Welcome To Theinquisitor Podcast

Martin Ellis is not your average recruiter. He came t the industry late in life after having built businesses, led teams and seen what doesn't work. Grizzled, no frills but plenty of finesse. Martin is sharp minded, humane, empathetic and someone his clients trust to always tell them the truth whether they want to hear it or not. Listen if you are keen to improve as a leader, a manager or a candidate seeking a new role where you can flourish, have a listen. We explore how to headhunt your next boss, improve the quality of your relationships, advance your questioning and focus on creating #buyersafety. We explore how to walk the tightrope between doing what is right for your customer, meeting quota, keeping your bosses happy and fitting in with the culture of the company.  And we look at the critical role managers play in the success or failure of a team and the individuals within it. Managers can be the single most powerful catalyst for driving positive change and rapid, sustainable growth, but only if they l

Gal Aga, CEO of Aligned, a collaboration platform that puts buyers, sellers and partners in a single place and saves all records of every touch in one place We dive deep into the world of sales cycles and discuss the importance of understanding the buyer's journey. They highlight the dangers of following outdated methodologies and copy-pasting them from company to company. Gal and Marcus also emphasise the need to listen to buyers and align the sales journey with the buyer's journey. We discuss the evolution of sales from inside sales to remote sales and the complexity of navigating remote sales. We also explore the over-emphasis on data and technology at the top of the funnel and how this can lead to a glut in the middle of the funnel that is often forgotten. Gal and Marcus offer quality questions that leaders and management should ask to prove that a different approach should be taken. We also discuss the potential of using technology to help with training and activation in the HubSpot ecosystem. Don'

Robin Singhvi, founder of SmartCue joins me to talk about his experience with founding and fundraising. He reveals he secured 15 investor conversations, and shared his tips on how to create a personalised product demos that are relevant to buyers and prospects. He advises founders to find 20 people who fit their persona and send them a cold email to validate their venture before seeking funding. He also suggested that they should start with smaller investors and work their way up, avoiding bad or dumb money. Robin recommended reading "The Mom's Test" to get meaningful responses in interview and emphasised the importance of understanding the emotional and social needs of product marketers to refine interview questions. We cover several important topics related to entrepreneurship, including the challenges of fundraising, the importance of really understanding your customer, and how to create a successful business without raising a lot of money. The interview also covered the challenges that solo founders face,

Craig Andrews has survived near death on a respirator for months over the past few years, through luck, intensive medical care and sheer bloody mindedness he refused to die, recovered and is training for Camp Gladiator. He's a force of nature. And he brings you the means to attract ideal customers and build massive value in the lead up to having them ask you to help them by buying what you rally want to sell more of. Very clever, and serves the customer massively.   This code let's you access Craig's course on building your FREE ONE TIME OFFER - use it, then make use of the course within 23 days. Sharp cut off. Then you'll have to pay, and Lord knows, you lot love a bargain, but you love free more!   https://allies4me.com/TheInquisitor   We discuss a load more great stuff too. Enjoy Get hold of Craig via Linkedin linkedin.com/in/craig-andrews   Websites allies4me.com (Turning Strangers to Customers) allies4me.com/inbound-marketing-services/ (allies4me Inbound Marketing) allies4me.com/systematic/ (allies4me

Drew Sechrist, founder of Connect the Dots was Salesforce's 36th employee. Drew shares his experiences and insights about the power of relationships and how they can be leveraged in sales and management.   Drew discusses the importance of warm relationships in sales efforts, the blind spots salespeople have when it comes to referrals, and the need for a management apprenticeship. He also talks about the culture of collaboration and equity in Salesforce.com that enabled its success, and shares his own personal journey transitioning from individual contributor to manager.   Drew's message is that relationships between two people form the atomic unit of larger groups, and unlocking the power of these relationships can lead to success. Take notes, and apply.   Contact Drew via linkedin.com/in/drewsechrist Email: drew.sechrist@gmail.com Twitter: drewsechrist -- Looking for a coach who can help you up your sales game, deliver exceptional results and won't ever be bland, boring or baffle you with bullshit - https://

Dr Carolina Billings discusses entrepreneurship and building successful ecosystems. We explore the power of leveraging ecosystems, the importance of self-care and emotional independence, the need for diversity of thought and experience, and dig deep into these topics. Carolina also shares insights into her membership-based business model, which offers different tiers of investment and trust, and explores how to create momentum for a community with a common purpose. This is of specific interest to me as around 100 of my closest friends have built an ecosystem of go-to-market experts who work as a cooperative.  Whether you're an entrepreneur or someone looking to build a successful ecosystem, this episode offers valuable insights and actionable tips for achieving success. Contact Caroline on linkedin.com/in/carolinabillings Website;powerfulwomentoday.com (Company) Email: info@powerfulwomentoday.com Twitter; carolina_CHRP -- Are you considering how to take your career up several notches? Let's chat a

Harris Kenny is a sales mercenary. He chats to me about the changing landscape of smart outbound, the clamp downs by Google, warming tools and email jail. We delve into best practices worst practices and practices that will get you blocked. Lively and fast paced, clear practical tips. linkedin.com/in/harriskenny   Websites introcrm.com/ (Company) harriskenny.com/ (Personal) -- Contact Marcus to book a free 15 minute coaching call - https://calendly.com/marcuscauchi If you want to be a guest on #TheInquisitorPodcast email marcus@laughs-last.com  

Peter Wheeler Ep 467: Dive deep into the world of entrepreneurship with this captivating episode! Join host Marcus Cauchi as he sits down with accomplished entrepreneur Peter Wheeler to discuss the highs and lows of building a successful business. From the importance of setting boundaries and asserting oneself, to the dangers of isolation and burnout, this conversation covers it all. Get ready to be inspired by their candid and personal stories of failure and growth, and learn valuable lessons from their experiences in the world of self-employment. This podcast is a must-listen for anyone looking to start their own business, or for those simply looking for inspiration and guidance on their entrepreneurial journey. Don't miss out on this engaging and informative episode! Contact Peter via linkedin.com/in/jpeterwheeler   Websites: portfolio.mirthfulpolymath.com (Portfolio) calendly.com/auth0peter/30min (Other) jpeterwheeler.com (Personal) Phone: +1 (314) 651-3245 (Mobile) Book Time with Peter: https://calendly

In this episode 466 of The Inquisitor podcast, I chat with Andrew Mallia, a former naval officer and expert on the maritime industry, about the industry's underbelly. Andrew shares his experiences with maritime piracy, human trafficking, and the dangers of the open sea, and discusses the legal frameworks that underpin the industry. The conversation also touches on the future of the industry, including the impact of space exploration on maritime conflicts. If you're interested in learning more about the maritime industry and the hidden issues that underpin it, this episode is a must-listen. Contact Andrew via linkedin.com/in/andrew-mallia-53443441 Email: marsecmalta@outlook.com -- If you are looking for an unconventional coach then book a time for a chat with me and let's explore your options - https://calendly.com/marcuscauchi/  

Gal Aga chats to me about working in cooperation and in alignment with your customers and prospects. Aligned provide a shares space for sellers, partners and customers to meet, share ideas and assets, advancing the relationship and understanding of the problem together. The genius of this approach is that it removes friction and barriers to communication, enables you to keep track of all account related activity in one place - for you, your partners and your customers. The potential for this to amplify and speed up ramp up times has yet be explored but I will definitely be researching how even more value can be squeezed out of this goldmine of insight into your buyer. Anyway, have a listen. Check out Alignedup.com to try the product yourself and see how your customers love being looked after and ambiguity form the buying process removed. Contact Gal on linkedin.com/in/galaga Website: teamaligned.com/ (Company) Phone: +972542080422 (Mobile) -- #wannacatchwhales? I coach salespeople, not in a very conventional

Tamara McMillen is a sales leader with successful operational and private equity experience. Gifted at both, Tamara helps you glimpse past the emotional fog that the topics of diversity, equity and inclusion evoke. We seek to explain why diversity of thought is critical in a healthy, and sustainably profitable organisation, and the impact investors, leaders, managers and down to the individual choices that salespeople and managers might have on customers, on employees and the areas to pay attention to as signs that a course correction might be needed. Tamara is a strident advocate for her people, for giving them permission to fail, to dissent, to think for themselves. Her style of leadership develops leaders not followers and swallowers of dogma. This creates a very different type of salesperson and sales experience for buyers. You'll like Tamara because she brooks no bullshit and calls me out a couple of times (as she always does and why I value and trust her counsel even when we disagree). And that brings m

Gin Lalli chats to me about solutions focused therapy. If you're in sales, management, leadership or customer success, you really want to pay attention to both content and form in this interview. We listened deeply a few episodes back with Beshlie Donaldson. In this episode with Gin we learn how to uncover someone's real motivation to change and work past resistance without resistance. Seriously folks this is a gem of an episode.  Contact Gin via linkedin.com/in/ginlalli Website: ginlalli.com (Solution Focused Therapy) Phone: +44 (0) 7590 317 318 (Mobile) Email: gin@ginlalli.com Twitter: GinLalli -- To chat to Marcus about what you want your career in sales to give you in life and how you plan to make that your reality - https://calendly.com/marcuscauchi/ Use this link to register for #ChatGPT4Sellers - Saturday 1 April 1600-1730  

Konrad Sanders and I talk about the power of your words on episode 461 of #TheInquisitorPodcast with Marcus Cauchi. If you want to raise your performance in sales, https://calendly.com/marcuscauchi   Konrad opens your eyes to exciting possibilities with 7 stages of the funnel:   1. Unaware 2. Problem Aware 3. Solution aware  4. Product/Brand aware   5. Most Aware   6. Seal the deal  7. Truth aware - after funnel aware So much good material you can use and apply.   Contact Konrad on linkedin.com/in/konradsanders   Websites creative-copywriter.net (The Creative Copywriter) creative-copywriter.net/about-us/ (6 Reasons Why to Pick Us) creative-copywriter.net/copywriter-portfolio/ (Case Studies) Phone: +44 7951515921 (Mobile) Email: konrad@creative-copywriter.net Twitter: konradsanders ******************************************************** Explore coaching and training with Marcus Cauchi: https://calendly.com/marcuscauchi/let-s-explore-coaching-training   Let's jump on a call to audition each other. Let's see i

"10% of series A make it to series B, and 13% of series B make it to a liquidity event." says AJ BrunoCEO of Quota Path." That means 1.3% make it to series C or a trade sale at that point! Playing the lottery AJ Bruno exited his previous business for $225m. Today he is in series B with his second, QuotaPath. We discuss the impact of the unicorn narrative on founder's thinking and the toxic distraction that happens when founders forget why they started in business - to help someone (a person) solve a problem - and their focus turns to the first or next raise, and satisfying the valuation metrics of short term thinkers with money.  Pragmatic, humble, and humane AJ talks candidly as a second time founder in series-B, an investor with Stage 2 Capital, and a sales professional. This is worth bringing along a notepad and pen. We cover a lot. We dig into compensation which is AJ's passion, customer acquisition, retention and service. Aj's views on sales dogma and playbooks align with mine but won't be popular. Liste

"Active listening is the enemy of deep listening", says Beshlie Donaldson. She is a deep listening coach who I met when she was a headhunter many moons, 2 businesses and she balanced all that whilst raising boy twins! Superwoman? Perhaps, but more than that Beshlie helps you hear yourself. It is a profound experience. We explore, what is deep listening, why it isn't active listening and we dig into why active listening can go wrong and it so often does without the salesperson realising.  We took a bit of a risk on this show because rather than just talk about it, we wanted you to witness someone experiencing deep listening. I admit, it doesn't make a great spectator sport. We did it so you could see how deep listening works in action. No one was hurt in the making of the show and the subject, me, was a willing volunteer. If you were ever curious to take a peek into the workings of my mind, here's your chance. Is this helpful? I'm open to criticism as I still don't really know what I'm doing and the show is an

Julia Nimchimski is the brains and execution behind the #GTMGames. She partnered with Justin Michael to produce what are the world's first gladiatorial games between sales and marketing to foster cross pollination of ideas, alignment and the application of the best behaviours by some of the biggest names in tech sales whose job it is to coach the contestants, then judge and disqualify.  Julia and I talk about the way #Events are changing, how technology is equipping us to do things in ways that were never possible before. This is a glimpse around the corner. Julia is coauthor of Reinventing Virtual Events, very smart marketer and a serial getter of things done. Watch her. A name to watch today and the future. Level headed, smart, commercial, driven, organised and a rare eye and the patience to develop  unmet demand. Contact Julia on linkedin.com/in/julia-nimchinski Website: hypcccycl.com (Company) Email: julia.nimchinski@hypcccycl.com Twitter: JNimchinski -- Considering a coach? Want one who helps you get res

Laura Ashley-Timms is coauthor of The Answer is a Question. She and her husband and business partner Dominic, have been running Notion, a management performance improvement firm for over 20 years. They have served executives and managers as coaches and facilitators, brokering highly charged industrial negotiations, turning around failing leadership team and latterly focusing on equipping middle managers to shift their management from command and control to an operational coaching™ management style. Notion is now capable of changing the behaviour of thousands of managers simultaneously and a London School of Economics study conducted in conjunction with BEIS (UK Gov, Business, Enterprise, Industry and Strategy) showed that this shift in management behaviour delivered an average ROI of a 74x (7400%). Laura and I discuss the power of the right question and accountability to transform performance and improve lives. Powerful stuff and definitely get the book. Highly recommended. Contact Laura on linkedin.com/in/la

David Kübler, senior consultant from operational VC, Project-A discusses investment, revenue operations and human beings. We dip into the problem of over-emphasising what's easy to measure at the expense of measuring what matters. We talk technology, process and people and dig into the interesting investment-partnering model over at Project-A. Contact David on https://www.linkedin.com/in/david-k%C3%BCbler-b3b8b318a/ -- Contact me to discuss joining my #RapidResults programme: 8 x 90 minute  weekly sessions to unlearn bad habits and beliefs, reset and replace adding skills, frameworks and habits to ensure you to do meaningful work and succeed without compromising your values - £1800+VAT (one off fee)  https://calendly.com/marcuscauchi/rapid-results-audition If you are committed to creating the life you want and putting in the work necessary to make it real, let's discuss #SuccessfulSelling - designing your sales career to give you what you want in life £1500+VAT per month - https://calendly.com/marcuscauchi/su

Jay Melone, founder of New Haircut shares some very powerful lessons all salespeople and their leaders should heed. Jay and I explore the power of customer interviews that help you to understand our customer's real buying journey, their triggers, their struggling moments, their moments of clarity and how to identify and attract more of the correct customers. This systems thinking has added benefits since it often surpfaces non-buyers (people who could buy but don't), non-customers (people who could buy if you shift your message or rethink how to apply what you offer), unmet demand (gaps you and your competition are currently missing), unusual uses for your products, work arounds and reversion to their old system. The customers' words are so much more powerful than ones we assume they'll like. Get in contact with Jay via linkedin.com/in/jaymelone Websites newhaircut.com (Company) newhaircut.com (Company) Phone: +1 (732) 339-3864 (Work) Twitter newhaircutco jaymelone -- Do you feel like you're sacrificing you