Welcome To Theinquisitor Podcast

Elodie Lavasseur is an accomplished branding and marketing leader with a history in hospitality, travel and the record business. Today she is a neurocoach who empowers women entrepreneurs, founders and professionals to unlock their true potential, to achieve success on their own terms. Elodie shares invaluable lessons that will open you to new possibilities. Unleash Your Confidence: Break free from self-doubt and self-sabotage. Learn how to build unwavering self-belief and tap into your intuition, allowing you to trust yourself and make confident decisions that shape your destiny. Journal Your Way to Clarity: Explore the power of journaling as a transformative tool. Gain insights into uncovering hidden patterns, values, and desires, enabling you to create a life aligned with your true passions. Conquer Writer's Block: Say goodbye to creative roadblocks. Discover a game-changing technique that banishes writer's block forever. By asking yourself targeted questions and letting your thoughts flow freely

J. Peter Wheeler is a fresh voice who needs to be heard. Listen and learn "why?"   In the realm of go-to-market operations, confusion and disagreement run rampant. Different teams have their own goals and metrics, causing inefficiency and distrust. Sales teams, driven by short-term objectives and quotas, are pushed to behave poorly. This damages relationships with both customers and employees. To regain trust, businesses must listen to their customers and align their objectives with what the customers truly need. Recruiting, onboarding, and compensation often miss the mark. Instead of focusing on values, trustworthiness, and mindset, companies prioritise competencies alone. Communication and cooperation between teams like sales, marketing, product, and customer success are lacking. They must find ways to collaborate more effectively. Over-reliance on tools and technology without proper employee training has made the sales profession dull. Companies should prioritise essential skills like interpersonal relati

David Kurkjian is a sales consultant and author of the book "6X Convert More Prospects to Customers". The book focuses on helping salespeople construct high-value discovery calls and build conversations that rightly communicate value to prospects. We explore: The Importance of Early-Stage Selling Conversations Early-stage selling conversations are critical because they set the tone for the rest of the sales process. If you can't build rapport and establish trust with your prospect during these early conversations, it will be very difficult to close the deal. How to Master Early-Stage Selling Conversations There are a few key things you can do to master early-stage selling conversations: Focus on the prospect's problems, not your product. Use contrast to show how your solution can solve the prospect's problems. Ask questions to get to the root of the prospect's concerns. Be honest and trustworthy. Compensation plans that reward salespeople for closing deals, regardless of outcomes, incentivise the wrong beha

Philipp and Marcus dished out some storytelling secrets in their latest chat on sales, just enough to pique your curiosity. They've got this mysterious yet effective SURF formula: Surprising, Emotional, Relatable, and Visual. Want to know more? Well, you'll have to dive in! Imagine meeting a prospect and instantly clicking with a short, engaging connection story. And what if you could level up their game with thought-provoking scaling questions? Intrigued? We thought so. Success stories that turn customers into heroes, with snappy dialogue and irresistible benefits, are just the tip of the iceberg. Exciting story openings, a human touch, and a sprinkle of linkedin.com/in/philipphumm Website: power-of-storytelling.com (Personal) Email: p.k.humm@gmail.com -- If you want a coach who will always tell you what you need not what you want to hear, who will leave you nowhere to hide from your excuses, and will give you the firm, fair and focused direction you need to make and realise your plan for the certain future

AI FOR THE REST OF US: How To Outsmart Big Tech And Become An AI Master Does AI mean the end of businesses like yours? Think again. In this no-holds-barred discussion, AI expert Lisa Palmer and strategist Marcus Cauchi reveal how underdogs like you can outsmart Big Tech and become an AI master. Lisa argues AI fear-mongering misses its TRUE benefits: efficiency, productivity and solving wicked problems. The key? Setting guardrails while leveraging AI's potential. But how can we gain the upper hand? Lisa notes companies often lack a deep understanding of their data to ask the right AI questions. Marcus proposes a disruptive approach: a team of advisors researching companies simultaneously to reveal opportunities traditional approaches miss. They discuss the challenges of integrating AI into inflexible cultures and outdated business models. Lisa believes an agile culture is pivotal for success. Marcus cites examples of how AI is transforming sales - from automating content to tailoring customer interactions. In

Arnold Beekes and Marcus expose hidden truths hindering personal growth. Society's conditioning and crisis blind spots are revealed, empowering listeners to find transformative solutions. No word wasted, only powerful insights. Arnold's career weaves technology, leadership, psychology, coaching, and startups. Unveil the impact of conditioning and critical thinking, balancing profit and societal well-being. Beware of advanced technology's dangers, challenging norms and revealing hidden connections. Embrace self-awareness, ignite change through emotional intelligence. Address burnout, align values in the workplace. Govern with structured thinking, embrace diversity, wise technology use. Discover top business lessons, unlock potential in this charged journey of hidden truths and transformation. Arnold Beekes chats to me about: Living Someone Else's Life: Symptoms and Blind Spots - Marcus and Arnold discuss the signs of individuals living someone else's life and explore the blind spots that hinder personal growt

My guest is the maverick academic, neuroscientist, behavioural psychologist and polymath Jordan Bridger. If you don't know his work you are in for a treat and a few uncomfortable wriggles in your seat. We discuss the challenges of change and uncertainty in business and society.    We explore how self-limiting mindsets and internal chatter code individuals based on the past, rather than inherent human nature. Reimagining uncertainty as opportunity and reframing change activates positive potential within us. Emotions shape our reality more than inherent biases, so recognising how they limit us expands possibilities. True power lies within oneself and by distributing it through communities.   Technology should be seen as extending human capacities rather than threatening them. Social change emerges from the bottom-up through heterogeneous communities modelling alternatives from within.   Asking the right questions reveals growth potentials that shift mindsets and behaviours, harnessing internal resources for a

Breaking Barriers: Reclaim Your Success in a Shifting Market In an era marked by volatility and mistrust, trust and empathy play a critical role in building mark.stouse@proofanalytics.ai Twitter: markstouse -- If you're looking for clear direction navigating the changing market, build a consistent pipeline of quality leads, close more profitable deals, more often, let's talk. Let's find 15 minutes, we can see if there's a fit. Click the link https://calendly.com/marcuscauchi.  

Join us for an insightful interview as Jay Allen, the visionary entrepreneur behind My True North, takes the spotlight. In this captivating episode, Jay fearlessly shares his remarkable journey, revealing invaluable insights and hard-earned lessons that will propel your business forward. Discover the four key questions that will revolutionise your business strategy. Jay's expertise will empower you to make strategic decisions that drive growth while avoiding common pitfalls. Gain a deeper understanding of the real impact of business failures on employees and suppliers, and the importance of purpose and values in building ethical and thriving enterprises. Jay's research uncovers hidden causes of business failure, providing you with the knowledge to safeguard your business, align stakeholders, and build a talented team. Explore the realm of people-centric leadership as Jay and Marcus discuss the pitfalls of overemphasising finance, technology, and data. Learn how to foster collaboration and ensure customer sati

My guest is Brent Keltner, CEO of Winalytics. We dig deep into the impacts of self centred selling, we delve into the need to ask yourself better questions and reflect on the ripple effects of our decisions, our actions and how we think about our customer. This is not going to be a pretty episode as there are several moments where we hold up the ugly mirror. Buckle up. So much value packed into one show. Bring a means to make notes. Book recommendations: Brent Keltner - "The Revenue Acceleration Playbook" Todd Capone - "The Transparency Sale" Marcus Sheridan - "They Ask, You Answer" Carol Mahoney - "Buyer First" Charles H Green - "Trust-Based Selling" Andy Paul - "Sell without Selling Out" Bob Moesta - "Demand-Side Sales" Smibert, Maloney, Clulow - "The Wentworth Prospect"  Connect with Brent Keltner via email at bekeltner@winnalytics.com  Contact Brent via linkedin.com/in/bkeltner Website: winalytics.com/ (Company) Email: bkeltner@winalytics.com - - Book 15 minutes to explore if coaching with me i

Unleashing Sales Success: Key Insights from Evan Kelsay Show Notes: Evan Kelsay, an experienced sales leader, shares his valuable insights on sales strategies, team dynamics, and organizational success in this episode of TheInquisitor podcast. Key Points: The importance of understanding customers: Gain deep insights into customers' language, pain points, and desired outcomes to create timely and relevant solutions. Orchestrating internal collaboration: Foster cooperation across departments, remove egos, and align teams towards shared objectives for effective execution. Embracing dissent as a virtue: Encourage diverse viewpoints and open discussions in critical decision-making processes to avoid blind spots and improve outcomes. The significance of financial literacy: Develop financial acumen to understand how professionals think, interpret financial statements, and navigate business conversations effectively. The value of long-term thinking: Focus on the long-term success of your company, considering governan

Are you ready to embark on a transformative journey? The latest episode is an absolute must-listen for those brave enough to venture down "The Road Less Stupid." In this riveting discussion with Matthew Dashpher Hughes of Gunner Cooke, you'll explore the profound significance of Values and how they shape our organisations and our lives.

Ultimate transparency nerd, sales historian, collector, author, teacher of many of the world's most successful sales producers, Todd Caponi is my guest on this week's episode #481. We dive deep into the history of sales, exploring its cyclical nature from being trusted and respected to being terrible and back again. We shed light on the striking similarities between the current economic situation and that of 1921-23, emphasising the need for salespeople to adapt and embrace new strategies in a rapidly changing world. A Mirror to the Past: Comparing the current economic situation to 1919-1922, with high salesperson turnover rates and the need to be prepared for upcoming changes. Arthur Sheldon's Timeless Wisdom: "True salesmanship is the science of service" - how this principle still holds true today. The Evolution of Sales Processes: From the AIDA model to the shift towards seller activity-based approaches and recognising buyer behaviour. The Modern Buying Journey: Understanding the needs of today's wel

Rebecca Murtagh is founder of the Human AI Institute. Get ready for an insightful episode of the Inquisitor Podcast

Tim J Smith of Wiglaf pricing shares my view that discounting is a sin. Giving away margin because your reps have a bad money concept is unforgivable. How often does a founder or leadership team encourage discounting? Do you ever calculate what the true, full hidden cost of an initial discount will be over a customer's lifetime? It'll make your FD or CFO weep. Tim and I don't pull any punches. This will be an uncomfortable listen for many of you. Contact Tim linkedin.com/in/drwiglaf Websites: wiglafpricing.com (Wiglaf Pricing) wiglafjournal.com (Wiglaf Journal) depaul.edu (DePaul) Phone: +1 8728292495 (Work) Email: tsmith@wiglafpricing.com Twitter: timo437 -- Contact me to chat about coaching and training https://calendly.com/marcuscauchi  

Kieran Krohn - Individual Contributor, Partner Manager and Mid-Market Sales Manager discusses the qualities of great salespeople and effective managers.  We discuss the dangers of playbook blindness. In this episode of the Inquisitor podcast, Marcus interviews Kieran Krohn, a highly effective mid-market direct manager. We discuss Kieran's transition from being a phenomenal channel manager to a successful direct manager and the importance of developing partnering skills to become an effective manager. Kieran shares his process for recruiting and how he worked on it to take it to a whole new height. They also talk about the importance of understanding the strengths and weaknesses of each team member to manage performance effectively. Kieran delves into the three key traits of a successful salesperson: being driven, self-motivated, and coachable. We explain the concept of Price's Law, which emphasises the importance of prioritising the right fit business and identifying prospects and customers that have a lot of

Jamie Snow tells a great story. The importance of storytelling in sales and the need for salespeople to be able to tell a compelling story that resonates with their audience. The significance of brand positioning and how it can help sales teams differentiate themselves from the competition and better target their ideal customers. The value of building strategic relationships with clients and partners, as these relationships can help to foster trust, credibility, and loyalty. The need for sales leaders to have strong coaching and mentoring skills, particularly when working with younger generations who may have different values and expectations. The importance of choosing the right business partner and understanding the size of the organization that one wants to be a part of. Contact Jamie via linkedin.com/in/jamie-snow Email: jamie.h.snow@gmail.com - - If you want your career in sales to give you more in life, let's talk about training and coaching: https://calendly.com/marcuscauchi  

Tommy McNulty, investor, scale-nut, second time founder of Rhythm, to explore the power of financial metrics and their impact on sales growth. Learn how Tommy transformed his own sales journey, and how his 2nd baby, Rhythm, is revolutionising the way sales leaders and teams approach financial planning and analysis. The game-changing power of understanding and maximising contribution margin Leveraging internal experts and resources to supercharge sales growth Practical advice, tips, and resources to boost your financial acumen in sales Discover Rhythm: The cutting-edge platform empowering sales teams with financial insights Book Recommendations: Thinking in Numbers by Daniel Tammet - Unlock the power of quantitative thinking in your decision-making process Thinking in Systems by Donella H Meadows - Master the art of systemic thinking for sustainable success Get ready to transform your sales strategy and skyrocket your growth with this unmissable episode filled with invaluable financial insights and expert adv

-- If this episode really resonated with you, go ahead and like, comment, and share it with your friends and colleagues. Don't forget to leave an honest review on your favourite podcast platform, and check out the coaching opportunities with me by clicking the link. Want to learn more about AI in sales? Reach out to Dustin or me on LinkedIn. Join me and Moeed Amin on ChatGPT for Sellers 21 April 1600-1730 UK.  Book time to talk about coaching or training https://calendly.com/marcuscauchi