Welcome To Theinquisitor Podcast

Rod Jefferson is a multiple return guest on #TheInquisitorPodcast and he is discussing Sales Enablement 3.0, the next generation of #salesenablement for modern sales teams.   Sales enablement practitioners have become the fixers of broken things. They are too frequently tied up measuring what doesn't make any difference to sales performance. Often they have not got the respect of the sales force. Too few have ever carried a target. I won't make many friends by saying this but many sales enablement practitioners are too often people desperately looking for a reason to justify their existence.  Rod pulls no punches in our discussion and explains how #SalesEnablement has evolved to stay ahead of where businesses and customers need enablement practitioners to be in the post-covid and modern sales arena. Rod is offering £35 off his #Udemy course until 12th December 2020 by using the code "ENABLEMENT" https://www.udemy.com/course/applying-the-art-and-science-of-sales-enablement/   Contact Rod via linkedin.com/in/ro

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

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

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

What do you call a roundtable made up of Bob Moesta. Jill Robbins and Tom Williams? Awesome! In this roundtable we discuss customer centred selling, collaboration with partners, compensation schemes that drive discretionary effort. We argue about the bests ways to deliver alignment between marketing, sales, customer success, operations, professional services. We explore culture, leadership and management's role in building a buyer-centered operation. We delve into the importance of delighting customers and the unintended consequences of achieving delight. Packed to the gunwales with practical insights, challenging questions and fantastic ideas. Bob Moesta - linkedin.com/in/bobmoesta Websites therewiredgroup.com/  (Company Website) bobmoesta.com  (Personal Website) jobstobedone.org  (Blog) Twitter -                bmoesta              Jill Robbins - linkedin.com/in/jillerobbins Websites dollyandjett.com  (Personal Website) matchbookinc.com  (Company Website) Tom Williams - linkedin.com/in/thomasjwi

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

Kura Dione-Warren is Strategic Development Director for #RareRecruitment, a firm dedicated to placing BAME talent in law firms and other high quality orgaanisations. We explore why diversity and inclusion are a commercial imperative as well as a sign of the values and moral compass of your company, firm or organisation. We discuss intrinsic and unintended bias, we explore culture and how companies that hire for diversity might cause talented non-white, non-male employees to leave. This interview tackles some potentially thorny issues and topics that many people will be uncomfortable facing, causing them to avoid them instead of dealing with them head on and getting ahead of the problem. Kura argues that companies that are committed to D&I should sign up to the #RaceFairnessCommitment - http://racefairnesscommitment.com/ An enlightening and refreshing conversation about a topic so many of us will tiptoe around or only pay lip service to. Kura can be contacted via LinkedIn - https://www.linkedin.com/in/kura

I LOVE Carolaine Pino. By the time you listen to this, you will too. She is in a league of her own. In January 2020 she started a new job at Splunk and was diagnosed with cancer a couple of weeks into her initial training. She spent much of the year in chemotherapy and recovering from the after effects of her treatment. Her bosses were totally supportive and gave her the time and space to recover. Brilliant bosses. Carolaine had other ideas. Nothing was going to stop her. Part time she has crushed her quota. 10 months into the year she is at 300% and to quote her, "The year isn't over". With all the usual pressures of life, and high rest requirement she only has about 2 hours per day of being at full energy levels. We explore how she has managed to come out of the starting gate and maintain her relentless pace with only 20-25% of the time available to healthy account executives. Her use of time blocking, prioritisation, her charm encourages massive discretionary effort from others, her massively high EQ and c

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

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

Justin Michael is a legend in the SDR space. He is radical, irreverent and creative, never dull and highly effective. Justin and I explore why so many companies have sacrificed effectiveness for efficiency by throwing money at marketing technology without putting in the foundational thinking and planning. We agree that great tech used badly is incredibly harmful. In the immortal words of Dan Kennedy, "The price of free marketing is all the people who will never do business with you". Pipeline is the lifeblood of every business and for scaleups, it can make the all difference especially when you have investors putting pressure on founders and leaders to drive revenue growth. Done well, everyone wins - marketing, SDRs, sales, customer success, operations, the customer, partners, management, investors. Done badly, the battlefield is riddled with he corpses of burned out SDRs, AE's miss quota, management gets fired, investors squeeze founders and they lose more control and have to go back cap in hand for more fun

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

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

"Decid[ing] whether you should run your business to maximise the wellbeing of your people or to maximise the financial interest of the people who own and run it is a false dichotomy. The former results in the latter" Today, Graham Keen is a positive psychologist, he has been an accountant, a CFO for multinationals and involved in mergers and acquisitions. He is a student of Ivy League Professor #MartinSeligman. The goal of positive psychology is to improve human wellbeing. learn how you can break the management mould by focusing on positive psychology Contact Graham via LinkedIn: linkedin.com/in/grahamkeennewimpetus Websites grahamkeen.com  (Company Website) grahamkeen.com/blog/  (Blog) Twitter: GrahamKeenGKP   --   Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1   #TheInquisitorPodcast Podbean: marcuscauchi.podbean.com Spotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQ

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

Erynn Bell of #Degreed and Michael Puck of #UKG #UltimateKronosGroup get stuck into the weeds as to why only 13% of employees are actively engaged. What qualifies for active engagement? What motivates people? Why do managers make misguided assumptions about the motivations of their people? We share practical tips and tools that the best managers use to create a safe environment, to earn discretionary effort, to manage inclusively. We identify what the best and the worst managers do that impacts engagement. We define the qualities of teams that are managed in such a way as they bring out the best in you, challenge you and earn loyalty.   We explore what makes the best millennial and Gen-Z employees scrappy and the trend towards purpose led capitalism. Packed with usable insights every manager needs to know and apply. Contact Michael: linkedin.com/in/erynn-bell Contact Erynn: linkedin.com/in/pucknusa -- Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call

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

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

"You could put me in a room and train me on Excel for 2 weeks and at the end of it, I'd still be crap at it", says I, "but put me in a room and teach me about selling, behavioural psychology, non-verbal communication and I will lap it up and be applying it and teaching it within 24 hours".  A strength is something you do well, can't wait to do, when you do it, you get great feedback, time flies when you're doing it, and when it's over, you can't wait to do it again. A weakness is the opposite of that. Can you see why playing to your strengths might result in highly engaged employees who are doing their best work and giving you massive discretionary effort? Keith Webster has been working with #Gallup's #Strengthsfinder profiling tool and coaching strengths for the past 20 years. We explore why your strengths are your best development areas and what happens when you surround yourself with people who are all playing to their strengths. Listen to his experience and the impact working with people's strengths has o

Ayman Husain shares example after example of how the smartest companies and best sales organisations are taking a #collaborative approach to #selling. We discuss the importance of being a true #partner with your #customers, operating like a general not a foot soldier. Have you considered the difference between playing the long game, spending enough time in research, creating relationships with people in the lines of business, investigating the risks they are trying to mitigate, their targets, taking the time, in advance, to understand what drives procurement, how they are measured, what they are focused on and the Board level strategies they're being asked to execute?   We delve into the counter-intuitive world of #coopetition, and having the foresight and courage to admit when they can do a better job than you, when to back away, when to take the lead and when to partner with even your fiercest rivals.  Ayman explains the challenges of oiling the wheels in your own organisation, making sure that the customer