Welcome To Theinquisitor Podcast

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

"If you don't have time for coaching your reps that's bullshit. You want your reps making more bad calls? Management is hard and caring is hard." KD, Kevin Dorsey is a force of nature. Nothing will hold him back. He doesn't whine and moan about how tough the economy is, or how he didn't have the chances others did. He's a man of decisive action and enormous compassion. We discuss the role of the SDR. management and leadership. We discuss the importance of taking personal responsibility, of investing relentlessly in yourself, in study, mentorship, coaching and how there is no excuse for you not to get better in this profession of selling. KD uses the BPS system to coach his people - behaviour, process and skill to help them become great. We kick the arse out of bad management, team building and culture. This is a belter of a conversation. Buckle up. Contact KD via LinkedIn: linkedin.com/in/kddorsey3 Website:  patreon.com/insidesalesexcellence  --To book a 1 to 1 with me or check out my 250+ podcast interviews

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

"Do not save what is left after spending; instead spend what is left after saving", said Warren Buffett. Ted Landgraf is co-founder of procurement and cost reduction giant, #ATS #AboveTheStandard who save their client $10's of billions every year. We discuss why prudent buying is as essential as effective selling and great systems. Ted shares his insights of nearly 4 decades of working with thousands of clients to generate savings to reinvest in their business. We explore why it is essential for sellers to partner with procurement to deliver the executive vision and remain relevant. Contact Ted  via https://www.linkedin.com/company/above-the-standard-procurement-group/about/ Website: https://www.abovethestandard.net/ LinkedIn: https://www.linkedin.com/company/above-the-standard-procurement-group/about/       -- To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click h

"The best companies are ones where we have an SDR-AE partnership", says Simon Gerstler. We discuss (and argue a lot) about what makes for a great hiring process to build a rockstar #SalesDevelopmentRepresentative #SDR team. We explore who to hire and why, what to look for to identify an A-player. We discuss training and coaching, when to demo or not to demo the product, how to qualify, how not to sell. Discussing compensation that drives desirable behaviours we uncover what bad #CompensationPlans do to drive undesirable outcomes. When we recruit an SDR we should be looking at their potential to grow into an #AccountExecutive or #SalesManagement #CareerPath. And we explore why it makes sense to hire people with no sales experience looking to flip into a sales role, and why it's a good risk despite the resistance you might receive from your own leadership team. Contact Simon via LinkedIn at linkedin.com/in/simon-gerstler-0236b57 Website: pipeglobal.co      -- To book a 1 to 1 with me or check out my 250+ podcas

Why aren't you able to achieve accurate sales forecasts? Is that preventing you from setting accurate budgets? Are you bothered because you feel your sales teams and/or salespeople should be prospecting more, selling more, and selling more profitably? Do you feel that you could have a better recruiting process that consistently brings you top sales performers? Do you want your organisation to sell larger clients with higher revenues - and today it's not selling enough? Do you feel that you could have a better recruiting process that consistently brings you top sales performers? Doug C Brown and I discuss your blindspots, hidden untapped revenues and profits in your business Hold on to your hats folks. You are in for a whipping ... Contact Doug via LinkedIn: linkedin.com/in/dougbrown123 Website: businesssuccessfactors.com  Twitter: thedougbrown123    -- To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entre

"There's always the opportunity for you to be able to speak truth and speak better when you listen better. I think that there are because people just group listening as one [or] there's listening to learn or what we call information on this thing where you kind of just gathering all that information. There is critical listening, where you're listening to evaluate and analyse stuff to help you towards your actual thinking [and] empathetic thinking or therapeutical empathetic listening that people need to have. You could add to that active listening and all different forms. Those three for me are really important that first one I listened to learn. We can just hear where people are coming from" "I love to be able to let people loose. Even if, you've got a bit of a solution, let people loose and let them just work, just totally go and brainstorm and start thinking of different ways of approaching this. How do organisations have these really tough conversations? ... Let's be brave about that leadership ... I woul

String Nguyen builds communities. Communities are one of the most powerful marketing resource available but most companies balls them up or have no idea how to build them. For traditional marketers and fossilised old businesses they are scary because they are not controllable, they're terrifyingly democratic and if not taken care of, can turn on you in a blink. String has built communities for some of the biggest names on LinkedIn and Facebook and is a formidable force of nature. She has wonderfully heretical ideas that will make many marketers toes curl. We have a wonderful conversation about what works, what doesn't and why communities matter. Contact String on LinkedIn at linkedin.com/in/stringstory Website - thetrustedvoice.co  Twitter StringStory--To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

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

David Hyner says, "SMART goals are bollocks. The goal needs to be something that sends shivers down your spine and makes the hairs on the back of your neck stand on end. The behaviours need to be SMART, not the goals. That's why goal setting usually falls on flat on its face." Dave and I indulge ourselves in a detailed chat about mindset, beliefs, values and motivation. Well worth a listen. Again, bring a pen and notepad to the party, then bloody well apply what you learn! Contact Dave via linkedin.com/in/davidhyner Websites stretchdevelopment.com  (Training) davidhyner.com  (Company Website) davidhyner.com/blog/  (Blog) Email: david@davidhyner.comTwitter: davidhynerTo book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Why do 70% of employees hide from difficult conversations? Why in an age where we are hyperconnected in true connection at an all time low? (Did you know that when you lose wifi, the most common emotion we feel is ... isolation!)? I'm in conversation with Michael Brody-Waite. Definitely one of my most insightful and valuable interviews. "The way we treat others is the way we treat ourselves", says Michael. We explore how we harm ourselves and those we serve by hiding behind one or several of 4 masks. Do you: Hold back your unique perspective? Hide your weaknesses? Not know when to say no? Not surrendering to the outcome Michael’s TEDx Nashville YouTube video “Great Leaders Do What Drug Addicts Do” is stunning. It's been seen by over one million people in over twenty-five countries and provides insight into his seventeen-year journey from addiction and near homelessness to CEO and co-founder of an Inc. 500 startup that he sold to a publicly-traded company. https://www.ted.com/talks/michael_brody_waite_great_l

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

Anyone who knows me knows I am a HUGE fan of good training. But there are critically important questions need to be asked before enterprises make the investment in corporate training. I chat with my performance coach, Howard Goldstein, who has spent 35 years in the training world as a sales and management trainer, as a highly effective coach of hundreds of sales and management trainers, as a designer of training programmes.  He is the one person who has made the most significant impact on my career and performance. The 6 hours of training I received from him when I first bought my training franchise was worth every penny I spent of royalties and fees over the next 17 years. Howard definitely knows how to help you move the needle to the right. But both of us have lost our hair watching the sales and management training industry in despair. We see Learning & Development buying training to tick a box. We see management investing in training at the wrong time and for the wrong reasons. And we see salespeople

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

"It's not all about you. It's all about your customers" says Janice B Gordon, Customer Growth and Retention Expert. We discuss the sales profession's myopic obsession with new business which is effectively operationalising failure over time. Yes! Yes! Yes! It is important to fill and maintain the top of the funnel but unless you are paying close attention to your existing customers you are not only leaving a shed load of money on the table, you are driving loyal, profitable business to your competition. Buckle up folks. You are in for a treat if you give a damn about your customers, but if you see them as little more than organic ATM machines or as a resource to be exploited to hit your target this month, you will feel deeply uncomfortable with the content in this episode. If your marketing, sales, customer success, account growth, product innovation, operations and finance teams aren't aligned AROUND the customer, then you are wasting opportunities, burning through your shareholders cash in ways that you des

Travis Miller, VP Operations, Miller Resource Group builds powerful sales teams. He doesn't hire for skills, experience or historical sales results because they are NOT reliable predictors of success. What are the qualities you cannot train? Integrity, won't cut corners, dedicated to being better, high gut level empathy, authentically themselves, thick skinned and resilient, desire to succeed without arrogance, assertive without aggression, they have an internal locus of control, they want the business to succeed as well as succeed themselves, they want it but don't need it, they think as the user and they understand that prospecting is essential and gives you choice. We explore the psychology of sales and recruitment, the crucial importance of self-concept and perception of your own value. Eye opening, uncompromising and a must listen if you are a hiring manager, a recruiter or a leader. We discuss how to get the best out of your recruiters and your hiring process, the competitive advantage of building a ben

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

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

"Nuance is uncomfortable ... Embrace discomfort" says Frank Garten. Frank helps executives and their people communicate with clarity, vulnerably, inclusively. Are you willing to deal with people not like you? Are you inviting challenge? Are you avoiding difficult conversations? We explore the importance of recruitment of leadership who are open to genuine inclusion. Why is being willing to open up to people who bring perspectives you are unfamiliar with is so important and such a challenge? We discuss the lethal impact of good intentions coupled with ambiguity, poor communication, lack of dialogue with employees and customers. we explore the effect of leaders with low EQ, low empathy and low self-awareness. One of Frank's role models is the legendary physicist, #RichardFeynman. He explains why Feynman accomplished so much through his humanity. Frank shares the one question you can ask at interview to uncover whether you have a candidate is open to change and willing to be vulnerable. Check out #ChrisBailey's

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