TheInquisitor Podcast with Marcus Cauchi

Steve Hall and I are like the ghosts of Statler and Waldorf in this episode, scary and grumpy. Putting the human cost aside of Corona virus, we are both grateful for the blessing that Covid presents for the profession to clean house. Sales is in dire need to a blood letting. What passes for average is atrocious both in sales and in sales management. Listen to us rant and rave about what is bad and what sales could be and should be. We'd love to hear your thoughts on the subject. let us know if you think we're being unfair. How do we need to change as a profession? If you had a blank sheet of paper, and you were redesigning your sales and marketing operation from scratch, what would that look like? You can contact Steve via LinkedIn: linkedin.com/in/stevehallsydney Website: executivesalescoaching.com.auEmail: [email protected]: stevehallsydney- - 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

Ali Paterson has become one of the most influential voices in FinTech. An idea that blossomed started over the kitchen table has blossomed into a global publication. Ali is editor in chief of Fintech Finance, is a popular voice on podcasts and conferences. He explains what Fintech is, who the payers are and why you need to be aware of it. We delve in to Cryptocurrency, the upstart banks and financial instruments that are going to become the mainstream of the financial world in the next few years. A fascinating conversation about a world that for many is a mystery. Contact Ali: linkedin.com/in/alipaterson1 Websites imdb.com/name/nm2566383/ (IMDB link) Fintech.Finance (Company Website) Twitter: AliPaterson - - 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

Many of you will be familiar with Morgan J Ingram. He runs a popular podcast & YouTube channel called #TheSDRChronicles. We explore his own journey and he shares his pin sharp observations over his career of the best and the worst in recruitment, onboarding, training, coaching and accountability for #SalesDevelopmentReps. He speaks with passion and sense about the world of #SDR's. Great listening if you're an SDR, you manage SDRs, or you plan to hire an SDR team. Pay close attention to what he says about attitude and learning. Morgan can be contacted on Twitter @morganjingram, LinkedIn at linkedin.com/in/morganjingram Websites jbarrows.com (Company Website) The SDR Chronicles youtube.com/channel/UC5mIKms3bZLtuXapHBVp2tA This is Morgan's story of his own journey https://www.youtube.com/channel/UC5mIKms3bZLtuXapHBVp2tA - - Book a 1 to 1 with me 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

In my interview with Alexine Mudawar, she charts her journey from green behind the gills rookie to sales superstar. We discuss her pathway, the lessons, mistakes, high points and grit required to go from a novice, to a high performing revenue engine. We discuss good and bad management practices, the critical importance of coaching and mentors, the discipline of calendar blocking and saying no to distractions, her learning habits, reflection and the superpowers of vulnerability and humility. Get ready to be blown away by this sales rockstar. Hire in her image and you will not go far wrong. Pay attention to her critical observations of management, culture and character. Alexine can be contacted via LinkedIn: linkedin.com/in/alexine-mudawar -- 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 Henzel discusses the imperative of coaching to maximise performance and eliminate repeated mistakes. David owns and runs several £multi-million businesses, and has scaled and sold tech and media scale ups in the past. His secret is hidden in plan sight. Coaching. David has created upcoach.com to enable him to offer group coaching to his teams and his clients. The impact is highly effective teams that constantly and consistently improve, hold themselves and their peers to account. Coaching is the difference that really does make a difference. In sales, managers who coach reps for 3-3.5 hours per month have an AVERAGE quota attainment of 105%. Managers who don't have an average quota attainment of 40-60%. The main reason managers don't have time to coach is THEY AREN'T COACHING!! We share some excellent book suggestions too. Contact David via LinkedIn at linkedin.com/in/davidhenzel Websites taskdrive.com (Company Website) ltvplus.com (Company Website) managinghappiness.com (Personal Website) Twitter: davidhenzel -- 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

Marc Sumner runs one of the UK's most successful channel recruitment agencies, #RobertsonSumner which has been recognised by CRN as the UK's best in 2020. He also runs a successful podcast, #ChannelChat. We rip the arse out of what passes for average in sales and channel sales recruitment. WAKE UP PEOPLE! The channel is not somewhere you send Tim Nice But Dim to chew the cud on his way to retirement. Nor is it somewhere you put your greenhorn salespeople to cut their teeth. Channel sales is THE HARDEST JOB THERE IS IN SALES, bar none. Nothing comes close to being this difficult. You have over 90 hats to wear. In the morning you could be planning their territory with a partner, settling a dispute and forecasting for LATAM, over lunch you could be midwifing a deal or saving a critical opportunity, in the afternoon you may be having a strategy call with your distributor in Canada and by night you might be training your Australian partners. And that's just Monday. Treat the channel with the respect and seriousness it deserves. Recruit seasoned channel managers, onboard them well, train them in sales, management, planning, strategy, communication, dispute resolution and emotional intelligence. Coach them, love them to death, teach them how to coach, make sure they are spending as much as 70% of their time in their partners' business, helping them achieve their goals, targets and objectives. That's what the best channel managers in the world are doing. Why aren't your channel managers up to snuff? Marc and I pull no punches in this episode. Bring a pen and take notes. Contact Marc via LinkedIn - linkedin.com/in/marcsumner Website: robertson-sumner.com (Company Website)Twitter: MARCSUMNER76- -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

#EmilyLam is a bright, capable, young sales professional. She shares her experience of the first 5 years in professional selling. It's not a pretty story. Lies, misinformation, lack of leadership, bad management, high turnover, sink or swim mentality, non-existent onboarding and only product training, learning to find her own way leading to significant waste, burnout and mental stress at the entry level of sales. Happily, Emily has found her feet in a company that looks after her development, trains her and actually delivers what they promised at interview. Unfortunately, junior salespeople are so often treated like a commodity, being churned and burned by greedy, unscrupulous and incompetent management and leadership. Our young salespeople deserve better. They deserve the truth. they deserve managers who are competent. They deserve training and support, realistic targets and compensating fairly. They want to learn, grow, develop. They want careers and guidance, mentoring, training, coaching. They love to perform well. not to be left to drown. Emily is a member of RevGenius on Slack and can be contacted on LinkedIn via: linkedin.com/in/emilyhlam -- Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler here: 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

Humans don't understand humans. It's a fact. And we don't seem to be getting any better at it despite the advances in technology intended to help us communicate better, understand better, gain more insight. In fact, these technologies are a significant part of the problem. We've always been prone to misunderstanding each other and technology has created distance between us and our customers. We've become reliant on technology to drive efficiency instead of making us more effective. 3 of the sharpest people I know in the field of understanding human behaviour and communication, Amy Brown, Rob Turley and Martin Lucas chat to me about why we are so bloody stupid when it comes to human understanding and what we can do to improve it. You can contact them via LinkedIn and their Websites: Amy Brown: linkedin.com/in/amy-brown-84821210 https://beauthenticx.com/ Rob Turley: linkedin.com/in/robert-turley whiterabbitintel.com Martin Lucas: linkedin.com/in/behavioral-sciences https://www.gapinthematrix.com/ - - Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to #TheGrumbler newsletter: 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

Anita Nielsen and I discuss why you must customise and personalise your approach to selling. The days when the one size fits all approach to selling and marketing are long past, which might go a long way to explain why only 13% of sales teams hit quota in 2018/19 and only 44% of individual sales reps hit quota. Customers are savvier than ever, have access to the sum total of human knowledge with a few clicks of the mouse, and have grown tired of the dehumanisation and distance created by marketing and sales automation. This also increases the pressure felt by salespeople who are suffering from burn out more than ever before. This leads to high turnover, multiple preventable hidden costs and inefficiency in your sales operation. Listen and take notes. Anita knows her stuff and has been involved in helping thousands of salespeople meet their potential, hundreds of managers get the best from their people and companies smash expectations. Contact Anita via LinkedIn at linkedin.com/in/anitanielsen Twitter: ANielsenLDK Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call #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

Jon Treanor explores why #EmotionalIntelligence #EI #EQ is so critical to the success of every salesperson and manager. What is emotional intelligence? How does it impact top and bottom line results? Why is NOT something hippy or bunny-hugging? We discuss how to hire for and develop EI/EQ. We explore how culture in PE can destroy the value of EI in your business. Listen to 2 of the grumpiest, most grizzled old veterans discuss their scar tissue. Contact Jon via LinkedIn linkedin.com/in/jon-treanor-17a565149 Website: jontreanor.com --Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call #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

Who Will Help You Sell The Most? Your customers! If you apply the principles of #CustomerExperience / #UserExperience in your product development, in your selling and in your account management, your sales will inevitably go up. #CharlesLambdin has spent the past 25 years learning why people behave the way they do, and finding ways to better understand their motivations and behaviours. In a fascinating conversation about applied user experience, Charles discusses how we can bring the principles of design engineering best practice into sales. By listening to the clues in unfiltered, unbiased conversations with users and customers of our services, they will tell us what love and what they loathe, what works and what doesn't. Charles draws from his very broad range of experience and eclectic study to share some practical insights you can use in your business immediately. Charles can be contacted on LinkedIn at linkedin.com/in/charleslambdin and via his excellent blog Columbus' Egg - https://charleslambdin.wordpress.com/columbus-egg/ -- Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler here: 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

Good sales teams use playbooks to help them stay on course. The best sales teams use playbooks to help them adapt to each customer. I interviewed #YuriVanDerSluis, founder of #salesplaybooks.pro. He helps his clients achieve rapid growth and controlled expansion within their accounts. He offers his clients "Playbooks-as-a-service" We explore the good, the bad and the ugly of playbooks. We explore the customer journey and the importance of understanding it in the context of developing your playbooks. A must listen episode packed with practical tips and advice you can apply in your business immediately. You can contact Yuri on LinkedIn via linkedin.com/in/yurivandersluis Websites yurivander.com (International Sales Speaker) vertrouwme.nl (Book Site in Dutch) Twitter: yurivds-- Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler here: 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

"Systems set you free" #DavidJenyns is author of SYSTEMology. He's taken what #MichaelGerber started in #TheEMythRevisited and pushed it to its logical conclusion. David understands the critical importance of systems to free up founders and leaders to do the most important work they can do, push high value activities down the chain of command and enable lower cost resources to complete them. Systems allow leaders to focus on strategy, further system design, hiring and developing their top talent. In this episode he shares what he has helped hundreds of other businesses to implement to make them genuine turnkey operations. Listen, take notes and apply what you learn BTW, also check out his other excellent book #AuthorityContent to learn how to build your personal brand and have business come to you Contact David via LinkedIn at linkedin.com/in/david-jenyns Websites systemHUB.com (Company Website) davidjenyns.com (Personal Website) SYSTEMology.com (Company Website) -- Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1 Get my observations and tips with #TheGrumbler monthly newsletter at 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

#PattyHatter is SVP Global Customer Services at #PaloAltoNetworks. Learn how one simple idea driven by the desire to improve the experience for there customers enabled them to increase professional services revenues by 98% within 90 days. Patty is an innovator, challenger and all round good egg. In this forthright, unrestrained conversation we explore the best and the worst of #customerservices, #userexperience, #sales, #salesmanagement, #partnerships and #channelsales. She is not afraid to turn things on their head if it is better for the customer. She faced enormous internal skepticism but powered through the nay sayers because she listened to her customers and gave them what they needed. Yes it required some effort and it isn't easy, but it is the right thing to do for Palo Alto's customers, and for the business. It positioned them as different in the minds of their customers and helped them win new business away from their rivals. Have a listen and decide, could you do something similar to better serve you clients. Patty can be contacted via LinkedIn at linkedin.com/in/patricia-hatter-5473873 == Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler here: 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

The Morecombe and Wise of negotiation, Allan Tsang and Dan Oblinger share their thoughts on the science of negotiation. Packed with practical tips and insights you can apply in your business today Listening is the number 1 skill ever salesperson and negotiator needs to master. Start by learning from the best Contact Allan Tsang on LinkedIn: linkedin.com/in/allantsang Website: 88owls.com (Company Website)Twitter: 88owlsContact Dan Oblinger on LinkedIn: linkedin.com/in/dan-oblinger-speaks Website: masterlistener.com (Company Website)--lliant content!!)-- Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler here: 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

#JoeMullings recruits for some of the biggest names in lifesciences but what makes him stand apart is his consultants out-bill their rivals by 3 to 5x. Joe eats his own dog food when it comes to recruiting and hiring. We explore what it takes to hire well and the critical correlation between performance and trust. We pull no punches when it comes to bad hiring practices, delusional management malpractices, the existential threat the leader's ego can have on the success of a business and how that harms their clients. If you own a recruitment business, this is a wake up call. You are going to cringe, a lot, when we talk about the recruitment industry and things you guys do that frankly, warrant being tarred and feathered. We don't spare HR either. Don't get me wrong, good HR is worth its weight in gold. Just finding good HR is tricky because HR has been relegated to being a cheap substitute for legal services, and so many of the folks who do it, are little better than management's chihuahuas. Hiring managers, you are in for a pasting. The shit you pull is unforgivable. Recruitment and hiring are your NUMBER 1 responsibility. If you hired well, 98% of your management problems would disappear and you'd actually have time to do your next most important job, getting the best out of your people. Buckle up folks. This is not going to be a pleasant or easy listen. Contact Joe via LinkedIn at: linkedin.com/in/joemullings Website: mullingsgroup.comTwitter: joemullingsYouTube: https://www.youtube.com/channel/UCc_b5JICFSehzRfO3-sWV2Q (Bloody brilliant content!!)--Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler here: 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

"We don't run a holiday camp" is the stupidest and most self-defeating thing investors and business leaders say when confronted with the challenge of improving their #EmotionalIntelligence (#EI) to improve employee engagement. What they don't understand is highly engaged employees are 4.3x more profitable than average employees and share value grows 2.93x faster. Emotional intelligence isn't some hippy, tree huggy excuse to avoid hard work. It enables leaders to drive performance without any increase in headcount. It is free! But once they get past their own ignorance, they fear what it means for them. They have to become vulnerable and many are too brittle to handle that change. They have to care, which many are too selfish to do. And they have to put in a shitload of hard work, and many would rather blame their staff than exercise the necessary compassion and self-awareness to make these changes. If you are one of those investors, owners or managers, you need to listen to this episode. If you work for a company with investors or leaders who fit the description, tag them on your way out of the business as you go and work for a more enlightened competitor ... then eat their lunch. David can be contacted on Linkedin via linkedin.com/in/david-berkeley-76a7a023 -- Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1 Get my observations and tips with #TheGrumbler monthly newsletter at 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

#JillRobbins has spent her career as a professional buyer. She's seen every trick, tactic and act of seller manipulation known to man. She has purchased $billions worth of products and services. Now she's turned from gamekeeper to poacher. She shares some vital insights on how #Procurement really operates, how they think, how they are compensated and what good and bad procurement look like. If you want to scale, you are going to come across procurement and you can either push against them or make them your ally. I strongly suggest, you make them your ally. I know, many of you will think I've gone soft but hear me out. Throughout the enterprise, pockets of dissatisfaction are sharing a collective experience of their pain manifesting as a range of symptoms. Each flashpoint will be turning to procurement to find solutions and seek out vendors. If you know your onions, and you get partner with procurement early, you can work with them to identify if and when an organisation needs your help and is ready to buy. Have a listen and take notes. Let me know what you learn and apply. Jill can be contacted linkedin.com/in/jillerobbins and via her website business fierce.com -- If you'd like to book a 1 to 1 with me use this link https://calendly.com/marcuscauchi/discovery-call-15-mins Subscribe to my newsletter, #TheGrumbler here: 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've never listened my way out of a sale. I've talked my way out of plenty", I explained to #IanMarsh. Ian teaches people how to listen. I mean, really listen. Not wait for gap in the conversation so you can fill it with the sound of your own voice kind of listening (you know, the way you do it now), but the kind of listening that allows you to make others feel felt, feel heard, feel understood. Personally, I believe listening should be part of every school's core curriculum. Listening is a whole body experience. You listen with your ears, your eyes, your heart and your gut. Listening is about picking up as much on what is not being said, as what is - non-verbals, silences, pauses, emphasis, hesitation, language structures, pace, volume, and what is missing. Listening requires patience, compassion, care. Listening requires self-awareness, stillness and curiosity. It's not a race to be heard. it's a journey to understand, another person, fully - their fears and hopes, desires and ambitions, limitations and flaws. To truly listen takes courage and it takes humility. But it's greatest gift is what it teaches you. When your lips are moving you are probably losing because you are learning NOTHING. Listening is not a passive act. It requires attention and energy, directed in the service of another person. Imagine what you could learn from your team, your customers and your partners if only you took the advice of this chap? In sales, in management, in leadership, in partnerships, giving someone a damn good listening to is powerful. Have a listen to Ian and learn. You can contact Ian via LinkedIn at linkedin.com/in/iamarsh Website: good2talk.online - -If you'd like to book a 1 to 1 with me and have a damn good listening to, use this link https://calendly.com/marcuscauchi/discovery-call-15-mins Subscribe to my newsletter, #TheGrumbler here: 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

Keenan, author of #Gapselling and CEO of #ASalesGuy discuss what is Gap Selling, why salespeople fall short and disappoint themselves, their companies and their prospects by being too transactional, talking too much and not listening enough. Weak questions, poorly planned, poorly executed leave buyers cold. Keenan describes how to find the gap between a prospect’s pain and their desired outcome. We explore whether story telling has a part to play in the sale or if it is the seller’s job to coax the buyers’s story from them. In a robust, no punches pulled interview we explore what managers and leaders are doing to perpetuate the worst behaviours in salespeople and why it is essential for salespeople to up their own game. Keenan is A Sales Guy Inc’s CEO/President and Chief Antagonist. He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a shit about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed. You can contact Keenan on LinkedIn at https://linkedin/in/jimkeenan Via his website and blog https://aalesguyconsulting.com Https://aalesguy Via Twitter: @keenan -- Book a call with me on Zoom - https://calendly.com/marcuscauchi/linkedin-discovery-call Get my observations and tips with #TheGrumbler monthly newsletter at 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

A roundtable conversation with Paul Alexandrou, Martin Lucas and Alex Moscow about how you earn the right and win permission to engage with your customers to land and expand your relationship. Challenging the myths and misconceptions of human engagement that are losing you sales and wasting your time, money and resources in ineffective marketing Contact Alex, Paul and Martin via LinkedIn: Alex Moscow, 9mm PR: https://www.linkedin.com/in/alexmoscow/ Paul Alexandrou, Modern Equivalent: https://www.linkedin.com/in/paulalexandrou/ Martin Lucas, Gap In The Matrix: https://www.linkedin.com/in/behavioral-sciences/ -- Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler here: 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

#JaneGunn is a corporate mediator who has been helping people resolve their differences for the past 37 years. As a lawyer she saw the damage of adopting an adversarial approach and has spent the past 20 years helping find common ground between parties in dispute In this conversation we explore how conflict can be a powerful catalyst and how the skills of mediation can be applied in your business Jane is currently the Chair of the Board of Management of Chartered Institute of Arbitrators and a past President of the Professional Speaking Association Contact Jane linkedin.com/in/collaborativeculturespeaker Website: janegunn.co.uk (Personal Website)Twitter: JaneGunn -- If you want to get a bit of an arse kicking and jump on a 1 to 1 with me you can do that via https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler here: 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

"Carl von Clauswicz used to hire Prussian officers for intelligence and laziness. You should hire salespeople for the same reasons. Minimum effort and minimum loss of life" - Marcus Cauchi #MikeSimmons believes sales is a thinking process. You need to apply your mind if you are to compete in today's fast moving marketplace, where your buyers have the sum total of all human knowledge available to them at the click of a mouse and a few keystrokes. We discuss what top sales producers do that average and weak performers fail to do. We explore what management needs to do to help get the best out of their salespeople and why you need to stop thinking of sales as a dark art and treat it more like the science it is. Consider these questions: When was the last time you hear a genuinely original objection? When was the last time a prospect came you with a truly unique problem? When was the last time you had to face a greater competitor than the status quo? Odds are, your answers were either never or a very long time ago. So all of that can be planned for, prepared for, so if and when something truly unique hits you, you have the breathing space to think clearly Contact Mike via linkedin.com/in/mikesimmons. Have a listen to Mike's excllent podcast on https://podcasts.apple.com/us/podcast/catalyst-sale-podcast/id1158596806 Websites catalystsale.com (Company Website) catalystsale.com/podcast/ (Blog) catalystsale.mykajabi.com/ (Portfolio) Twitter simmons_m -- If you want to get a bit of an arse kicking and jump on a 1 to 1 with me you can do that via https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler here: 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

#SteveHall helps salespeople perform at their peak when selling to the C-suite. We both started selling when Moses was in short trousers and have been involved in helping our clients sell $billions of new and expansion business. We vent our spleens as we lament the lack of preparedness so many salespeople think is acceptable. We bemoan that half arsed or non-existent research, piss poor planning and failure to rehearse that seems all to common in many sales organsations today. There is no excuse for behaving in such a slapdash manner, so many managers tolerate or enable such behaviour by focusing on stuff that really doesn't matter. Consider for a moment how much a CEO or CFOs time is worth. They are responsible for $hundreds or $billions each year. That means their time is worth between $50,000-$500,000 PER HOUR. How dare you allow your salespeople to turn up ill equipped and half cooked? Steve can be contacted on linkedin.com/in/stevehallsydney Website: executivesalescoaching.com.au (Company Website)Twitter: stevehallsydney -- If you want to get a bit of an arse kicking and jump on a 1 to 1 with me you can do that via https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler here: 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

#MartinStevens, founder of the #PipelineDoctors, is a grizzled old veteran salesman with nearly 3 decades of telephone prospecting experience under his ample belt. We explore why the phone is still relevant, and often the fastest way into the hearts and minds of your prospect. We discuss mindset, skillset, intent, tactics and techniques that work in the current environment. Martin makes his living prospecting by phone for himself and his clients, securing meetings with executives, founders, owners and CEOs. He builds sales pipeline in recession, despite all the hype you hear that the phone is no longer relevant. We explore how you can optimise your telephone effectiveness and deliver value on your cold calls. Funny, uncompromising and forthright, Martin, a whingeing Pom based in Oz, lifts the lid on the myths and best practices to be an effective telephone warrior. You can contact Martin via LinkedIn at linkedin.com/in/martin-stevens Website: pipelinedoctors.com (Company Website) Twitter: martinedward1 Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler here: 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

"Imagine 3 impossible things before breakfast", says #RobTurley, cofounder of #WhiteRabbitIntel. His mission is to democratise Ai and put the technology in the hands of salespeople even in SMEs. We discuss what is and what isn't Ai and why most of the stuff on the market is not Ai. He explains how marketing departments can stop blanket broadcasting with irrelevant, contextually inappropriate, interruptive marketing and replace that with marketing that offers pinpoint accuracy. We discuss how salespeople can save time and wasted effort by using Ai to pull together razor sharp prospect lists comprised of only suitable people for you to sell to, based on your psychographics, behavioural analytics and fit within your ideal customer profile. We explore the future of Ai, it's application in hiring, team building, team selling and channel development. You can contact Rob via LinkedIn on linkedin.com/in/robert-turley Website: whiterabbitintel.com (Company Website)Twitter: WhiteRabbitIntl -- If you are growing your business and want to speak to someone who will challenge your thinking, help you avoid the mistakes and horrors that were inflicted on you when you were a corporate wage slave, and you want to hire great talent and help them succeed, book a call with me on Zoom - https://calendly.com/marcuscauchi/linkedin-discovery-call Get my observations and tips with #TheGrumbler monthly newsletter at 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

#AmyBrown, founder and CEO of #AuthentiCx is a pioneer in the field of bidirectional conversational AI to improve: #CustomerExperience #CX #Sales #Marketing #MarketingStrategy She help US Healthcare companies to understand what their customers truly want and need. She explains why #customersalisfactionsurveys and #netpromoterscores #NPS are fundamentally flawed and inaccurate. She identifies where to look for clues as to why otherwise loyal customers are prevented from buying from their providers, how call centres contain a rich, mostly untapped diamond mine of information and why executives are volitionally deaf if they aren't utilising this unfiltered, unbiased resource of rich customer insights. A fascinating exploration into the power of AI if used well and the value of all the #smalldata that you already own Amy can be contacted on linkedin.com/in/amy-brown-84821210 Website: https://beauthenticx.com/ -- Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler here: 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

"A map tells you where you’ve been, where you are, and where you’re going — in a sense it’s three tenses in one.” - Peter Greenaway #AnthonyWilloughby is an adventurer. For the past 40 years he has been learning from indigenous people in Kenya, Mongolia and Papua New Guinea and applying those lessons in some of the world's most successful companies to build powerful teams, increase the success of sales and marketing operations and improve the clarity of senior executives to deliver a cohesive, unifying vision across their entire company. Reluctantly educated at Harrow, Anthony scraped through until eventually escaping his self confessed "massive arrogance, minimum substance & effortless insincerity" instilled by privilege and entitlement of his education, being humbled and schooled by people with a rich tradition stretching back thousands of years. Funny, poignant and eye opening, this interview is a must listen. Contact Anthony via LinkedIn: linkedin.com/in/anthony-willoughby-a2757511 Email: [email protected] - - Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler here: 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

"Most salespeople aren't willing to make any changes at all because they are entirely self-serving", says #ChrisOrtolano, and I agree. Service is understanding both sides of an opinion to be able to reconcile both sides of an issue. You must be able to have a productive disagreement. Sadly, too many salespeople see the customer as their adversary and when things go wrong, they blame the customer. Understanding who you are talking to creates an opening for them to want to understand you. A powerful opener for understanding is telling 2-way stories which inspire the other person to tell their story too. Setting the stage and understanding the back story is critical. 3 critical skills you have to develop to be effective in sales are: Learn to Facilitate Learn to Collaborate Learn how to Disagree Abdicating the solving of our problems to technology has amplified our problems by masking them and letting them persist. So often, such decisions are made because no one unmasks the real problem at its cause. In this lively discussion, Chris and I explore the power of #playbooks, #mapping the #customerjourney and much more. Chris can be contacted via LinkedIn on https://www.linkedin.com/in/salesnerdo/ Twitter: salesnerdo SalesStack.io #ShiftHappens on #Slack-- Book a 1 to 1 with me to explore how you can scaleup and achieve hypergrowth without hiring an army of mediocre salespeople or wasting a fortune on unproductive marketing or advertising - https://calendly.com/marcuscauchi/linkedin-discovery-call Sign up for #TheGrumbler newsletter: 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

#RinkuBanger is a new business founder. We discuss the journey from his early years, how he was forged into a top sales perfomer, the ups and downs, the good and the bad, and the hard lessons he's having to learn as he establishes his new business as the owner. In a frank and vulnerable conversation we explore his early days in boiler room sales, what he\'s stopped doing, how he's recruiting and developing his team and the challenges he's still facing. When you get to my age it's easy yo forget just how tough it is for new salespeople to get started and make it. It's tempting to blame them for their behaviour and results but it is on us as experienced sales leaders to take responsibility for hiring well, understanding personal motivations of our people, onboarding effectively, developing and growing talent to help them make progress and achieve their goals and ambitions. Far from creating a holiday camp, this is the hardest job of manager, hiring the best and getting the best out of them. There is nothing soft or fluffy about these soft metrics. You can contact Rinku, who is the founder and CEO of #Excellen via LinkedIn at linkedin.com/in/rinku-banger-96122a65 - - If you are establishing your business and want to speak to someone who will challenge your thinking, help you avoid the mistakes and horrors that were inflicted on you when you were starting out in your career, want to hire great talent and help them succeed, book a call with me on Zoom - https://calendly.com/marcuscauchi/linkedin-discovery-call Get my observations and tips with #TheGrumbler monthly newsletter at 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

5 years ago Thycotic was an unknown start up. Today they are on the lips of virtually every Fortune 500 Boardroom conversation. #SilkeAhrens is their international #ChannelChief. She explains how they have built their international presence through a special forces unit of partners, not by being distracted into recruiting a land army of conscripts. Achieving an average of 60-70% quarter on quarter growth internationally takes meticulous planning coupled with a high degree of adaptability and flexibility, a huge tolerance for change and a genuine understanding of what partners really want. Silke Ahrens is the embodiment of the modern #channelsales leader who is committed to only authentic partnerships with the channel and their customers. Learn how she does it and the mistakes she's made along the way. Silke can be contacted on LinkedIn via linkedin.com/in/silke-ahrens-5845a58 -- Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1 Get my observations and tips with #TheGrumbler monthly newsletter at 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

"To be vulnerable is the be the most courageous", says #VictoriaBoxallHunt, Group Operations Director at the Private Equity group, MARCOL. We discuss work-life balance under lockdown and in the (post)Covid era. We explore why you must show up as the best version of yourself by having a healthy balance between work and home life, health, sleep, diet and family. We argue over when to raise price in the sale, we agree vehemently that there is a need to raise the game when it comes to investing in women and non-white run businesses. We explore how the best managers are finding ways to ensure individuals feel part of their company culture and have a voice under these new working conditions we are having to which we are having to adapt. A genuinely fascinating conversation with a powerful female leader who has risen to the top through merit and authenticity. You can contact Victoria via LinkedIn linkedin.com/in/victoria-boxall-hunt-897669120 - - Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1 Get my observations and tips with #TheGrumbler monthly newsletter at 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

"Direct sales leaders are passing on the same bad genes to the kids. Learn this one thing. The channel can open doors that you don't even have the keys to the house", says #RodJefferson. What most vendors do to decrease time to revenue, increase seller productivity, remove selling obstacles, and create customers for life is the antithesis of what is needed to achieve these goals. We explore the significant differences between enabling a direct sales force and enabling a #SalesChannel. It is not a matter of putting "Channel" in front of your sales training programme. Listening is the most important part of conversation and selling. When you're selling through and selling with partners, you must slow down, stop trying to be the smartest person in the room, demonstrate humility and recognise, as the vendor, youa re probably a bit player in the grand scheme of things that the partner and the customer are working towards. By bringing in the right partners, you will accelerate achievement of all your fundamental goals. The problem is that most sales leaders and direct salespeople don't understand partners or the different types of partners (service, technical, implementation), when or how to bring them in. We explore how to sell channel programmes internally and how to hire effective channel managers. -- Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1 Get my observations and tips with #TheGrumbler monthly newsletter at 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

#SuhailKhan says that where marketing is asking for budget, they should also agree what they are going to deliver to the functions they support and then be held accountable every quarter or half year for their contribution to the results of sales, account management, customer success and renewals. What you measure happens, What you don't, doesn't. Measuring marketing on the number of leads with no measure of quality means marketing will deliver "X" number of leads but if they're crap, they are worse than worthless. Bad marketing sucks the profits of your business dry and is symptomatic of the disconnect between marketing and the rest of the sales organisation. Not only that, the lack of alignment means sales resources are distracted by pursuing non-opportunities, speaking to the wrong people, and leads to internal conflict and a blame culture. Without shared KPIs and common purpose sales and marketing will be at odds. Compensation that drives the wrong behaviours must be scrapped in favour of reward mechanisms that align purpose and intent across your organisation. Good marketing spends time talking to customers. Why did we decide to invest in marketing? Marketing isn't cheap. If we're doing marketing because everyone else does it or because we intend to support sales AND deliver what our customers want and need. Contact Suhail via LinkedIn at linkedin.com/in/suhail-khan-80bb25 Twitter: Suhail_K - - Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1 Get my observations and tips with #TheGrumbler monthly newsletter at 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

How Do You Earn The Faith of Loyal Customers For Life? "In the absence of value we will discuss price ... discuss the value of the experience of working with us that you cannot get anywhere else ... stop giving discounts right away ... discounting is for you and your company it's not for the customer ... once it's out there, you can't take it back"says #RoderickJefferson. Scared money doesn't sell. Rod has run sales enablement at @Siebel, @NetworkAppliance, @BusinessObjects, @eBay, @HP, @PayPal, @Salesforce and @Marketo. Sales Enablement 2.0 is about designing, building and deploying sales enablement differently to shift to how can we help our clients hold on to their clients, how do help increase profit, reduce cost, mitigate risk Sales enablement should be true partners who align, connect and collaborate across all the lines of business. Stop trying to shoehorn prospects into your sales process. Sales enablement's job is to make sure the right salespeople are having the right conversations with the right people in the right way at the right time. #SalesEnablement #SalesTraining #SalesProductivity #SalesEnhancement Contact Rod via: LinkedIn - linkedin.com/in/roderickjefferson Websites roderickjefferson.com (Company Website) youtube.com/channel/UCShK1i36e1AY1yVHHPh93wQ (YouTube) facebook.com/ThevoiceofRod/ (FaceBook) -- Book a 30 minute one to one conversation with me: https://calendly.com/marcuscauchi/book-a-free-30-minute-call Order your paperback copy of #MakingChannelSalesWork: https://tinyurl.com/Making-Channel-Sales-Work Making Channel Sales Work LinkedIn group: https://www.linkedin.com/groups/8553361/ Making Channel Sales Work Playlist on YouTube: https://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpq You can subscribe to #TheGrumbler newsletter: 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

"If you live your life in balance sheet you are back to an account telling an entrepreneur telling them how to run their company". #CallumLaing lifts the lid on the broken and corrupt world of #venturecapital and #privateequity. PE/VC had their heyday 20 years ago when they were able to pay much less to buy companies, but their success back then has led to massive inflation. In order to make money today, they have to force their investments to strip out costs, go into massive debt and pursue insatiable growth and the expense of longevity. In this very frank interview we discuss toxic impact of the Silicon Valley boys club. We explore the damaging illusion that VC/PE are the smartest people in the room, the cartel like behaviour PE firms operate to give the illusion of success - in 2019 over 30% of PE sales were to other PE companies. "I need to give my investors their money back with a return so I sell you my company on the promise I will buy 2 of yours next year. That way I can show how clever I am when I pay back my investors today, and you can do the same next year". Well over 70% of companies seduced by the promise of rapid growth and riches, lose everything. Often it's closer to the 95% mark. We lift the lid on the facade of stock options as a way to get rich. Too often it's a honeytrap that leaves those who made the company exitable, nothing, or worse. In the dot.com boom, options saddled paper millionaires with a crippling tax liability and they were forced into bankruptcy. We examine the myth of the great minds in many of the big management consulting and strategy firms and their broken business models. Callum shares his philosophy that is allowing MBH Corporation PLC to achieve hypergrowth in the value of their stock by acquiring profitable, traditional, "boring" businesses like kitchen fitting companies, construction, caravan companies, leaving majority ownership and control in the hands of the business owner. Callum gives a fantastic piece of advice as his best lesson from his years of scar tissue. We discuss the potency of gender and ethnic diversityto add value and perspective and the idiocy of limiting your talent pool. We didn't intend to make many friends with this episode and I think we succeeded. Please share your thoughts. LinkedIn: linkedin.com/in/callumlaing Websites unity-group.com (Unity-Group) entrevo.com (Entrevo) callumlaing.com (CallumLaing.com) Twitter: LaingCallum -- Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to #TheGrumbler newsletter: 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

"Engagement cannot be fixed; engagement is a symptom not a cause" says #MichaelPuck, Senior Partner HCM Advisory Group at #Kronos Companies that deliver exceptional employee experience have shown annual ROI on their share price of 42.33% per annum compared with the S&P 500 annualised ROI of 14.46% during the same period of 56 months over 2010-2016 2/3rds of the working population is disengaged or actively disengaged. The knock on effects of disengagement are poor customer service, low productivity, poor profitability but attempting to fix these problems or fix engagement inevitably fails to deliver the result. Michael has uncovered 30 factors that help you pinpoint the causes of disengagement. We discuss them in this episode. If you want to drive up profitability, efficiency, productivity and stop wasting time on change programmes that fail to deliver the intended results, stop the wrong type of talent turnover, listen and apply what you learn in this interview. If you question why this is important, the highest performing organisations see on average: 20% higher productivity 40% lower turnover 430% profitability per employee compared with their peers 290% more revenue per employee Michael can be contacted via LinkedIn at linkedin.com/in/pucknusa - - Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1 Get my observations and tips with #TheGrumbler monthly newsletter at 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

#ScottLeese is a 6x Startup Sales Leader, 3x Top 25 AA-ISP Inside Sales Leader, 2x Founder, 1x Author and strategic advisor to many scale up business founders. Serious illness took away Scott's future, he became an opiate addict and when he recovered he was unqualified for anything but sales. It was tough, but he'd beaten death, so he wasn't going to let something trifling like the hardest, simple job in the world beat him. He had an epiphany by reflecting on his addiction which resulted in his philosophy and approach to selling. Scott has built 6 x $200,000,000 companies. SIX! From scratch. Listen to his approach to hiring and recruitment, management and training. It will blow your mind. Yes, it's a lot of work up front, but it SAVES time, builds individuals' to meet their potential, earns loyalty and delivers extreme results. Pay attention to what he measures. This interview is such a breath of fresh air. Scott hosts Thursday Night Sales to help ambitious salespeople develop themselves. https://thursdaynightsales.com He's constantly hiring, so if you are looking for a place to grow and develop your sales career, get in touch. And if you want to sell and surf, there is no one better on the planet. LinkedIn: linkedin.com/in/scottleese Websites: scottleeseconsulting.com (Personal Website) surfandsales.com (Personal Website) patreon.com/thescottleese (Personal Website) Twitter: sleese555 -- Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to #TheGrumbler newsletter: 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

#JamesFarmer has been a pioneer in the field of #B2BMarketing for the past 16 years. James had an epiphany after a long history in publishing and direct marketing - business to business marketing was operating out of the Dark Ages, and it needed modernising. He and a partner from university, #JoelHarrison, set up B2B Marketing and have worked with most of the major names in technology and other fields. James and I have a robust conversation about the highs and lows of modern B2B marketing. We disagree on many aspects which makes for a lively conversation. Tell us what you think. They publish the latest thinking in B2B marketing at https://www.b2bmarketing.net/en-gb/user/register, their blog is one of the most widely respected in the industry and their events are popular because they are packed with usable insights James can be contacted on LinkedIn at linkedin.com/in/jamesfarmerb2b Website b2bmarketing.net (Company Website) TwitterJamesthefarms - - Sign up for #TheGrumbler newsletter: http://eepurl.com/gu2Yd1 Book a 1 to 1 call with me (no charge, fully confidential) https://calendly.com/marcuscauchi/discovery-call-15-mins #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

"Humans are bad at understanding other humans", says #MartinLucas, CEO of #GapInTheMatrix. Together with #PaulAlexandrou and #AlexMoscow, we explore how to get inside the minds of your customers to decide to buy or stick with the status quo. Martin is a #MathematicalPsychologist, Alex is a consummate storyteller of his clients' customers' stories, and Paul has helped a $2m Norwegian business acquire over 1 billion unique users, 77m of whom use their product every day. We explore the power of understanding and tailoring your story to the #archetypes who make up the majority of your customers. We discuss the pitfalls of getting this wrong and the power of targeting your message to maximise the success of your marketing investment. If you enjoy this podcast, please like, comment and share. And if you want to get in touch with one of the fellows, drop me an email or ping me a LinkedIn message -- Book a 1 to 1 with me at https://calendly.com/marcuscauchi/discovery-call-15-mins Get my newsletter #TheGrumbler: http://eepurl.com/gu2Yd1 Listen to both my podcasts: #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

#JenFerguson discusses selling at the sharp end. Feeding the top of the funnel is one of the most essential functions in sales because it's the #RevenueEngine. It's tough, it's a grind and it's usually the responsibility of some of your most junior and mistakenly undervalued salespeople. Given its importance and its level of difficulty, why is there so little emphasis on high quality training for these frontline salespeople? On developing their broader business acumen? On coaching, lesson capture and collaboration? Churning and burning junior sales staff has long been a problem in #SDR roles. Leadership of SDRs needs to focus on maximising their progress to increase their effectiveness. Too often it's seen as a temporary stepping stone to bigger and better things. Leadership focussing on volume of activity instead of call quality results in burnout, disappointing experiences with buyers who feel like they're being interrupted with little or no value received, and SDRs not understanding why they're doing to make their lives harder than they need to be. The pressure to rush to a premature demo without effective qualification to people who can only say no or maybe is madness. Contact Jen via: linkedin.com/in/sales911 Website: sales-911.com (Company Website)Phone: +1 727-647-6695 (Mobile)Twitter: JFerg507- -Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to #TheGrumbler newsletter: 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

How do you argue with an idiot? Why don't people pay enough attention to the facts? Can the tense that you use kill your idea in the minds of others? Do you want to know how to minimise destructive conflict, maximise your impact and achieve consensus even with the most recalcitrant opponent? Have you ever wondered how people with less talent or competence can get their way whilst you struggle to even be heard? #JayHeinrichs and I discuss applied #rhetoric. Rhetoric has been a significant influence on the formation of Western democracy and is at the heart of our identity. We discuss it in the context of life, business and family. In this interview we explore how the use of the right or wrong tense can help you win or lose an argument, have your idea taken up with enthusiasm or be shot down. We explore how to build and improve your personal brand through craft, caring and cause. A fascinating conversation about something we all (mis)use inadvertently everyday. You can either make it you ally or your enemy. Jay can be contacted on linkedin.com/in/jay-heinrichs-519b427 Websites: jayheinrichs.com (Personal Website) figarospeech.com (Personal Website) arguelab.com (Personal Website) Twitter: JayHeinrichs- -Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to #TheGrumbler newsletter: 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's the worst that could happen? I'll have to live with my mum. Motivation is just energy. Procrastination is a decision where you value something else more than doing the thing that is required. A mistake made more than once is a decision!", says Paul Mort Warning: Explicit language, no punches pulled #PaulMort is straight talking, uncompromising and direct. Bi-polar, formerly suicidal, Paul confronts topics most of us prefer to hide or ignore. Expect to have the scales ripped from your eyes and your ears burned in this interview. Paul has a following of millions, coaching men to reclaim their power, take control, find clarity, direction and inner peace while lighting a fire under their arse to pursue and realise their dreams. "What are you knowingly doing that is preventing you from resolving this?" We rip apart the motivational speaking industry for the con that it is. We explore why self-sabotage is not a thing, why we lie to ourselves to make ourselves feel better about choosing something else than what is required of us. We explore beliefs, scripting, excuse making, catastrophising. Correction: Essentialism by Greg McKeown (whilst excellent) isn't the book I meant. I meant #HowToBeMiserable by Randy Paterson Paul discussed the top narratives he used to run for not achieving your goals and how he fixed himself: I won't be able to handle it I have bi-polar (whatever your crutch condition is) I'm not very good with money I'm terrible on the phone Any of these sound familiar? What evidence do you have that any of these excuses that you run in your head are true? Would you be willing to making such statements in front of a jury? Expect to be offended, upset & shocked. I can't wait for the hate mail to flood in ... Contact Paul via LinkedIn linkedin.com/in/🔥paul-mort🔥-27823792 Website: paulmort.uk (Personal Website)- - Book a confidential 15 minutes with me: https://calendly.com/marcuscauchi/ #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

"The key is curiosity. When we learn we better our thinking" says Dr #LyndaShaw is an applied neuroscientist who has travelled widely, and investigates how language and culture affects the brain, and how the brain affects language and behaviour. We discuss how our environment can shape us. We explore how uncertainty and ambiguity stress our brains and why we seek out answers where they are missing, filling in the gaps though worry. Lynda shares her concerns for mental health and how forward thinking managers and leaders can get ahead of these problems. Listen to her advice on the power of routine to reduce stress and overcome the body's negative hormonal response to isolation, fear for your health or your job. Lynda shares a wonderful story about how a Dr An Wang showed vulnerability to work through a major crisis to galvanise his entire workforce to support the business and each other. We share some ideas on how to develop creative ideas to overcome even the toughest of problems. If you'd like a copy of #TeamStorm email [email protected] with "Team Storm" in the subject line. If you'd like to receive my monthly newsletter, #TheGrumbler newsletter: http://eepurl.com/gu2Yd1 Contact Lynda via LinkedIn: linkedin.com/in/lyndashaw Websites: drlyndashaw.com (Dr Lynda Shaw) drlyndashaw.com/corporates/testimonials (For testimonials please read:) Twitter: drlyndashaw--Making Channel Sales Work https://tinyurl.com/Making-Channel-Sales-Work Making Channel Sales Work LI group https://www.linkedin.com/groups/8553361/ Making Channel Sales Work Playlist YT https://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpq

#DanielGraffRadford, CEO of #Allbound explains the critical importance of enabling your partners to succeed. We discuss how effective #PRM #PartnerRelationshipManagement can play a vital role in your channel programme, onboarding, training and developing your partners' teams. If you don't understand what drives your partners, why they are in business, what they are trying to achieve, you run the risk of driving them to go silent inside 90 days of signing them up. Contact Daniel on LinkedIn at: linkedin.com/in/daniel-graff-radford-93899 Check out the Allbound Podcast; available on iTunes, Google Play, or live stream from the web: https://itunes.apple.com/us/podcast/the-allbound-podcast/id1153309766 Twitter: http://twitter.com/allbound http://www.facebook.com/allbound And to see the #AllStars lovable little friends: https://www.instagram.com/allboundcritters/ Website: http://www.allbound.com -- Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to #TheGrumbler newsletter: 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

We're in uncertain times. There's complexity and volatility with no clear end to the pandemic, governments printing money, zero interest rates, oil is through the floor, the dollar is looking precarious, unemployment is rising fast and Ray Dalio is predicting the stock market is looking at a "lost decade". Governments are looking at withdrawing support around the world at the same time at the end of July, which could trigger a stock market crash. If you'd like to book a confidential call with me over Zoom use this link #JamesAbraham, regional developer for Sandler in Israel, discusses adapting to VUCA, volatility, uncertainty, complexity and ambiguity. We explore how you need to think differently, behave differently and communicate differently in our sales and our marketing. A crisis is bad for most, but good for the few who are prepared, willing to take calculated risks and can deliver massive value when others focus on cutting back. LinkedIn: linkedin.com/in/jamestrainer Websites: sandler.com (Company Website) israel.sandler.com (Personal Website) calendly.com/james-abraham (Personal Website) Skype IM: jamesdabraham-- Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to #TheGrumbler newsletter: 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.ap

If your customers aren't driving your growth, then you are missing a massive trick. You'll pay a heavy price for ignoring Colin's advice in this episode. Marketing and sales leaders will discover some disturbing cracks in their reaction to Covid and the decisions they are making thinking they are protecting their business when instead, they are leaving the door open to the competition to steal their lunch. #ColinShaw is recognised by Linkedin as one of the ‘World's Top 150 Business Influencers’. He is Founder & CEO of Beyond Philosophy LLC who helps organisations grow by identifying hidden, unmet needs. And the Financial Times selected his company, Beyond Philosophy LLC, as one of the best management consultancies Colin has written seven bestselling books on Customer-driven growth. He is the co-host of the highly successful Intuitive Customer podcast. https://beyondphilosophy.com/podcasts/ We explore how you can unlock growth by discovering customers' hidden, unmet needs that drive value and capitalise on this by improving your customer experience to meet these needs so as to retain and win new customers across your target market. You can subscribe to his LinkedIn newsletter 'Why we buy'. And you can connect with Colin via his LinkedIn profile here: https://www.linkedin.com/in/colinrjshaw/ Follow Colin on Twitter @ColinShaw_CX Intuitive Customer Podcast - https://beyondphilosophy.com/podcasts -- You can subscribe to #TheGrumbler newsletter written by me each month: http://eepurl.com/gu2Yd1 Book a confidential 15 minute one to one conversation with me: https://calendly.com/marcuscauchi/discovery-call-15-mins Buy your paperback copy of #MakingChannelSalesWork: https://tinyurl.com/Making-Channel-Sales-Work #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

The world's best salespeople come from Switzerland, according to OMG's research (2020). Why is that? #FredKermisch helps salespeople in #privatebanking establish and build trust, earn the loyalty and faith of their clients.. He explains why a history of hospitality has built a culture where sellers have learned to help customers trust them, feel cared for and feel safe. Fred explains why the pressure managers put salespeople under to achieve quota, frequently backfires because high networths get very nervous when a bank applies pressure to serve their own selfish need to hit quota. We explore the ways salespeople devalue their brand and create the conditions for needless customer churn. The principles we discuss apply in all sales environments. We take a dignified and gentlemanly foray into (mis)hiring, onboarding, training, accountability and forecasting. Fred is the embodiment of someone you want to do business with. He exudes reliability, a strong service mentality and personal commitment. Contact Fred via: LinkedIn - linkedin.com/in/frederickkermisch Website - frederickkermisch.com (Private Banker Sales)Twitter - KermischCoach -- You can subscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1 Book a 30 minute one to one conversation with me: https://calendly.com/marcuscauchi/book-a-free-30-minute-call Order your paperback copy of #MakingChannelSalesWork: https://tinyurl.com/Making-Channel-Sales-Work #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

#OliverParker is an executive recruiter with a difference. He doesn't let his clients make bad hires. He challenges them. He does the ground work by interviewing the people a new hire will be working with. he interviews the Board. And he makes sure the job you say you want to hire is the job you need to hire for. We have a very in depth, brutally frank conversation about the mistakes, mostly avoidable that result in 40% of executive hires failing within their first year. That is a massively costly mistake and usually down to the recruiter allowing their desire to secure the assignment rather than standing up to the CEO or Chair, having robust discussions about what the intended outcome from hiring will be and making sure that there is a suitable fit culturally, in terms of value, mission and purpose. Contact Ollie on: LinkedIn: linkedin.com/in/oliverparker Website: capability.consulting/ (Company Website)Phone : 0117 901 2277 (Work)Twitter: ollieparker -- You can subscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1 Book a 30 minute one to one conversation with me: https://calendly.com/marcuscauchi/book-a-free-30-minute-call Order your paperback copy of #MakingChannelSalesWork: https://tinyurl.com/Making-Channel-Sales-Work #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

#PaulLloyd discussed how he increased his own effectiveness running his channel by 1800%. His approach is radical, you'll find it scary and you'll question whether you can pull off a similar approach. I've been advocating such an approach because it exploits Price's Law which states that 50% of your production will come from the square root of the number of people or partners in your sales organisation. Have a listen, take notes and get in touch with me to talk about how you can execute to deliver similar improvements in effectiveness, in efficiency and maximise the profitability of your partners. Book a free, 15 minute discovery call with me to explore your options and establish if you can deliver similar results https://calendly.com/marcuscauchi/discovery-call-15-mins You can get in touch with Paul at: LinkedIn: linkedin.com/in/plloyd Website: sellerly.co.uk (Company Website)Phone: 07764 247444 (Mobile)Email: [email protected]: paullloyd1--To get notified when I release a new podcast signup here: https://mailchi.mp/44c63bca3e92/podcasts-sh-lp I write #TheGrumbler newsletter every month - packed with opinions and insights you will find uncomfortable and revelatory: http://eepurl.com/gu2Yd1 If you want to get Rapid Results in your sales I'm running a 8-week foundations programme to help you accelerate and improve your sales results: https://calendly.com/marcuscauchi/rapid-results-programme?month=2020-07