Welcome To Theinquisitor Podcast

"Humans are bad at understanding other humans", says #MartinLucas, CEO of #GapInTheMatrix. Together with #PaulAlexandrou and #AlexMoscow, we explore how to get inside the minds of your customers to decide to buy or stick with the status quo. Martin is a #MathematicalPsychologist, Alex is a consummate storyteller of his clients' customers' stories, and Paul has helped a $2m Norwegian business acquire over 1 billion unique users, 77m of whom use their product every day. We explore the power of understanding and tailoring your story to the #archetypes who make up the majority of your customers. We discuss the pitfalls of getting this wrong and the power of targeting your message to maximise the success of your marketing investment. If you enjoy this podcast, please like, comment and share. And if you want to get in touch with one of the fellows, drop me an email or ping me a LinkedIn message -- Book a 1 to 1 with me at https://calendly.com/marcuscauchi/discovery-call-15-mins Get my newsletter #TheGrumbler: http:

#JenFerguson discusses selling at the sharp end. Feeding the top of the funnel is one of the most essential functions in sales because it's the #RevenueEngine. It's tough, it's a grind and it's usually the responsibility of some of your most junior and mistakenly undervalued salespeople. Given its importance and its level of difficulty, why is there so little emphasis on high quality training for these frontline salespeople? On developing their broader business acumen? On coaching, lesson capture and collaboration? Churning and burning junior sales staff has long been a problem in #SDR roles. Leadership of SDRs needs to focus on maximising their progress to increase their effectiveness. Too often it's seen as a temporary stepping stone to bigger and better things. Leadership focussing on volume of activity instead of call quality results in burnout, disappointing experiences with buyers who feel like they're being interrupted with little or no value received, and SDRs not understanding why they're doing to ma

How do you argue with an idiot? Why don't people pay enough attention to the facts? Can the tense that you use kill your idea in the minds of others? Do you want to know how to minimise destructive conflict, maximise your impact and achieve consensus even with the most recalcitrant opponent? Have you ever wondered how people with less talent or competence can get their way whilst you struggle to even be heard? #JayHeinrichs and I discuss applied #rhetoric. Rhetoric has been a significant influence on the formation of Western democracy and is at the heart of our identity. We discuss it in the context of life, business and family. In this interview we explore how the use of the right or wrong tense can help you win or lose an argument, have your idea taken up with enthusiasm or be shot down. We explore how to build and improve your personal brand through craft, caring and cause. A fascinating conversation about something we all (mis)use inadvertently everyday. You can either make it you ally or your enemy. Jay

"What's the worst that could happen? I'll have to live with my mum. Motivation is just energy. Procrastination is a decision where you value something else more than doing the thing that is required. A mistake made more than once is a decision!", says Paul Mort   Warning: Explicit language, no punches pulled   #PaulMort is straight talking, uncompromising and direct. Bi-polar, formerly suicidal, Paul confronts topics most of us prefer to hide or ignore. Expect to have the scales ripped from your eyes and your ears burned in this interview. Paul has a following of millions, coaching men to  reclaim their power, take control, find clarity, direction and inner peace while lighting a fire under their arse to pursue and realise their dreams.   "What are you knowingly doing that is preventing you from resolving this?"     We rip apart the motivational speaking industry for the con that it is. We explore why self-sabotage is not a thing, why we lie to ourselves to make ourselves feel better about choosing something

"The key is curiosity. When we learn we better our thinking" says Dr #LyndaShaw is an applied neuroscientist who has travelled widely, and investigates how language and culture affects the brain, and how the brain affects language and behaviour.   We discuss how our environment can shape us. We explore how uncertainty and ambiguity stress our brains and why we seek out answers where they are missing, filling in the gaps though worry. Lynda shares her concerns for mental health and how forward thinking managers and leaders can get ahead of these problems. Listen to her advice on the power of routine to reduce stress and overcome the body's negative hormonal response to isolation, fear for your health or your job.   Lynda shares a wonderful story about how a Dr An Wang showed vulnerability to work through a major crisis to galvanise his entire workforce to support the business and each other. We share some ideas on how to develop creative ideas to overcome even the toughest of problems.   If you'd like a copy o

#DanielGraffRadford, CEO of #Allbound explains the critical importance of enabling your partners to succeed. We discuss how effective #PRM #PartnerRelationshipManagement can play a vital role in your channel programme, onboarding, training and developing your partners' teams.   If you don't understand what drives your partners, why they are in business, what they are trying to achieve, you run the risk of driving them to go silent inside 90 days of signing them up.   Contact Daniel on LinkedIn at: linkedin.com/in/daniel-graff-radford-93899   Check out the Allbound Podcast; available on iTunes, Google Play, or live stream from the web: https://itunes.apple.com/us/podcast/the-allbound-podcast/id1153309766   Twitter: http://twitter.com/allbound http://www.facebook.com/allbound   And to see the #AllStars lovable little friends: https://www.instagram.com/allboundcritters/   Website: http://www.allbound.com   -- Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call   Sub

We're in uncertain times. There's complexity and volatility with no clear end to the pandemic, governments printing money, zero interest rates, oil is through the floor, the dollar is looking precarious, unemployment is rising fast and Ray Dalio is predicting the stock market is looking at a "lost decade". Governments are looking at withdrawing support around the world at the same time at the end of July, which could trigger a stock market crash.   If you'd like to book a confidential call with me over Zoom use this link    #JamesAbraham, regional developer for Sandler in Israel, discusses adapting to VUCA, volatility, uncertainty, complexity and ambiguity.   We explore how you need to think differently, behave differently and communicate differently in our sales and our marketing. A crisis is bad for most, but good for the few who are prepared, willing to take calculated risks and can deliver massive value when others focus on cutting back.   LinkedIn: linkedin.com/in/jamestrainer Websites: sandler.com  (Co

If your customers aren't driving your growth, then you are missing a massive trick. You'll pay a heavy price for ignoring Colin's advice in this episode. Marketing and sales leaders will discover some disturbing cracks in their reaction to Covid and the decisions they are making thinking they are protecting their business when instead, they are leaving the door open to the competition to steal their lunch.   #ColinShaw is recognised by Linkedin as one of the ‘World's Top 150 Business Influencers’. He is Founder & CEO of Beyond Philosophy LLC who helps organisations grow by identifying hidden, unmet needs. And the Financial Times selected his company, Beyond Philosophy LLC, as one of the best management consultancies Colin has written seven bestselling books on Customer-driven growth. He is the co-host of the highly successful Intuitive Customer podcast. https://beyondphilosophy.com/podcasts/ We explore how you can unlock growth by discovering customers' hidden, unmet needs that drive value and capitali

The world's best salespeople come from Switzerland, according to OMG's research (2020). Why is that? #FredKermisch helps salespeople in #privatebanking establish and build trust, earn the loyalty and faith of their clients.. He explains why a history of hospitality has built a culture where sellers have learned to help customers trust them, feel cared for and feel safe.   Fred explains why the pressure managers put salespeople under to achieve quota, frequently backfires because high networths get very nervous when a bank applies pressure to serve their own selfish need to hit quota. We explore the ways salespeople devalue their brand and create the conditions for needless customer churn. The principles we discuss apply in all sales environments.   We take a dignified and gentlemanly foray into (mis)hiring, onboarding, training, accountability and forecasting. Fred is the embodiment of someone you want to do business with. He exudes reliability, a strong service mentality and personal commitment.   Contact Fr

#OliverParker is an executive recruiter with a difference. He doesn't let his clients make bad hires. He challenges them. He does the ground work by interviewing the people a new hire will be working with. he interviews the Board. And he makes sure the job you say you want to hire is the job you need to hire for. We have a very in depth, brutally frank conversation about the mistakes, mostly avoidable that result in 40% of executive hires failing within their first year. That is a massively costly mistake and usually down to the recruiter allowing their desire to secure the assignment rather than standing up to the CEO or Chair, having robust discussions about what the intended outcome from hiring will be and making sure that there is a suitable fit culturally, in terms of value, mission and purpose. Contact Ollie on: LinkedIn: linkedin.com/in/oliverparker Website: capability.consulting/  (Company Website)Phone : 0117 901 2277 (Work)Twitter: ollieparker --  You can subscribe to #TheGrumbler newsletter: http:/

#PaulLloyd discussed how he increased his own effectiveness running his channel by 1800%. His approach is radical, you'll find it scary and you'll question whether you can pull off a similar approach. I've been advocating such an approach because it exploits Price's Law which states that 50% of your production will come from the square root of the number of people or partners in your sales organisation. Have a listen, take notes and get in touch with me to talk about how you can execute to deliver similar improvements in effectiveness, in efficiency and maximise the profitability of your partners. Book a free, 15 minute discovery call with me to explore your options and establish if you can deliver similar results https://calendly.com/marcuscauchi/discovery-call-15-mins You can get in touch with Paul at: LinkedIn: linkedin.com/in/plloyd Website: sellerly.co.uk  (Company Website)Phone: 07764 247444 (Mobile)Email: paul@sellerly.co.ukTwitter: paullloyd1--To get notified when I release a new podcast signup here:

"My best example of service is my father. The man who was the CEO in that office didn't look at himself as a CEO. He looked at himself as an enabler, a protector, as a servant ... I watched my dad ... We teach people over products, and community over commission cheque ... There's a good way to sell and a bad way to sell, and there's a staunch difference in between. Both can lead to success and that's the problem with sales", says #DaleDupree. His father went to the market intentionally looking for someone he could give a chance to shine. Curtis Dupree founded his copier business in 1984. Dale was born with toner flowing through his veins in 1985. He rebelled and vowed he wouldn't sell copiers, so he followed his dream of becoming a musician. After realising the music industry wasn't for him despite winning a recording contract with Warner Music, he went back to selling copiers. "I sucked, became better, I became the best, I became VP of sales. I had it all." What do you do when the doors are closed and no one

How you retain clients as we go into the toughest economic conditions any of us have ever experienced is going to be critical. #VictorAntonio discusses the power of intrinsic motivation, the unintended effects of the wrong compensation plan, the critical importance of developing existing clients. We pull no punches in this conversation. We explore what you can do to improve your sales, management, recruitment and how technology can be brought to bear to enhance performance, protect your intellectual capital and ramp up new hires. Author, speaker and business consultant, Victor started life as electrical engineer eventually moving into sales with 20 years as a top sales executive and then CEO of a high-tech company. AMAZON Books: - Sales Ex Machina: How Artificial Intelligence (AI) is Changing the World of Selling (AI in Sales) - Sales Models: 50 Models for Effective Selling (Sales) - The Greatest Gift (Motivation) You can contact Victor via: LinkedIn: linkedin.com/in/victorantonioTwitter: VictorAntonio-- Boo

#DrMarkGoulston is the world's leading expert on #EmpathicListening. Author of #JustListen, a highly sought after international speaker and passionate protector of young people in the fight against #TeenageSuicide. Mark has been a mentor of mine for a few years and has had a profound positive impact on my perception of myself, my role in the world and how I engage with others.  He shares several practical ways in which you as a parent can help your sons and daughters, whether they and children, teens or young adults best handle the stress of uncertainty created by the Covid crisis, lockdown and economic uncertainty - isolation, missing exams, being separated from friends and family, high unemployment entering into the workforce. Have a listen. I hope this helps and get in touch with Mark LinkedIn: linkedin.com/in/markgoulston Website: markgoulston.com  (Company Website)Twitter: MarkGoulston

"Expose the cracks, don't paper them over", says #TamaraMcMillen. She is a breath of fresh air in sales leadership. Until recently she was the EVP of Sales for Virgin Media, is a non-Exec with CSO UK and a relentless advocate for diversity and inclusion. Consistently helping her teams smash quota,We explore her journey as a woman in tech sales and leadership - the highs and lows, obstacles and prejudices, and the missed opportunity these biases represent. Her emphasis is on creating intentional, cognitive diversity to improve the quality and richness of thinking. Tamara shares her insights and lessons to build, enable and develop high performing salespeople and teams. We explore the challenges with the right and wrong pre-onboarding, onboarding, training, coaching, measurement and sales enablement of your team. She observes that you must meet your new employee where they are in their life, and right from the starting gate have a transparent conversation about where their gaps are. She is passionate that you h

"The world doesn't respond to stepwise evolution or innovation any more. The world is moving so fast, they respond to disruption. Don't do little steps. Do big steps. Think the unthinkable".#PierreVanWeperen is a grizzled #pharma and #healthcare executive who started his career in sales, moved into management and leadership, and subsequently into investment in start ups and scale ups. Today he leads #GrowPharma and #GrowBiotechUK, a #medicalmarijuana company. He makes the important distinction between complexity and complicated, the focus on end user outcomes to deliver change and restructures that leave the team aligned, experience meaningful change that improves their business and their execution. We explore common purpose, the need to clear direction, a robust plan that looks far enough into the future to stay ahead of your sales growth. Pierre says that fast growth coupled with a highly regulated market means he and his team must focus on the present whilst having a clear long term vision, and avoid getti

"The evidence is there and the results aren't", says Mark Schaefer about the utter waste in global marketing. If you are a business leader, you are in for a good kicking. if you are a marketer or working agency side, you are probably going to hate this episode.  #MarkSchaefer started his career in Fortune 100 corporates, he is an Adjunct Professor of Market at Rutgers and is author of the very excellent #MarketingRebellion. He is an outlier in the world of marketing. Mark says that marketing has to own the answer to this question. "How do customers experience us in their environment?" Our customers are doing over 2/3rds of the job of marketing. Our customers are doing the marketing for us. HELP THEM TO DO THEIR JOB! The job of marketing is to listen to the customer. You have got to be in the trenches. Whatever you think about your customer is probably wrong. Deafness to what matters to your customer means you are missing opportunities, alienating loyal customers and your reliance on #BigData that you don't un

#KateLewis is founder and CEO of #e4enable. She is a passionate advocate of coaching of developing your salespeople and equipping your managers to coach. We discuss what coaching is and what it isn't, why it is so critical to the success of any business. especially ones looking to scale at speed or survive the imminent economic depression that will kick in around September 2020. Kate has led many successful sales teams throughout her career and has seen first hand the impact good coaching can have on the lives and performance of individuals and teams. She has also seen the negative impact that a lack of coaching or bad coaching and management can have. Bad coaching or no coaching cost companies their future, depress morale, limit the potential of high flyers and encourage cultures that tolerate blame and excuses, avoidance and politics. Kate can be contacted on  LinkedIn: linkedin.com/in/katellewisWebsite: e4enable.com  (Company Website)Twitter: katellewis-- Book a confidential 1 to 1 call with me: https://ca

The Queen probably thinks the world smells of fresh paint because whenever she shows up, they've spruced the place up for her. When you go out into the field on #ridealongs with your salespeople, do you ever get the sense something similar is happening? Do your salespeople line up friendly customers and everyone is on their best behaviour? Ridealongs are NOT just for new salespeople to shadow an experienced salesperson. Nor are they a gotcha moment to try and catch out veteran salespeople. Veterans are NEVER the finished article. Every salesperson ALWAYS has room for improvement. A sales manager has 4 functions: Hire the best salespeople Get the best out of them Make sure they have the tools and resources they need to do their best work every day Help by clearing the path of road blocks and protecting them from acts of idiocy from your own senior management We discuss why ridealongs are important, what the roles of seller and manager are, and the importance of strong, clear, up front contracts and effective d

#JulianaVida is Chief Technical Advisor to #Splunk's #PublicSector sales team. 27 years in the US Navy, combat pilot, deputy CIO to the US Navy, 3 years at Gartner advising governments, and special advisor to Washington Cyber Roundtable, Juliana is the voice of the customer for sales. She's not technical by background and spends much of her time reminding salespeople that their buyers are human beings! She reminds them that to have an executive level conversation you have to invest time on the human level of discovery if you want to avoid being sent to Siberia, stuck in the IT department. We have a very robust conversation about why buyers really buy and what salespeople do to prevent them from buying. Juliana is an advocate of thinking AS THE CUSTOMER instead of about the customer - if you think about the customer you are making assumptions and those assumptions are probably wrong. We discuss what managers need to do to recruit diverse teams who have breadth and perspective that transcends sales and engineer