Welcome To Theinquisitor Podcast

Erica Kuhl is a legend in the world of community building. She pioneered #community at #Salesforce despite being told innumerable times that it wouldn't work. Her perseverance paid off. She created something that smashed all expectations, and help push Salesforce forward faster than almost any other marketing initiative in history. We explore the good, the bad and the downright ugly in community. Erica shares dozens of insights and pearls of wisdom about timings, technology, people and roles, the ups, the downs, the blindspots and the surprises you might encounter. This is a masterclass from the mistress of community building. You are well advised to come with a pen and a notepad, an open mind and time to listen a couple of times to make sure you leave with a framework you can implement. Contact Erica on linkedin.com/in/ericakuhl Websites ericakuhl.com  (Company Website) medium.com/@erica.kuhl  (Blog) youtu.be/zacvZ8MWszY  (Erica Kuhl Consulting) --   If you are the owner or CEO of a technology company

Andy Shaw is a CEO. He spills the beans in what he loves, hates when salespeople try to sell to him. He explains what his role entails, his priorities, his pressures, the fires he's got to put out, the demands on his time. We explore what he is looking for when being sold to and what causes him to buy and what guarantees you get shunted or never get a second meeting. If you sell to senior executives this series of interviews is vital listening. No fluff, no frills and no punches pulled. You can contact Andy via https://www.linkedin.com/in/andrewdshaw/ Websites: Personal Website www.andrewshaw.blog https://www.facebook.com/AndrewShaw.Blog https://www.instagram.com/andrewshaw.blog/ Twitter: @andrewshaw_blog Company Website https://www.facebook.com/1Parallel https://www.instagram.com/1parallelnorth Twitter: @1parallelnorth Email: marketing@1parallel.com   -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged an

Karen Mangia and Jill Robbins discuss how sales and selling need to adapt to to keep up with the shifting context in which customer and professional buyers have taken the buying journey. This is a masterclass in understanding the customer. Karen is one of the world's leading experts in the #VoiceOfTheCustomer and Jill is one of the world's leading minds around seller-procurement partnering. They share priceless insights into understanding buyers, seeing the world through their eyes, thinking as the customer does to make yourself consistently timely, relevant and valuable, and thereby differentiate yourself and your company in every interaction or touch. Contact Karen on LinkedIn at linkedin.com/in/karenmangia Websites salesforce.com/  (Company Website) successwithless.net/  (Success With Less Book) twitter.com/karenmangia  (Personal Website) Contact Jill at linkedin.com/in/jillerobbins Websites businessfierce.com (Company Website) matchbookinc.com  (Company Website)   --   If you are the owner or

Sales: A Force For Good is a a global community set up to: 1. Make sales the powerhouse of the economy and lead the global recovery. 2. Identify & drive success for customers, partners and sellers. 3. Reward ALL who contribute to that success 4. Raise standards of behaviour, ethics and skill in our profession 5. Build future leaders. Give them the tools & skills to make sales a force for good 6. Make sales an aspirational career choice for future generations   If you want to be a part of the change and have your voice heard, please email marcusATlaughs-lastDOTcom with "SAFFG" in the subject line or DM me on LinkedIn  

Sean Coyle CEO of Peak Performance Management in Pittsburgh. We discuss accountability, and the transition from getting the result to not letting your team mates down as you mature. We explore tough love in accountability and need for a mutual agreement around what you are trying to accomplish. These accountability forums give you access to best practices. Sean makes the point that you need to leave you ego at the door and take constructive criticism or praise gratefully, pay attention to the message. Filter out how the message is being delivered. We explore vulnerability which is an act of courage. Sean's advice - make sure you are the weakest person in the accountability group, open up and admit what you are struggling with. Share the burden, stop your whining and get over it. Learn to ask for help. Ask a question and you are fool for 5 minutes; don't and you are fool for life. Sean makes the point that the inability to ask for help is an absence of intellectual humility. Learning not to compare yourself wi

Joseph Skursky helps companies predict who will succeed and will not BEFORE you hire them in sales, sales management and leadership roles. We discuss the critical importance of hiring and why hiring well is so challenging. I've experienced Joseph's work first hand which is why I wanted him on the show. His profiling of candidates is uncannily insightful and his nuanced interpretation of those results is pinpoint accurate. Listen as we explore what makes for great #SalesDNA. Contact Joseph via linkedin.com/in/josephskursky Website: marketleadersolutions.com  Phone: +1 412.626.7442 (Work)Twitter: josephskursky-- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psycho

Jill Robbins was at the top of the procurement function in corporate America for the past 25 years. Now she teaches salespeople how to sell to procurement and be effective. In this episode Jill lifts the lid on the different roles and functions in procurement, how they are compensated and measured, and the differences between a truly strategic procurement function and a tactical reactive purchasing operation. This is a MUST LISTEN episode if you are ever in bids, tenders, pitches or find yourself shunted to procurement after you have "won the deal". Contact Jill via LinkedIn at linkedin.com/in/jillerobbins Websites dollyandjett.com  (Personal Website) businessfierce.com  (Company Website) matchbookinc.com  (Company Website) Email: jill@businessfierce.com  --   If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule

Fred Copestake's book #SellingThroughPartneringSkills is essential reading if you are going to establish yourself as a viable long term supplier to your customers. Showing up as a talking catalogue in a suit or worse, doing a drive by shooting whenever a renewal conversation is due was never good but now makes you look and feel like a dinosaur. Your days are long gone and you deserve to be extinct. Customers deserve better. They expect better. They expect salespeople to bring value, to co-develop products and services, to help solve problems and behave like true partners. If you are doing less than this you haven't even made it past the "I should bloody hope so" line that Simon Bowen talks about. Partnering is the minimum level of expectation customers should be demanding from their vendors and is the baseline we as suppliers should be delivering to customers and prospects. Our job is to help them get the jobs that need to done completed effectively, efficiently and correctly. We have to help them through the

Cauri Jaye is CTO and CSO at #Sesh. Sesh is developing AI that recognises people's emotions, #EQOnDemand with a product called #Empath. It's heavily based on the research of #LisaFeldmanBarrett. In this fascinating conversation we explore the future of AI-Human partnerships. We discuss the limits and pace of development, AI ethics and the applications of AI recognising emotions. Today this is a controversial topic because there are so many unknowns, the ethics around AI need to be clearly defined, standards and values explored and codified but one thing is certain, machine learning is here to stay and true AI is a matter of when, not if. Join us on this episode. Please share your thoughts, opinions, insights and concerns. We want to learn your views. Cauri can be contacted via Linked in at linkedin.com/in/cauri Website: cauri.org  (Personal site) and getempath.com  (company site) Twitter: cauri or_rhubarbstudios   --   If you are the owner or CEO of a technology company and your goal is to grow your business

Bevis Moynan helps CEOs take teams to peak performance levels. He uses #MotivationalMaps to understand the individual and group dynamics. His coaching drives cohesion and alignment with teams and across all functions of the business. We dig deep into motivation. What it is and what it isn't? How to encourage it and how to kill it? If you are a #CEO, #CHRO, #CPO, lead or manage a team. department or #ExecutiveTeam this is essential listening. And if you operate in a fast moving, high pressure environment there are powerful lessons in this interview that can help eliminate management problems, reduce unwanted staff turnover rates and eliminate conflict, poor performance and excuses. Bevis can be contacted on linkedin.com/in/bevis-moynan-b468681b Websites magentacs.co.uk  (Company Website) magentacs.co.uk  (Blog) Email" bevis@magentacs.co.ukTwitter: BMoynan--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged

Amy Rowlinson discusses the power of the "Why?" behind your business. A lively discussion that digs into motive, cause and intent as drivers behind your business. Your motivations for doing what you do are key to sustaining the energy and drive you need to sustain your effort in the tough times, raise the bar and be relevant to your customers. We explore purpose, values, and fulfilment in this episode. We'd love to hear your thoughts ... Contact Amy via LinkedIn at linkedin.com/in/amyrowlinson Websites linktr.ee/AmyRowlinson  (All Contact Links) amyrowlinson.com  (Personal Website) calendly.com/amyrowlinson/enquirycall  (Book a Coaching Call with me!) Twitter: AmyRowlinson-- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast

Adam Gordon nurtures talent. Whether it's graduates or veterans, potential new hires or building the bench, companies waste an obscene amount of money and waste countless hours of people's time duplicating work they have already paid for in their recruitment process.   We explore what candidate nurturing is and how to build a rock solid pipeline of past, current and future candidates. Building relationships for the long term requires employers to shift their thinking and behaviour away from trying to fill a specific vacancy and seeing recruitment as THE most important function in their business.    By building and nurturing a live pipeline of talent and delivering value at each stage of the candidate's journey, employers can develop their brand so that they are see as a natural choice when candidates are looking or considering their next role. Becoming a destination employer is a crucial part of the marketing function and one which very few companies even consider.   You can contact Adam via LinkedIn: linkedi

Selling is a thinking profession. It's not about techniques and manipulation. Unless you understand people, you are going to find selling a tough occupation. Moeed Amin is a neuroscientist and practitioner of good behavioural psychology. We get deep into the subject of why people buy, and why they don't. We explore the crimes against customers salespeople perpetrate and their managers encourage which run counter to what actually works in the real world. An enjoyable listen packed with powerful insights. Moeed can be contacted on LinkedIn: linkedin.com/in/moeedamin Website: proverbialdoor.com  Twitter: moeedamin--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psyc

"Never put the financial cart before the building a better future horse", says Gary Mitchell, #TransformationExpert. On this episode of #TheInquisitorPodcast I have #Futurist and #Collaboration expert Professor Eddie Obeng and #Innovation chief for #Helsingborg Patrick Lindqvist. A lively, rowdy and insightful conversation packed with some uncomfortable home truths about why innovation, change and transformation programmes fail and what you can do to make them successful. Gary helps leadership and organisations unite around a good strategy, in which it believes, develop the plans for delivery, and gain confidence in the outcomes. He has developed a reliable formula for success for transformation and strategy execution. For over 35 years Gary has lead and fixed some of the most difficult transformation programmes, helping leadership teams communicate strategy in one conversation. He helps them understand what actions you and your leadership team could take to put the building blocks for success in place, or to

Mat Sweezey says, "Using new technology with old thinking is worse than useless". The context changed in 2009 with the arrival of the internet in mainstream business. The problem is many marketing departments, CFOs and sales leaders are trying to apply old paradigms to new ways buyers are buying. Mat's excellent book #TheContextMarketingRevolution is one of the top 3 marketing books available today in my opinion. When you consider the changes that are afoot with the pressure around personal data, and the already massive waste that interruptive and stalker digital advertising represent ($265,000,000,000 is wasted every year on digital ads that secure 0 or 1 click). This episode is brimming with vital and valuable insights you can apply to develop conversations with your customers and prospects, and build a community around your brand. Powerful stuff and worth bringing a notepad and pen to the party. Mat is a futurist and researcher who works at Salesforce. His study with Karen Mangia, #ExperienceTheShift outli

"Never assume you are in relationship with someone", says Barnaby Wynter, author of #TheBrandBucket. "The power base has shifted to the buyer", he continues since the advent of the internet and the smart phone. 88% of buying journeys start online in consumer sales, but that is being mirrored in B2B.  The Brand Bucket process: Raise awareness Image match Define your value to them Give them a test drive and make the experience amazing Elicit a response Earn loyalty The vast majority of the value in your business is intrinsically tied to looking after your paying prospects (Barnaby says talking about them as customers makes companies complacent, and I agree) Contact Barnaby via LinkedIn - linkedin.com/in/barnabywynter Websites thebrandbucketcompany.com  (Company Website) barnabywynter.com  (Personal Website) Phone: +44 (0)7771 750 358 (Work)Email: barnaby@thebrandbucketcompany.comTwitter: thebrandbucket    -- If you are the owner or CEO of a technology company and your goal is to grow your business and achie

David Perry has sold #enterprisesolutions for major corporations including Adobe, Amazon, Google and IBM. He is the author of #GameOfSales. We discuss the truths and myths about winning complex deals with major #enterprisecustomers.  A seasoned sales veteran, Dave has picked up a lot of scar tissue, earned a few stripes and has condensed 20 years experience into his book. Well worth a read and very practical. We dig around the enterprise selling world, navigating the internal battles which are often harder than those you find in clients and prospects businesses. We explore how to foster discretionary effort, navigate politics and get senior management to play their part to grease the wheels. Dave can be contacted on linkedin.com/in/david-perry-178969 -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a b

Workplace stress is the 5th highest cause of death globally. Mental health is a hot topic in the world of sales and selling, but many are blithely ignoring it, brushing it under the carpet or paying lip service to it. Chris Hatfield, CEO of Sales Pyche, believes it is too important to ignore. I agree. We discuss the causes, effects and solutions to mental health problems in our great profession of sales. We explore it at producer and manager levels and discuss the challenges it creates in businesses. If you are concerned about your own or the mental health of your people, Chris can be contacted via linkedin.com/in/chrishatfieldsalespsyche Phone: 07807199696 (Mobile)Email: chris.hatfield@salespsyche.co.uk--.To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click herehttps://linkre.ee/marcuscauchi

Alex Moscow helps you tell captivating stories that make your customer the hero. He takes your genius as a business, and brings it to life through the experience and outcomes you deliver to your clients. We explore why stories are so powerful, what makes them work and what makes so much corporate communication fall flat. Packed with usable insights, this episode will open your eyes to the power and possibilities of great business storytelling. Alex can be contacted via linkedin.com/in/alexmoscow Website: 9mmpr.com  (9MM Public Relations Ltd)Phone: 07967 604 652 (Mobile)Email: alex@9mmpr.com--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Gary Mitchell transforms companies, government departments and complex organisations. In 25 years he's never had one of his complex change projects fail. Not one. Zero. Nul. Nada.  Why? Because he starts with the story. He makes sure the right people are leading each element of the progamme. By following principles learned in the crucible of complex transformations, he eliminates the risk of technology deployments, preparing business for the future.  We discuss what strategy is and what it isn't. We explore why it's so important to focus on the 5 top things that will get the organisation 80% of where they want to get to quickly, building plausibility within the enterprise so everyone gets behind the outcomes or leaves. It isn't exactly pretty but it is effective, and leaves them with the internal capability to handle future challenges. If you ever thought strategy was dull, buckle up. I think I met my match in this episode. We had so much fun picking apart each element, digging into the grimy parts. You are g