Welcome To Theinquisitor Podcast

David Masover has been selling almost a long as I have and we both started out very, very badly. we talked about product and got no where, fast. Early in our careers we discovered we are responsible for our own development. No one else owes us a living and it is up to us to make ourselves better, We discuss the critical importance of insatiable curiosity, the need to read widely, seek out help, have the humility to admit we don't know. We look at hiring, management, coachability, character, grit and accountability. Contact David on LinkedIn: linkedin.com/in/masover Websites davidmasover.com DrivingB2BSalesRevenue.com Twitter: DavidMasover   --   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-theinquisito

Gabrielle Blackwell is an extraordinary young saleswoman. Over the past 5 years she has already carved out a meteoric sales career. Her story echoes so many I've heard. Being a young, black woman in technology sales presents challenges that many of us will never have to face. Without malice or bitterness she tells her story which includes facing her own burnout and recovery and her extraordinary resolve to learn, improve, prioritise, take full personal responsibility and incredible organisation. We explore her values and purpose, her approach to dealing with difficult conversations, her beliefs and behaviours as a manager. Gabrielle is one to watch for the future. A future CEO? I think so ... Contact Gabrielle on LinkedIn at linkedin.com/in/gabrielleblackwell   --   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:  htt

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: steve@executivesalescoaching.com.auTwitter: stevehallsydney- - Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call Subscribe to my newsletter, #The

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/7C3pmVfHbwu84oZCqUQ

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 Po

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/sh

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) T

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 seri

#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 pe

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/   - -  

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: ANiel

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/

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.wordp

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 Spot

"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

#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 yo

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

#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, y

"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 com

#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.