's third funniest comedian, singer, author, Madonna impersonator and coach, Evelyne is indomitable and a bundle of energy and joy. But above all, she is practical. Her advice is simple to implement and will help you transform your performance and build your confidence on screen. You can find Evelyne on https://www.linkedin.com/in/evelynebrink/ and via her website https://brinkcoaching.com/ And if you were around in the 80's here's a nostalgic trip down memory lane https://www.youtube.com/watch?v=OsVplKh434g with Evelyne as Europe's number 1 Madonna impersonator -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

"Trust your gut feelings", says Andy Shaw, "We've forgotten to trust our intuition since we became the apex predator". Trust your gut especially if it's not critical. Even if you fail, learn from the scar tissue and calibrate your gut feelings to hone your decision making muscle. If it's critical sense check your ideas with more experience. Ask "Who has already done what I'm trying to do?" It's the best shortcut to learning how to do stuff. We discuss what great looks like in sales, and what doesn't. We dig into Andy's philosophy on great business and great selling by doing a little bit of good. We dig into hiring salespeople and highlight empathy and courage, equal business stature, listening and business empathy. We explore collaboration, the need to slow down to speed up, selling past the surface level symptoms to get to the best solution for the customer, and we explore the power of scaling through strategic alliances. You can contact Andy via https://www.linkedin.com/in/andrewdshaw/ Websites: Personal Website www.andrewshaw.blog https://www.facebook.com/AndrewShaw.Blog https://www.instagram.com/andrewshaw.blog/ Twitter: @andrewshaw_blog Company Website https://www.facebook.com/1Parallel https://www.instagram.com/1parallelnorth Twitter: @1parallelnorth Email: [email protected] -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

Ben Eddy is co-founder and CEO of Mobile Practice. As head of sales enablement for a large technology manufacturer he realised that most of the money and effort on training was wasted. 70% of learning happens in the field AFTER training is over. 74% of managers believe they are coaching their salespeople whilst only 17% of their salespeople believe they are being coached. The most effective learning occurs when a salesperson becomes aware of the impact their behaviour is going to have on their prospect, recognises how they need to modify their approach and then practices the new behaviour until it becomes habit. When they own the new behaviour and put it into context of their real life experience, they improve results. And isn't that really the reason why any business is investing in training their people? Not to get good scores on the smile sheets or track retention. Contact Ben via LinkedIn at linkedin.com/in/ben-eddy-7123b12 Website: mobilepractice.io Phone: +33 6 56 66 77 07 (Work)Email: [email protected]: eddyben -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

Adam King is my kind of marketer. Author of "Conversational Relationship Marketing", founder of Think Like A Fish, he helps professional services firms make the most of the assets, resources and customers they have and squeeze every ounce of value from them without wasting money, opportunity or effort. His results flywheel concept is efficient, scalable and sophisticated without being complicated. We explore 7 revenue multipliers that help you build and accelerate your sales pipeline. We delve deep into the value of referral marketing systems, the power of content with context and the multiplier effect of strategic alliances. Get hold of Adam via linkedin.com/in/mradamking Websites thinklikeafish.co.uk (Company Website) thinklikeafish.co.uk/podcast (The Client Catching Podcast) thinklikeafish.co/talk-to-adam (Talk To Adam) -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

Jonathan Jewell is an academic who lives with one foot in academia and another in business. In a philosophical conversation about change, innovation, exnovation and sales, we dig deep into sales and management behaviour, leadership , investors and where this leaves the customer. A challenging conversation that will leave you with many more questions than it answers. Well worth a couple of listens to unpack the many ideas we discuss. Commissioning academics to study sales can offer insights we can easily miss with our noses to the grindstone. If you doubt the value explore the great works of the likes of Neil Rackham, Dr Phill McGowan and the partnership between Corporate Visions and Stamford Contact Jonathan via - linkedin.com/in/jonathan-jewell Websites hyperpolymath.myblog.arts.ac.uk/ (Art Criticism (myblog.arts)) facebook.com/groups/ual.creativity (UAL Creative Communities (FB)) -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

Mike Bosworth is one of the living legends in sales. Creator of #SolutionSelling, sales philosopher and founder of #StorySeekers shares his years of experience as a salesperson, manager, leader, trainer and story teller. Mike identifies a major reason why 80% of recipients of sales training stop using training within 2 weeks after training ends. He shares a simple but highly effective solution that's proven in the field. We discuss how to use story to secure C-level meetings via cold calls with minimal resistance, advance opportunities in your pipeline and build executive presence. A lively, informative and insightful conversation with a giant in the sales profession. Contact Mike via linkedin.com/in/mikebosworth Websites mikebosworthleadership.com (Company Website) mikebosworth.com (Personal Website) Phone: +1 858 350-5570 (Work)Twitter: mtbent--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

Cliff Simon is building a hypergrowth consulting firm in the Salesforce ecosystem. We discuss CRM in all it's glory. Why you need it, what makes it work, why most CRM implementation integrations fail to deliver what matters most - does it help your salespeople to sell more, more often to more customers? In a frank and unvarnished conversation we explore how to buy and how to sell CRM. We dig into why it usually gets bought for the wrong reasons and is hijacked by the audit functions, overburdens salespeople and managers and is poorly configured so it lapses into not being used or gets swamped with meaningless information. Contact Cliff via LinkedIn at linkedin.com/in/cliff-simon -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

Dave 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 take notes and a couple of listens to pull out all the ideas. Contact Dave via linkedin.com/in/diabbott Websites insight-bp.co.uk (Insight Best Practice) consultyorkshire.com (Consult Yorkshire) david-abbott-speaker.co.uk/ (David Abbott Speaker) Email: [email protected]: davidatinsight Contact Jill at linkedin.com/in/jillerobbins Websites businessfierce.com (Company Website) matchbookinc.com (Company Website) Contact Gary at linkedin.com/in/garymitchellgmc Websites gary-mitchell.com/blog (Blog) gary-mitchell.com (Company Website) hqi-connect.com (Company Website) Phone +44 7939 587 532 (Mobile) Email [email protected] Twitter Gary_Mitch .-- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at [email protected]. You can track down events and posts by following the hashtag #ProCustomer

Justin 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 for maximum impact and return on effort. Contact: linkedin.com/in/justinnassiri Email: [email protected]: Jnassiri1 .-- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at [email protected]. You can track down events and posts by following the hashtag #ProCustomer

Gary 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 difficult transformation programmes, helping leadership teams communicate strategy in one conversation. He helps them understand what actions you and your leadership team could take to put the building blocks for success in place, or to resolve painful strategy execution or transformation issues. Patrick is joint chief advisor to The City of Helsingborg. Their leaders' goal is to become one of Europe's most innovative cities by 2022. Patrick and his co-chief, Lisa Olsson are helping the city to establish new forms of city governance to foster innovation in the short and long term. They coach and advise the leaders and Management teams of the city in their adoption of new organisational concepts and establishing a culture that encourages innovation. Their one explicit goal is to identify opportunities in the space between and behind the existing structures of the formal organisation. Contact Gary:linkedin.com/in/garymitchellgmc Websites gary-mitchell.com/blog (Blog) gary-mitchell.com (Company Website) hqi-connect.com (Company Website) Phone: +44 7939 587 532 (Mobile) Email: [email protected] Twitter: Gary_Mitch Contact Patrick: linkedin.com/in/patricklindqvist Website youtube.com/watch?v=rHF4hARZn38&feature=youtu.be (Talk on Change) Email: [email protected]: patlindqvist-- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi