Welcome To Theinquisitor Podcast

Mark Boundy explains the power behind discovery of demonstrable, plausible, #RadicalValue. He describes the #MediocrityCycle the majority slip into, the consequences and how to prevent it. Mark is a passionate advocate for #BuyerSafety

Isn't that a fantastic lockdown profile pic? James Bishop gives me a thorough beating about the shitty production values of #TheInquisitorPodcast. I invited him on the show to explain why my total lack of production values are losing me valuable audience numbers and an affront to my lovely loyal listeners. Before anyone picks on James, I invited him and he's absolutely correct. I've been lazy for 3 reasons: 1. I'm intrinsically lazy 2. I want to hear from you before I make any changes 3. Refer to 1   Contact James via linkedin.com/in/onefineplay Website onefineplay.com  (OneFinePlay)   Twitter: PlayByPlayLDN -- Contact me on marcus@laughs-last.com

Paul Fifield, CEO and founder of the Sales Impact Academy chats with me about deficiencies and gaps in global education systems. We explore what you really need to build a successful modern revenue operation. We delve deep into the challenges sales managers face every day, where they have gaps in their knowledge and the role of the CRO in establishing how fast you're going and what speed you should be going at. What are the leading indicators of customer success? Do we need to put the brakes on? Are your leading indicators still true and relevant? Is your talent pipeline continuously populated with quality candidates? Contact Paul on linkedin.com/in/paulfifield75   Websites salesimpactacademy.co.uk  (Company Website) soundcloud.com/user-601989869  (Personal Website)   Twitter: PaulFifield -- Contact me via marcus@laughs-last.com

"When the average SDR is productive for only 3 minutes per day", says Chris Beall, founder of #ConnectAndSell, "You have to ask, "Is there a better way?" Chris chats with me about where sales is today and where it's heading. Looking at an old problem through the same eyes that probably created it, isn't going to bring fresh perspective. We delve into strategic alliances, the mathematics of sales waste and we expose why you ignore either at your peril. Chris can be contacted via LinkedIn at linkedin.com/in/chris-beall-7859a4 Websites connectandsell.com  (Company Website) blog.connectandsell.com  (Blog) marketdominanceguys.com  (Podcast) Twitter: chris8649   -- Contact me via DM or marcus@laughs-last.com

Shelley O'Donovan started her career in politics, became a lobbyist driving policy change. Her work required her to understand what was not being said as much as what was. She trained intensively to understand the rich underlying communication that comes from body language. We discuss why clear communication, that is easily digestible by your audience is essential if you're to have the impact you want in influencing people. The conversation evolves to cover body language, social engineering, authentic communication, persuasion vs influence vs manipulation. A wide ranging conversation. Well worth a listen Contact Shelley via linkedin.com/in/shellyodonovan Website: authenticinfluencegroup.com  (Company Website) Twitter: ShellyOdonovan   -- Contact me via DM or marcus@laughs-last.com

"If you have to ask what budget do you have, you have no right to be in that conversation" says Angelique Rewers, CEO of BoldHaus. We discuss how to position yourself at the top of the pile in the minds of your prospects and customers. We challenge the received wisdom that blows traditional BANT qualification out of the water. She explains how to make yourself the ally of CXOs by delivering genuine relevance and value. "I don't understand why sellers and business owners are so thick when it comes to understanding their prospects ... they're going to destroy the relationship. Sales should be part of the customer team" This is packed with controversial but well considered, field tested and proven and heard earned lessons learned. You are in for a treat. Contact Angelique on linkedin.com/in/angeliquerewers Websites: thecorporateagent.com  (Company Website) thecorporateagent.com/media  (Portfolio) realdealconference.com/  (Company Website) Twitter: CorporateAgent -- If you want to eliminate 95% of the wast

Ben Elijah is an angry man on a mission. I like Ben, a lot. Both of us are furious tat the noble profession of selling has been derailed by finance and misdirected leadership. We explore the waste, the human costs of bad #SalesLeadership and bad #SalesEnablement. Then we dig into what good and great look like. We postulate on the future of sales and how we think companies and sales professionals need to adapt if they wish to thrive in the future. Contact Ben via linkedin.com/in/benelijah Website: inkandben.com  (Company Website) Twitter: inkandben -- Contact me via LI DM or marcus@laughs-last.com

Anthony Coundouris, author of #RunFrictionless, and I explore his excellent perspectives on how to evaluate and understand your customer? Where are you and your business in relation to where your customer is? We delve into the interplay between the various moving parts? Q1: Who we serve? Q2; What we serve? Q3: Who we are? Q4: How we serve? We identify why you can get so much more done when you focus on eliminating the causes of friction for the customer, for the people in your own organisation. And how the pay off is a strong, organic business where you are no longer affecting the day to day smooth running of your operation. You have the right people in place and you trust them to do the right thing. That is an achievement few ever attain. Contact Anthony via linkedin.com/in/anthonycoundouris Websites runfrictionless.com  (Company Website) twitter.com/runfrictionless  (Twitter) youtube.com/watch?v=ePwAXI-8eP0&t=1s  (Personal Website) -- As always DM me on LinkedIn or email marcus@laughs-last.com

Scot MacTaggart and I discuss the challenge of understanding the "how do we do what we do?" and "why do we do what we do?" The answers may be terrifying. When you're too close to a thing it makes it difficult to see where you can apply the least damaging force to get the outcome you need and want. "This is a job about the data ... in the sense that there is a definite right and a definite wrong ... we're living in a period of shamelessness ... reluctant to open the door to vulnerability ... " It's a pair of grizzled old lags discussing what's wrong with sales, about living in the real world which is a rough place, and where real feedback is hard on you. We dig into the importance of the qualification steps. "It acts as a get out of jail free card when you come up against a wrong customer. You have the right to say no" Lively, entertaining and packed with clear questions that will stretch your thinking. Contact Scot via linkedin.com/in/mactaggart Websites: pitchwerks.com  (Founder) krnls.co  (Cofounder) T

Mr. Alfie Kohn is an author and champion of evidence over attachment. We explore the ideas and evidence from his excellent book, Punished By Rewards. He explores what the evidence is repeatedly telling us, but we are ignoring it or remain defiantly, wilfully  ignorant. A short episode but of extreme value none the less. This is the evidence from research against commission plans and raises so many difficult questions which sales leadership needs to tackle if we are to be prepared for the imminent future. Contact Mr Kohn at https://www.alfiekohn.org/ -- If you want to contact me marcus@laughs-last.com  

Eloise Leeson  explore content optimization - taking what you've got and making it so much better. We don't have to always reinvent the wheel when it comes to some of the messaging in the way we talk to our customers and our clients. And there's always room for improvement. How often do we intend one message but another one entirely is received? Have we considered the unintended consequences of what, when and how we communicate, and to whom? We explore using communication to align and smooth the transitions between marketing to lead generation, to sales and on to customer success. And from success to account growth, and back into product development. All whilst being the champion for your customer. You'll discover how much knowledge is being lost with each handover and what this represents in opportunities wasted. And how you can capture it using some readily available tools. We dig into how the right copy used at the right time can help nurture middle of the funnel opportunities. Another fascinating conversa

Kristel Beilby helps leaders fix antiquated sales and marketing systems that are no longer fit for purpose. We explore the underlying complexities that impact pipeline, the downward spiral when you are reacting to a missed quota today by exaggerating the problem through cannibalising next quarter's pipeline, the effect on the quality of your people. We explore the role of sales managers and how that needs to change. We dig deep into culture, and the unholy alliance between investors and leadership. We look into the ripple effects of making isolated decisions with linear solutions about #wickedproblems. Buckle up. You're in for a treat. And once you've listened, if you're feeling feisty, @tag a former boss! Or a future manager. Contact Kristel via linkedin.com/in/beilby -- Catch me on marcus@laughs-last.com Who do you reckon would be a great guest? Let me know. Or get their permission to connect us via a joint LI message or email if you think we'd be a great fit      

This one is a belter. Prepare to open your mind to #WickedProblems. What's a wicked problem? A wicked problem is a problem that's difficult or impossible to solve—normally because of its complex and interconnected nature. Wicked problems lack clarity in both their aims and solutions, and are subject to real-world constraints which hinder risk-free attempts to find a solution. Alexander Knapp has been helping solve wicked problems around the world since the mid-1990s in places like The Balkans, Darfur and Somalia on behalf of the UN. Usually first feet on the ground at the breakout of peace, Alexander and his incredible team live by 4 rules: 1. The first solution will fail, gather data, learn, try again. Repeat. 2. Stakeholders differ 3. Rules change as you play 4. No perfect answer - only imperfect options Sound familiar? Bring a notepad and pen. Listen multiple times. And please share with your team, your leaders, your partners. And tag someone specific who needs to hear Alexander's message Contact Alexander

Rikki Arundel is a story telling expert and high profile speaker on gender inclusion. She also happens to be trans. We discuss DE&I, bias, the journey she went through from successful salesperson and manager in the financial services world to a stalwart advocate for the rights of minority groups. We celebrate difference. We discuss the challenges, the hardships, the discrimination and the courage required to be different. We have a grown up, un-PC, un-woke discussion without treading on egg-shells. It was a wonderfully refreshing exploration of a sensitive and difficult topic which usually has white middle aged men like me fleeing for the hills. I hope it's opened your eyes and your heart to acceptance and seeing the value of hiring for difference and making it safe and possible for those who are different to fit in and contribute fully. I'm sure there will be a few of you who will allow your prejudices to get the better of you. Please don't behave like a twat in your comments. You know who you are that I

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

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

David Mullins is a sports psychologist who develops world champions in mixed martial arts, football, rugby and other sports. Hr explains the importance of learning to accept what you can and can't control, be clear about the objective when you show, which is to be present and perform at your best, in the moment. Distractions like a winning a contract or promotion, the hope for the trappings of success in the future, can get your mind out of the fight where it needs to be, resulting in a losing performance, David explores the importance of concentrating on the fundamentals, the boring basics. We dig into the power of fair, relevant and accurate self-talk. He spotlights how we often lower our goals in the face of adversity instead of giving yourself the advice you need to hear to rise above it, and why we need to keep fighting from every angle even when we're down. We draw some important parallels with selling. Improvement is a process. You have to let your ego suffer, to have the patience to start out bad, ref

Jackie Handy and I discuss #DEandI, #Diversity #Equity and #Inclusion. We tackle some delicate and uncomfortable topics without tiptoeing around them. Hard hitting, no compromise discussion about an area that too many people are afraid to take on. Enough with the wokeness of it all. Stop paying lip service. Stop virtue signalling that you are an equal opportunities employer when you hire for difference and fire for not fitting in. Stop lying to your market, to your employees and yourselves. DE&I is not some snowflake, liberal issue. Diverse teams produce significantly more creative solutions to difficult problems than teams living in an echo chamber with their limited view of the world colouring their thinking. Yes, it's bloody hard work. Yes, it's difficult. And yes, it is going to be uncomfortable. But the pay off is well worth the effort. It's not about pandering to a few. Marginalising and discriminating against those who are different speaks to the culture and leadership in your business. It is the r

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

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