TheInquisitor Podcast with Marcus Cauchi

@Mike Adams is author of #7StoriesEverySalespersonMustTell and heads up global partnerships at #Anecdote, Story Powered Sales We revisit the subject of story telling by looking at the stories required by buyers at each step of the buying cycles. We focus on memorable story telling through channel partner sales and the use of story to help prospects diagnose their own problems. We dig into several story types that create trust Personal story Company creation story Insight story Success story We also rip apart why company stories produced by marketing departments are not stories; they're just a series of often boring, unrelatable facts. Mike explains the anatomy of great stories sequence of related events start, time, date, place unpredictable turn of events a central character usually a successful client experiencing the hero's journey the reason behind the story makes a business point We do a live story workshop to develop an effective success story using Mike's 6 steps Contact Mike via LinkedIn: linkedin.com/in/m1keadams Websites anecdote.com (Putting Stories to Work) mysevenstories.com (Seven Stories Book Website) Twitter: MikeAdamsSales--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

Scott Ingram is a top sales producer who has carried a personal quota for the past 20 years. He's led sales teams and bridged the gap between sales and marketing. He is a massive proponent of customer advocacy and hosts 2 successful podcasts, #SalesSuccessStories and #InspiredMarketing. We discuss what top performers do that the rest do not. We explore hiring, onboarding, training, management, accountability, career pathing and building a management runway to avoid the top performer to bad manager trap. I'm disappointed we didn't fight more as we found a lot of common ground around what excellence looks like and and what bad looks like. Packed full of practical tips, this episode is a must listen. Scott has interviewed 100+ of the top 1% sales producers in technology. He is a wealth of insight and pragmatic ideas you can apply in your team. Contact Scott via LinkedIn at linkedin.com/in/scottingram Websites relationshipone.com (Relationship One) top1.fm (Sales Success Stories) Email: [email protected] 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

Susanne Jacobs spent 20 years at the top of professional services when she realised that her focus was out of kilter with her values and what really matters. Since then she has been researching and training leadership teams to understand their people, what matters to them, what makes them tick and how to get the best out of them. Our conversation is frank, uncompromising and pragmatic. Every leader should pay heed to what Susanne is telling you. Her research is definitive, her experience vital. What passes for the natural order of things is a perversion of what really drives performance. A 300 year decent into the mechanisation of human beings is patently ineffective and inefficient. The measurement of the wrong things has become a cultish obsession with measurement of lagging indicators, the dehumanisation of your people. Buckle up for a dose of the cold, hard uncomfortable truth. And if you have investors, use this as a call for some tough conversations about their misguided priorities and your complicit actions. Contact Susanne via LinkedIn at linkedin.com/in/susanne-jacobs-a896a312 Website: theseven.org.uk/ (Company Website)Email: [email protected]: Jacobssusanne--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

"It is difficult to get a man to understand something when his salary depends on him not understanding it" Upton Sinclair This roundtable is powerful, as you'd expect with Dr Mark Goulston, Todd Caponi and Michael Brody-Waite as my guests. We explore self-deception, self-limiting beliefs and self-sabotage. And we look at the remedies. We practice some radical honesty. And we dig deep into the power of transparency, authenticity and empathy. Dr Mark Goulston is the world's foremost authority of empathic listening, teenage suicide prevention and author of #JustListen (the book I have most frequently recommended), #TalkingToCrazy and his latest book, #WhyCopeWhenYouCanHeal (about healing from the stress of being a frontline worker in the fight against Covid or any other trauma), Todd Caponi author of #TheTransparencySale and Michael Brody-Waite, author of #GreatLeadersLiveLikeDrugAddicts. Contact Information: Dr Mark Goulston linkedin.com/in/markgoulston Website: markgoulston.com (Company Website)Twitter: MarkGoulston Todd Caponi - linkedin.com/in/toddcaponi Websites transparencysale.com (Company Website) transparencysale.com/the-posts (Blog) Twitter: tcaponiMichael Brody-Waite linkedin.com/in/michaelbrodywaite Website michaelbrodywaite.com (Personal Website)Twitter mikebrodywaite--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

Americans and Brits, Europe is NOT a country. Germany is made up of several different regions. the north is different to the south. Straight translations into German don't translate sentiment or what matters most to your various German speaking audiences. The Swiss are very different to the Austrians, and Austrians are different to Northern Germans. DACH buyers don't do business in the same way that buyers from New York, California, Salt Lake City, London or Scunthorpe do. Localisation is critically important not only in your marketing and collateral but also adapting to local cultures and business preferences A fast talking seller from Brooklyn will probably struggle to sell to a buyer from Louisiana or Georgia. Given that Europe is made up of 27 nation states and many hundreds of regional groups why do you think it might be any different in the DACH region. My interview with Tobias Kopp is a full frontal exposure of what British and US companies get wrong culturally, in their communication and in trying to transcribe the culture to a region that needs and wants different things. Pay close attention and add up all the things you are doing in your failing DACH operations. Practical operational advice you can implement immediately. Tobias can be contacted via LinkedIn linkedin.com/in/tobiaskopp Website: collibra.com/ (Company Website)Email: [email protected] 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

Imagine you are riding high, publishing 34 of the world's In-flight magazines, then covid hits. Your clients are on their knees, no one is flying and your revenues have dropped from well over $100m to nearly nothing overnight. What would you do when there are no f'ing sales? Simon Leslie is the author of a fun and fabulous sales book called "There's No F In Sales". He also happens to be the founder at Ink, the company that actually published 34 in flight magazines who saw his revenues plummet because of the pandemic. Did he roll over and die? Not a bit of it. Simon is a survivor, a fighter and indomitable. Just because he got served a lot of rather bitter lemons in quick succession, he seized the opportunity to minimise the impact, partner more closely with his customers, and despite all the grief and many setbacks, is finishing 2020 in profit. It hasn't been easy, and hanging on to as many of his team as he could has proven nigh on impossible, but Simon is driven by his values and loyalty. We discuss the lows and the highs, how he adapted (are you happy I didn't use the P-word??) and we explore what he's done to come out of 2020 stronger, more resilient and well placed to take advantage of what's coming in 2021 and beyond. Contact Simon via LinkedIn at linkedin.com/in/simon-leslie-b252b92 Websites nofinsales.com (Personal Website) ink-global.com (Personal Website) Email: [email protected] Twitter: Closerx --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

"I was 12 when lego sued me, then they offered me a job", says Martin Lindstrom Martin humanises marketing and product development like no one else on earth. He spends time in hundreds of homes, observing thousands of people interacting with products on behalf of his global clients. He is passionate about making the user experience the best it can possibly be. Renowned globally as the foremost authority on #CustomerExperience he is author of #Buyology, #Small Data, #BrandSense, #BrandWashed, #BrandChild and his forthcoming book, #TheMinistryOfCommonSense. We dig into the human psyche, buyer behaviour, why products fail, why sellers and marketers fail, and what it takes to become a keen observer of the human condition by taking note of the small data. Contact Martin via linkedin.com/in/lindstromcompany Websites MartinLindstrom.com (MartinLindstrom.com website) martinlindstrom.com/ministry-of-commonsense/ (Check out my latest book) Twitter: MartinLindstrom -- 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

Dave Abbott is the author of #HowToPriceYourPlatypus which is an outstanding book on how to price your products and services so you get to keep a decent profit. In this episode we explore how to understand different pricing models around: Inputs Outputs Outcomes We explore why many businesses don't understand their pricing and end up making no profit or worse, paying to work for their customers. We delve into pricing with partner channels and explore strategies to help you make more and keep more money. 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 -- 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

Hamish Knox is a man on a mission. The youngest ever David H Sandler award winner, a highly successful entrepreneur, business leader and trainer who is helping companies maximise their growth potential without sacrificing their heart or their values. Hamish and I have been friends for a long time. What I like about him is he is someone who you know you can always depend on. His word is his bond. He lives what he teaches and his clients love him because he helps them meet their personal and business potential. We discuss the ugly, the bad and the good around pipeline, sales, management, leadership and a raft of other practical, operational stuff that works in the real world. No fluff, no flannel and no fiction. We talk psychology, best practices, systems and tools. Bring a pen and a pad to this one. Contact Hamish via LinkedIn on linkedin.com/in/hamishknox Websites hamish.sandler.com/howtosandler (Company Website) instagram.com/sandlerhinyyc/ (Instagram) calendly.com/sandlerincalgary/discovery-call (Book a discovery call with me) Phone: 587-747-0751 (Work)Email: [email protected] -- 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

"If you don't have time for coaching your reps that's bullshit. You want your reps making more bad calls? Management is hard and caring is hard." KD, Kevin Dorsey is a force of nature. Nothing will hold him back. He doesn't whine and moan about how tough the economy is, or how he didn't have the chances others did. He's a man of decisive action and enormous compassion. We discuss the role of the SDR. management and leadership. We discuss the importance of taking personal responsibility, of investing relentlessly in yourself, in study, mentorship, coaching and how there is no excuse for you not to get better in this profession of selling. KD uses the BPS system to coach his people - behaviour, process and skill to help them become great. We kick the arse out of bad management, team building and culture. This is a belter of a conversation. Buckle up. Contact KD via LinkedIn: linkedin.com/in/kddorsey3 Website: patreon.com/insidesalesexcellence --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

Karen Mangia and Mathew Sweezey from Salesforce share their latest research which explains why many current beliefs that are driving decisions within vendor organisations are fundamentally flawed and encourage unintended consequences. This research will hopefully put a nail in the coffin of the utterly irrelevant and meaningless #NPS #NetPromoterScore. For goodness sake, why do marketing people still waste their time and company resources stressing about something so completely preposterous? We explore the shift from broad based, dated personas to narrow, deep narratives that influence buying decisions and redefine value. Experience Executives are creating new frameworks for executive thought leadership, customer feedback, customer engagement, customer advocacy and customer success in service of extracting more revenue from existing customers. Insights must move at the speed of relevance. If you want a copy of the research outputs email [email protected] with "Experience The Shift" (sorry to the Irish for any offence!) in the subject line. Contact Karen: https://www.linkedin.com/in/karenmangia/ Contact Matt: https://www.linkedin.com/in/mathewsweezey/ -- 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

"Do not save what is left after spending; instead spend what is left after saving", said Warren Buffett. Ted Landgraf is co-founder of procurement and cost reduction giant, #ATS #AboveTheStandard who save their client $10's of billions every year. We discuss why prudent buying is as essential as effective selling and great systems. Ted shares his insights of nearly 4 decades of working with thousands of clients to generate savings to reinvest in their business. We explore why it is essential for sellers to partner with procurement to deliver the executive vision and remain relevant. Contact Ted via https://www.linkedin.com/company/above-the-standard-procurement-group/about/ Website: https://www.abovethestandard.net/ LinkedIn: https://www.linkedin.com/company/above-the-standard-procurement-group/about/ -- 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

"The best companies are ones where we have an SDR-AE partnership", says Simon Gerstler. We discuss (and argue a lot) about what makes for a great hiring process to build a rockstar #SalesDevelopmentRepresentative #SDR team. We explore who to hire and why, what to look for to identify an A-player. We discuss training and coaching, when to demo or not to demo the product, how to qualify, how not to sell. Discussing compensation that drives desirable behaviours we uncover what bad #CompensationPlans do to drive undesirable outcomes. When we recruit an SDR we should be looking at their potential to grow into an #AccountExecutive or #SalesManagement #CareerPath. And we explore why it makes sense to hire people with no sales experience looking to flip into a sales role, and why it's a good risk despite the resistance you might receive from your own leadership team. Contact Simon via LinkedIn at linkedin.com/in/simon-gerstler-0236b57 Website: pipeglobal.co -- 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

Why aren't you able to achieve accurate sales forecasts? Is that preventing you from setting accurate budgets? Are you bothered because you feel your sales teams and/or salespeople should be prospecting more, selling more, and selling more profitably? Do you feel that you could have a better recruiting process that consistently brings you top sales performers? Do you want your organisation to sell larger clients with higher revenues - and today it's not selling enough? Do you feel that you could have a better recruiting process that consistently brings you top sales performers? Doug C Brown and I discuss your blindspots, hidden untapped revenues and profits in your business Hold on to your hats folks. You are in for a whipping ... Contact Doug via LinkedIn: linkedin.com/in/dougbrown123 Website: businesssuccessfactors.com Twitter: thedougbrown123 -- 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

"There's always the opportunity for you to be able to speak truth and speak better when you listen better. I think that there are because people just group listening as one [or] there's listening to learn or what we call information on this thing where you kind of just gathering all that information. There is critical listening, where you're listening to evaluate and analyse stuff to help you towards your actual thinking [and] empathetic thinking or therapeutical empathetic listening that people need to have. You could add to that active listening and all different forms. Those three for me are really important that first one I listened to learn. We can just hear where people are coming from" "I love to be able to let people loose. Even if, you've got a bit of a solution, let people loose and let them just work, just totally go and brainstorm and start thinking of different ways of approaching this. How do organisations have these really tough conversations? ... Let's be brave about that leadership ... I would always ask questions. I would always challenge people ... I always tried to give people the benefit of the doubt until they prove me wrong ... For me, it was about how do we use humour ... you're up against this wall of constant ignorance and wilful ignorance, I would give people the benefit of the doubt." Provocateur, leadership coach, board advisor, David McQueen and I discuss leadership, the good, the bad and the ugly. True leadership is not about you. It's about your role in helping other get to the same destination. They create more leaders. Bad leaders make it all about them. Great leaders are trusted, have clarity of vision, are vulnerable, invite criticism, are resilient. We discuss inclusivity, diversity and culture. Potent leaders create a space for other to feel safe to express themselves, to feel that they belong and have a place that is valued. We explore Dave's experience of being black and British growing up in North London in the 1970s. He says his love of books and his wicked sense of humour helped him navigate wilful ignorance and racism. Dave challenges compliance based diversity which has come about in response to Race Equality legislation and makes the point that we operate in a global market, and suggests that you fail to hire people like your global customers, at your peril. Hire people like your customers in all the diverse markets you sell into. -- 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

String Nguyen builds communities. Communities are one of the most powerful marketing resource available but most companies balls them up or have no idea how to build them. For traditional marketers and fossilised old businesses they are scary because they are not controllable, they're terrifyingly democratic and if not taken care of, can turn on you in a blink. String has built communities for some of the biggest names on LinkedIn and Facebook and is a formidable force of nature. She has wonderfully heretical ideas that will make many marketers toes curl. We have a wonderful conversation about what works, what doesn't and why communities matter. Contact String on LinkedIn at linkedin.com/in/stringstory Website - thetrustedvoice.co Twitter StringStory--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

Todd Caponi, author of #TheTransparencySale believes you should always tell the truth to customers. I agree. The moment you are caught in a lie, the other person may be able to forgive you but they can never truly trust anything you say. Todd and I discuss the principle of radical honesty and why it is a sales superpower. In a world where salespeople are stereotyped as untrustworthy, liars and empty suits with commission breath (thank you Larry Levine!!), if you are known by your honesty and your integrity, you have currency with your customers, you are infinitely referrable and you can look yourself in the mirror without cringing. Sales truly is a #forceforgood when conducted well. Todd and I jump on our soapbox and give it to you with both barrels in this excellent episode. I'd love to hear your stories of how your honesty has stood you in good stead and the impact being transparent has had on individual sales outcomes. Contact Todd via LinkedIn linkedin.com/in/toddcaponi Websites transparencysale.com (Company Website) transparencysale.com/the-posts (Blog) Twitter: tcaponi -- 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

David Hyner says, "SMART goals are bollocks. The goal needs to be something that sends shivers down your spine and makes the hairs on the back of your neck stand on end. The behaviours need to be SMART, not the goals. That's why goal setting usually falls on flat on its face." Dave and I indulge ourselves in a detailed chat about mindset, beliefs, values and motivation. Well worth a listen. Again, bring a pen and notepad to the party, then bloody well apply what you learn! Contact Dave via linkedin.com/in/davidhyner Websites stretchdevelopment.com (Training) davidhyner.com (Company Website) davidhyner.com/blog/ (Blog) Email: [email protected]: davidhynerTo 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

Why do 70% of employees hide from difficult conversations? Why in an age where we are hyperconnected in true connection at an all time low? (Did you know that when you lose wifi, the most common emotion we feel is ... isolation!)? I'm in conversation with Michael Brody-Waite. Definitely one of my most insightful and valuable interviews. "The way we treat others is the way we treat ourselves", says Michael. We explore how we harm ourselves and those we serve by hiding behind one or several of 4 masks. Do you: Hold back your unique perspective? Hide your weaknesses? Not know when to say no? Not surrendering to the outcome Michael’s TEDx Nashville YouTube video “Great Leaders Do What Drug Addicts Do” is stunning. It's been seen by over one million people in over twenty-five countries and provides insight into his seventeen-year journey from addiction and near homelessness to CEO and co-founder of an Inc. 500 startup that he sold to a publicly-traded company. https://www.ted.com/talks/michael_brody_waite_great_leaders_do_what_drug_addicts_do?language=en This talk grabbed my attention. It sparked the #MaskFreeMovement and brought awareness to Michael’s Mask-Free Program, built on three principles inspired by his recovery, showing leaders how to achieve balance, reclaim energy, and thrive in work and life. Michael is a recovering addict, acclaimed speaker, entrepreneur, award-winning three-time CEO, leadership coach, and author. His accomplishments include being named a Most Admired CEO, named to the Top 40 Under 40, and being recognised by the Nashville Chamber of Commerce as Healthcare Entrepreneur of the Year. Today, Michael is on a mission to teach individuals, organisations, and communities how to lead themselves by living mask-free. In his personal time, he is focused on being the best husband, father, and recovering addict he can be. For more information, please visit www.MichaelBrodyWaite.com to learn how the Mask-Free Program can help you & your organisation thrive. Contact Michael via LinkedIn - linkedin.com/in/michaelbrodywaite Website - michaelbrodywaite.com (Personal Website) Twitter - mikebrodywaite 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

Gilad Friedman shares his experience of driving manageable hypergrowth in technology scaleups. We really get stuck into the weeds around what works, what doesn't and how to prevent major FUBARs. Great interview packed with operational insights you can apply immediately in your sales operation. * Alignment * Leadership * Executive sponsorship * Win-Win-Win partnerships * Partner enablement Contact Gilad via LinkedIn at linkedin.com/in/gilad-friedman-289a80 Website: walkme.com (Group Site)Email: [email protected] 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

Anyone who knows me knows I am a HUGE fan of good training. But there are critically important questions need to be asked before enterprises make the investment in corporate training. I chat with my performance coach, Howard Goldstein, who has spent 35 years in the training world as a sales and management trainer, as a highly effective coach of hundreds of sales and management trainers, as a designer of training programmes. He is the one person who has made the most significant impact on my career and performance. The 6 hours of training I received from him when I first bought my training franchise was worth every penny I spent of royalties and fees over the next 17 years. Howard definitely knows how to help you move the needle to the right. But both of us have lost our hair watching the sales and management training industry in despair. We see Learning & Development buying training to tick a box. We see management investing in training at the wrong time and for the wrong reasons. And we see salespeople being fed technique when they need so much more. We ask the questions you should be asking before you make that investment so that you see lasting positive impact and lifetime behavioural change. My fear is there will be some angry people in the training industry who think we've betrayed them by challenging the way they sell, deliver and hold themselves to account to their clients and delegates. Our goal is to raise the bar and make sure that if you are going to make this kind of investment, you do so having laid strong foundations so you derive the outcome you intended from that investment. If you want to speak to Howard about having him coach you, DM me and I will make an introduction 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

Hiring well is every manager's number 1 responsibility. Hire well, and 95% of your management problems disappear before they happen. Hire badly and you've just bought a series of management problems and the impact on your team, morale and effectiveness can be lethal. Sophie Giles is a highly respected occupational psychologist who works with law firms and leadership teams to assess the suitability of potential new hires for roles you are trying to fill with successful candidates and fitness for purpose of existing hires. Bad hires are THE single highest hidden cost in any business. Capability is only one element of the hiring process. Capacity and competence are also key. Just because someone has the requisite skills to do the tasks does NOT mean they wil succeed in that post. Sophie is brought into firms to identify before you put James or Jane Bond on your payroll that s/he isn't Mr/s Bean in smart suit. We explore the use of psychometric assessment tools, interviews, evaluation and skills assessments. Contact Sophie via LinkedIn: linkedin.com/in/sophie-giles-cpsychol-msc-bsc-63868b Email: [email protected] 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

"It's not all about you. It's all about your customers" says Janice B Gordon, Customer Growth and Retention Expert. We discuss the sales profession's myopic obsession with new business which is effectively operationalising failure over time. Yes! Yes! Yes! It is important to fill and maintain the top of the funnel but unless you are paying close attention to your existing customers you are not only leaving a shed load of money on the table, you are driving loyal, profitable business to your competition. Buckle up folks. You are in for a treat if you give a damn about your customers, but if you see them as little more than organic ATM machines or as a resource to be exploited to hit your target this month, you will feel deeply uncomfortable with the content in this episode. If your marketing, sales, customer success, account growth, product innovation, operations and finance teams aren't aligned AROUND the customer, then you are wasting opportunities, burning through your shareholders cash in ways that you deserve to be fired for. It can't really be that obvious, can it? Yes! Yes! Yes! (think Meg Ryan!) Contact Janice via LinkedIn at inkedin.com/in/janice-b-gordon-customer-growth-expert Websites scaleyoursales.co.uk (Company Website) janicebgordon.com/ (Personal Website) Phone: +442071750877 (Work)Email: [email protected]: JaniceBGordon--.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

Travis Miller, VP Operations, Miller Resource Group builds powerful sales teams. He doesn't hire for skills, experience or historical sales results because they are NOT reliable predictors of success. What are the qualities you cannot train? Integrity, won't cut corners, dedicated to being better, high gut level empathy, authentically themselves, thick skinned and resilient, desire to succeed without arrogance, assertive without aggression, they have an internal locus of control, they want the business to succeed as well as succeed themselves, they want it but don't need it, they think as the user and they understand that prospecting is essential and gives you choice. We explore the psychology of sales and recruitment, the crucial importance of self-concept and perception of your own value. Eye opening, uncompromising and a must listen if you are a hiring manager, a recruiter or a leader. We discuss how to get the best out of your recruiters and your hiring process, the competitive advantage of building a bench and prevent yourself from ever having to compromise on recruitment. Contact Travis via LinkedIn - linkedin.com/in/travismillermri Phone - 630-586-5374 (Work)Email - [email protected] - MRGFoodTeam--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

Krish Thapa is one of the gentlest souls you will ever meet. Which is surprising since he was the first Ghurka to be invited to join the SAS and has been on active service with them for 18 years. He has led 3 expeditions to the summit of Everest. He has faced his own mortality on many occasions, and has had to help others face theirs. As an expedition leader on Everest, Lhotse, Manaslu and K2, he has had to manage people with difficult egos, work with disabled veterans and protect the lives of those in his charge. We discuss his childhood, how it shaped his approach to leadership and how his spirituality has seen him through times most of us would have crumbled under. We discuss his career, his charity work and his insights into a living a full and inspired life packed with adventure. We explore how he balanced the demands of serving in the Special Forces to family man, what drives him, his values and his views on life. Not a typical Inquisitor Podcast but one that was too good an opportunity to pass up. Contact Krish through Linkedin at linkedin.com/in/krish-tm-303377188 Website: https://hstadventure.com/home/ -- To book a 1 to 1 with me and visit other episodes of #TheInquisitorPodcast and the #ScaleupsAndHypergrowthPodcast click here - https://linktr.ee/marcuscauchi

The Statler & Waldorf of sales, Paul Lloyd and Marcus Cauchi jump on their soapboxes and let fly. These grizzled old veterans go at sales, marketing, channel and management malpractices with both barrels: Dehumanised Untargeted Irrelevant Interruptive Unwelcome If your marketing is exploiting best in class technologies but applied badly, youa re not only wasting that investment but royally pissing off thousands of potential buyers. If you are measuring activity levels at the expense of helping your sales team perform meaningful action, your are sacrificing effectiveness for efficiency. And if you are stripping out next quarter's pipeline to make your target this quarter, the problem isn't that you need to hit your target today, it's that you didn't do enough prospecting 3 months ago. If you need to shout at your computer, let this be the catalyst! Contact Paul if you want to get in an outsider who will tolerate no guff contact Paul on linkedin.com/in/plloyd Website: sellerly.co.uk (Company Website) Email: [email protected] you want to book time in my diary for a quick 1 to 1 or you want to explore both my podcasts:#TheInquisitorPodcast or the #ScaleupsAndHypergrowthPodcast click this link:https://linktr.ee/marcuscauchi

"Nuance is uncomfortable ... Embrace discomfort" says Frank Garten. Frank helps executives and their people communicate with clarity, vulnerably, inclusively. Are you willing to deal with people not like you? Are you inviting challenge? Are you avoiding difficult conversations? We explore the importance of recruitment of leadership who are open to genuine inclusion. Why is being willing to open up to people who bring perspectives you are unfamiliar with is so important and such a challenge? We discuss the lethal impact of good intentions coupled with ambiguity, poor communication, lack of dialogue with employees and customers. we explore the effect of leaders with low EQ, low empathy and low self-awareness. One of Frank's role models is the legendary physicist, #RichardFeynman. He explains why Feynman accomplished so much through his humanity. Frank shares the one question you can ask at interview to uncover whether you have a candidate is open to change and willing to be vulnerable. Check out #ChrisBailey's podcast #BecomingBetter Contact Frank at linkedin.com/in/frankgarten Website: frankgarten.com (Frank Garten BV) Twitter: frankgarten -- If you want to book time with me or wish to explore #TheInquisitorPodcast or the #ScaleupsAndHypergrowthPodcast click here: https://calendly.com/marcuscauchi/discovery-call

David Priemer, author of #SellTheWayYouBuy, is a proper sales nerd. My kind of chap. Formerly a research scientist, he joined a start up in the naughties, where he transitioned from presales to sales. 3 scaleups under his belt, we have a lively and uncompromising conversation drawing on his extensive knowledge of academic research journals, historical sales and 2 decades of sales scar tissue. David combines science, psychology, emotional intelligence and human dynamics. Bring a notepad and a pen to this episode. Packed with insights and gems about the human condition. Contact David via LinkedIn - linkedin.com/in/dpriemer Websites cerebralselling.com (Company Website) youtube.com/c/CerebralSelling (YouTube Channel) Twitter dpriemer -- If you want to book time with me or wish to explore #TheInquisitorPodcast or the #ScaleupsAndHypergrowthPodcast click here: https://calendly.com/marcuscauchi/discovery-call

Rod Jefferson is a multiple return guest on #TheInquisitorPodcast and he is discussing Sales Enablement 3.0, the next generation of #salesenablement for modern sales teams. Sales enablement practitioners have become the fixers of broken things. They are too frequently tied up measuring what doesn't make any difference to sales performance. Often they have not got the respect of the sales force. Too few have ever carried a target. I won't make many friends by saying this but many sales enablement practitioners are too often people desperately looking for a reason to justify their existence. Rod pulls no punches in our discussion and explains how #SalesEnablement has evolved to stay ahead of where businesses and customers need enablement practitioners to be in the post-covid and modern sales arena. Rod is offering £35 off his #Udemy course until 12th December 2020 by using the code "ENABLEMENT" https://www.udemy.com/course/applying-the-art-and-science-of-sales-enablement/ Contact Rod via linkedin.com/in/roderickjefferson Websites roderickjefferson.com (Company Website) youtube.com/channel/UCShK1i36e1AY1yVHHPh93wQ (YouTube) facebook.com/ThevoiceofRod/ (FaceBook) -- To book a confidential 1 to 1 with me https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Mark Terrell is a performance coach who specialises in identifying and leveraging individual motivation. We explore the different types of motivation, what they imply for managers and individual performance, and how you can use the #MotivationalMap to uncover what drives an individual. We explore the relationship between the different types of motivation, the impact of having the well or poorly met and why managers so often fail to understand what drives and individual's performance. Contact Mark via LinkedIn at linkedin.com/in/markterrellreluctantleader Website: thereluctantleader.academy/ (Company Website)--To book a confidential 1 to 1 with me https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Amy Woodall measures her personal, professional and ultimately spiritual success by her level of #Consciousness. Here is what Amy is constantly asking herself. How aware am I? How present am I? How did I/can I take ownership? Where is my ego taking hold? How much love did I give to myself and others? Amy teaches companies and individuals how to apply conscious habits to decrease stress, diminish drama, improve collaboration, and overall quality of work and life. A popular return guest, Amy specialises in helping individuals own their decisions and response to circumstances they face. Contact Amy via LinkedIn at linkedin.com/in/amywoodall Website: thetrustpointe.com Twitter: amywoodall -- To book a confidential 1 to 1 with me https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Andy Culligan is CMO at #leadfeeder. A self-confessed salesperson trapped in a marketers body, Andy explores the importance of alignment and collaboration between marketing and sales. He is a rare beast because he is a marketer who actually speaks to customers. We discuss how he and his VP of Sales collaborate, and how they get their teams to engage. Andy measures what matters and is always asking these questions: Is this relevant to the customer? Is this helping sales? What do we have to do to be more relevant? In this frank, pragmatic conversation you will learn the power of alignment and the positive impact it has on results, relationships and rewards. Contact Andy via LinkedIn at linkedin.com/in/andy-culligan Website: leadfeeder.com Twitter: AndyCulligan1 -- To book a confidential 1 to 1 with me https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

What do you call a roundtable made up of Bob Moesta. Jill Robbins and Tom Williams? Awesome! In this roundtable we discuss customer centred selling, collaboration with partners, compensation schemes that drive discretionary effort. We argue about the bests ways to deliver alignment between marketing, sales, customer success, operations, professional services. We explore culture, leadership and management's role in building a buyer-centered operation. We delve into the importance of delighting customers and the unintended consequences of achieving delight. Packed to the gunwales with practical insights, challenging questions and fantastic ideas. Bob Moesta - linkedin.com/in/bobmoesta Websites therewiredgroup.com/ (Company Website) bobmoesta.com (Personal Website) jobstobedone.org (Blog) Twitter - bmoesta Jill Robbins - linkedin.com/in/jillerobbins Websites dollyandjett.com (Personal Website) matchbookinc.com (Company Website) Tom Williams - linkedin.com/in/thomasjwilliams Website StrategicDynamicsFirm.com (Company Website) Twitter - SD_Firm-- To book a confidential 1 to 1 with me https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Bob Moesta builds products, thousands of successful products. In building products he had to learn to sell them. This is a bring a note pad and pen and listen several times episode. Get Bob's book #DemandSideSales today. Devour it. He has one of THE MOST refreshing approaches to selling I have come across int he past 20 years. He sees things so clearly and his ideas are eminently practical, work in the real world (I have applied them myself) and his understanding of the customer buying journey is second to none. Few people I have interviewed make as much sense as Bob. Seriously, download this and listen to it frequently. You will derive massive value each time and every time you will learn something new. Bob’s recommended books: End of average: https://amzn.to/43vg8O5 How to Fly a Horse https://amzn.to/3oFxo4n Bob Moesta - linkedin.com/in/bobmoesta Websites therewiredgroup.com/ (Company Website) bobmoesta.com (Personal Website) jobstobedone.org (Blog) Twitter - bmoesta See how we do things https://calendly.com/marcuscauchi/ Subscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Kura Dione-Warren is Strategic Development Director for #RareRecruitment, a firm dedicated to placing BAME talent in law firms and other high quality orgaanisations. We explore why diversity and inclusion are a commercial imperative as well as a sign of the values and moral compass of your company, firm or organisation. We discuss intrinsic and unintended bias, we explore culture and how companies that hire for diversity might cause talented non-white, non-male employees to leave. This interview tackles some potentially thorny issues and topics that many people will be uncomfortable facing, causing them to avoid them instead of dealing with them head on and getting ahead of the problem. Kura argues that companies that are committed to D&I should sign up to the #RaceFairnessCommitment - http://racefairnesscommitment.com/ An enlightening and refreshing conversation about a topic so many of us will tiptoe around or only pay lip service to. Kura can be contacted via LinkedIn - https://www.linkedin.com/in/kura-dione-warren-31833786/ -- To book a confidential 1 to 1 with me https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

I LOVE Carolaine Pino. By the time you listen to this, you will too. She is in a league of her own. In January 2020 she started a new job at Splunk and was diagnosed with cancer a couple of weeks into her initial training. She spent much of the year in chemotherapy and recovering from the after effects of her treatment. Her bosses were totally supportive and gave her the time and space to recover. Brilliant bosses. Carolaine had other ideas. Nothing was going to stop her. Part time she has crushed her quota. 10 months into the year she is at 300% and to quote her, "The year isn't over". With all the usual pressures of life, and high rest requirement she only has about 2 hours per day of being at full energy levels. We explore how she has managed to come out of the starting gate and maintain her relentless pace with only 20-25% of the time available to healthy account executives. Her use of time blocking, prioritisation, her charm encourages massive discretionary effort from others, her massively high EQ and compassion, coordinating resources and drawing on Splunk's team have left her with a huge objective for next year ... 3x this year's quota. Carolaine reminds me of mountaineers who when asked "Why do you climb mountains?" come back with "Because they're there!!" I promise you her story gets better in the telling by her. I am her number 1 fan. Connect with Carolaine on LinkedIn via https://www.linkedin.com/in/carolainepino/ - - To book a confidential 1 to 1 with me https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Listening is the unsung superpower of every great salesperson. Effective listening enables you to feed of your prospect's responses and ask contextually relevant, insightful and challenging questions. After all, it is your job to diagnose before you prescribe. You cannot learn anything when you are talking. Dr Laura Janusik discuss the skills, ethos and mindset of great listeners, the quiet, gentle power of truly hearing another human being and the potency that builds trust and influence with buyers by listening well. Contact Laura via linkedin.com/in/laurajanusikphd Websites ListeningtoChange.com (Personal Website) listen.org (International Listening Assoc.) Twitter: DrJListen -- To book a confidential 1 to 1 with me https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

James Muir, author of #ThePerfectClose has been building, managing, developing and leading sales teams for the past 13 years. He has been a student of selling for the past 20 and is a keen observer of the human condition. We explore what closing is and what it isn't. We delve into why most salespeople are leaving money behind, missing opportunities and leaving their prospective buyers cold. This is going to be a painfully direct, honest and uncomfortable listen for many of you. We shove your face in the ugly mirror and show you every wart, blemish and carbuncle. Hell this was fun to do. Bring a pen and notepad to this episode. James can be contacted on LinkedIn via linkedin.com/in/puremuir Websites Essentialhub.com (Essentialhub) puremuir.com/ (PureMuir.com) facebook.com/james.muir.902266 (Connect with me on Facebook) Twitterthercmguy B2B_SalesTips -- To book a confidential 1 to 1 with me https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe my newsletter. #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Justin Michael is a legend in the SDR space. He is radical, irreverent and creative, never dull and highly effective. Justin and I explore why so many companies have sacrificed effectiveness for efficiency by throwing money at marketing technology without putting in the foundational thinking and planning. We agree that great tech used badly is incredibly harmful. In the immortal words of Dan Kennedy, "The price of free marketing is all the people who will never do business with you". Pipeline is the lifeblood of every business and for scaleups, it can make the all difference especially when you have investors putting pressure on founders and leaders to drive revenue growth. Done well, everyone wins - marketing, SDRs, sales, customer success, operations, the customer, partners, management, investors. Done badly, the battlefield is riddled with he corpses of burned out SDRs, AE's miss quota, management gets fired, investors squeeze founders and they lose more control and have to go back cap in hand for more funding, and your prospects suffer constant, awful interruptions that result in you getting lost in spam filters or Google penalising you. Justin gives one tip that will literally SAVE you £MILLION$ in wasted opportunity costs. Contact Justin - linkedin.com/in/michaeljustin Website:https://hardskill.exchange X: tonystark2020s-- To book a confidential 1 to 1 with me https://calendly.com/marcuscauchi/let-s-explore-coaching-training Uncover the secret of your success in sales: https://mailchi.mp/laughs-last.com/satp take the audit and get personalised report and a 30 min debrief #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086

Wendy van Gilst is a personal branding expert who also happens to work at #LinkedIn as a Client Solutions Manager. She shares a plethora of insights on how to build your personal brand on LinkedIn and why it is so important. Practical, no fluff and instantly applicable, Wendy and I discuss the practical side of personal brand building - what to do and what not to do. Contact Wendy via linkedin.com/in/wendyvangilst Websites wendyvangilst.com (Personal Website) socialwendyvangilst.blogspot.ie (Blog) Twitter: wendyvangilst -- Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Mark Ridley and his team have researched the qualities and behaviours consistently exhibited by the top 5% of salespeople and sales leaders. We discuss these qualities in detail and share our experiences. Mark is the author of #TheSalesPersonsSecretCode and #TheLeadersSecretCode We discuss fulfilment, control, resilience, influence and communication and the importance of reflective learning and readiness to adapt. Mark can be contacted on linkedin.com/in/markridley1 Websites transformpeople.com (Company Website) 100bigideas.co.uk (Company Website) thesalesclub.co.uk (Company Website) -- Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

"Decid[ing] whether you should run your business to maximise the wellbeing of your people or to maximise the financial interest of the people who own and run it is a false dichotomy. The former results in the latter" Today, Graham Keen is a positive psychologist, he has been an accountant, a CFO for multinationals and involved in mergers and acquisitions. He is a student of Ivy League Professor #MartinSeligman. The goal of positive psychology is to improve human wellbeing. learn how you can break the management mould by focusing on positive psychology Contact Graham via LinkedIn: linkedin.com/in/grahamkeennewimpetus Websites grahamkeen.com (Company Website) grahamkeen.com/blog/ (Blog) Twitter: GrahamKeenGKP -- Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Tom Williams has been a salesman, CEO, and trainer. He is the author of 2 best selling books Buyer Centered Selling and The Sellers' Challenge. We explore what being buyer centred means in practice, and why partnering with your buyer speeds up the buying process and results in better outcomes for all concerned. In a robust conversation uncovering the practicalities of moving from a product centred to a buyer centred sales approach and mindset, Tom shares his 36 years of experience. Deep, practical, operational insights at every stage of this conversation. Contact Tom via LinkedIn linkedin.com/in/thomasjwilliams Website: StrategicDynamicsFirm.com (Company Website)Twitter: SD_Firm--Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Erynn Bell of #Degreed and Michael Puck of #UKG #UltimateKronosGroup get stuck into the weeds as to why only 13% of employees are actively engaged. What qualifies for active engagement? What motivates people? Why do managers make misguided assumptions about the motivations of their people? We share practical tips and tools that the best managers use to create a safe environment, to earn discretionary effort, to manage inclusively. We identify what the best and the worst managers do that impacts engagement. We define the qualities of teams that are managed in such a way as they bring out the best in you, challenge you and earn loyalty. We explore what makes the best millennial and Gen-Z employees scrappy and the trend towards purpose led capitalism. Packed with usable insights every manager needs to know and apply. Contact Michael: linkedin.com/in/erynn-bell Contact Erynn: linkedin.com/in/pucknusa -- Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Unless you are thinking as the customer, you are probably leaving most of the potential in your markets and your accounts, untapped. Chris Germann is an expert in #Enterprise #InfluencerMarketing. He recommends you engage in conversation with: Analysts Customers Partners and Ecosystem Players Why? Because those conversations have massive influence over your buyers, the kind of improvements you need to make to attract, win, keep and delight your customers over time. This conversation taps into the top and middle of the funnel, it opens possibilities to deepen and broaden your client relationships, and speaks volumes about your culture and how much you value your clients and the people you serve. Contact Chris via LinkedIn: linkedin.com/in/chrisgermann2008 -- #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065 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 folowing the hashtag #ProCustomer

Michael Grinder is one of the earliest practitioners of NLP. His brother John co-developed NLP with Richard Bandler, and Michael learned at the same time as folks like Tony Robbins. Professionally he is foremost an educator, and has developed a fabulous tool called the #HouseOfCommunication to help learners, teachers and coaches be more effective in their communication If you want to learn more about how to use the House of Communication, check out Michael's YouTube video here. Contact Michael via LinkedIn at linkedin.com/in/michaelgrinder or via his website https://michaelgrinder.com/ -- Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

"You could put me in a room and train me on Excel for 2 weeks and at the end of it, I'd still be crap at it", says I, "but put me in a room and teach me about selling, behavioural psychology, non-verbal communication and I will lap it up and be applying it and teaching it within 24 hours". A strength is something you do well, can't wait to do, when you do it, you get great feedback, time flies when you're doing it, and when it's over, you can't wait to do it again. A weakness is the opposite of that. Can you see why playing to your strengths might result in highly engaged employees who are doing their best work and giving you massive discretionary effort? Keith Webster has been working with #Gallup's #Strengthsfinder profiling tool and coaching strengths for the past 20 years. We explore why your strengths are your best development areas and what happens when you surround yourself with people who are all playing to their strengths. Listen to his experience and the impact working with people's strengths has on companies, teams, individuals and clients. Contact Keith on linkedin.com/in/keith-webster Website: strengthshub.co.uk/#welcome -- Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Ayman Husain shares example after example of how the smartest companies and best sales organisations are taking a #collaborative approach to #selling. We discuss the importance of being a true #partner with your #customers, operating like a general not a foot soldier. Have you considered the difference between playing the long game, spending enough time in research, creating relationships with people in the lines of business, investigating the risks they are trying to mitigate, their targets, taking the time, in advance, to understand what drives procurement, how they are measured, what they are focused on and the Board level strategies they're being asked to execute? We delve into the counter-intuitive world of #coopetition, and having the foresight and courage to admit when they can do a better job than you, when to back away, when to take the lead and when to partner with even your fiercest rivals. Ayman explains the challenges of oiling the wheels in your own organisation, making sure that the customer is put ahead of politics and empire building. We discuss how compensation of all those involved in winning, securing, growing, and keeping a client, turning them from a customer into a marketplace is critical to drive the correct behaviour, and in turn maximise utilisation and value for the customer. Bring a pen and notepad to this episode. You will learn so much. Contact Ayman: linkedin.com/in/aymanhusain Website: microsoft.com Twitter: aymanhusain -- Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

David Masover has been selling almost a long as I have and we both started out very, very badly. we talked about product and got no where, fast. Early in our careers we discovered we are responsible for our own development. No one else owes us a living and it is up to us to make ourselves better, We discuss the critical importance of insatiable curiosity, the need to read widely, seek out help, have the humility to admit we don't know. We look at hiring, management, coachability, character, grit and accountability. Contact David on LinkedIn: linkedin.com/in/masover Websites davidmasover.com DrivingB2BSalesRevenue.com Twitter: DavidMasover -- Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Gabrielle Blackwell is an extraordinary young saleswoman. Over the past 5 years she has already carved out a meteoric sales career. Her story echoes so many I've heard. Being a young, black woman in technology sales presents challenges that many of us will never have to face. Without malice or bitterness she tells her story which includes facing her own burnout and recovery and her extraordinary resolve to learn, improve, prioritise, take full personal responsibility and incredible organisation. We explore her values and purpose, her approach to dealing with difficult conversations, her beliefs and behaviours as a manager. Gabrielle is one to watch for the future. A future CEO? I think so ... Contact Gabrielle on LinkedIn at linkedin.com/in/gabrielleblackwell -- Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1 #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81 Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086 The #ScaleupsAndHypergrowthPodcast Podbean: scaleupsandhypergrowth.podbean.com Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065