Welcome To Theinquisitor Podcast

Matthew Dixon, co-author of The JOLT Effect and The Challenger Sale shares the findings of his latest research in partnership with Gong and Salesforce looking at the data on over 2,500,000 recorded sales calls during the pandemic. It is a treasure trove.   How Do You Make Budget This Quarter Despite Your Weak Pipeline?   Buckle up and be ready to kick yourself. One of Matt's insights could help you uncover and rekindle up to 1/3 of all the pipeline that ended up in <Closed/Lost-NoDecision> and bring a number of them over the line before the end of the Quarter! CFO's pay heed! Contact Matt via linkedin.com/in/matthewxdixon Websites: Dcminsights.com (Company) dixonspeaks.com (Personal) The JOLT Effect: https://www.amazon.co.uk/JOLT-Effect-Performers-Overcome-Indecision-ebook/dp/B09NX3G2WX/ref=sr_1_1?crid=OTN11D4D8DYK&keywords=the+jolt+effect&qid=1668100273&s=digital-text&sprefix=the+jolt+effect%2Cdigital-text%2C87&sr=1-1 -- Considering a coach or taking control of your learning - http

Without a clear proposition, any business will struggle to attract the right type of customers consistently. Their salespeople will stumble and their marketing will fall flat. "So few companies have a clear proposition," says Kieron Bain co-founder of #Sold, "they confuse potential buyers and leave a fortune on the table". Ambiguity in your proposition will drive good customers into the arms of your competition and attract the wrong type of customers. You know what the costs and pain of taking on the wrong customers, so stop, take moment and ask yourself, "What do my customers think I do for them?" Is that what you want to do for them? Could you be doing more? Are you playing to your strengths or taking what's given to you? Kieron and I have a lively conversation about your message, how to make it tight and precise so it fascinates your idea buyers. Contact Kieron on linkedin.com/in/kieron-bain Website: https://soldbrands.com/ Phone: +44 (0) 7816 529 508 Email: kieron@soldbrands.com -- Contact me to discuss t

James Buckley and I chew the fat about sales, management, metrics and investors. It gets meaty pretty, fast and the gems come thick and quick. Contact James via linkedin.com/in/jamessaywhatsalesbuckley Websites joinjbsales.com/ (Company) instagram.com/james_saywhatsales_buckley/https://twitter.com/saywhatsales (Personal) twitter.com/saywhatsales (Personal) Phone: +1 305-632-6005 (Mobile) Email: james@jbarrows.com -- Contact me if you want to be a guest on the show - marcus@laughs-last.com Click here to book time in my calendar to discuss inviting me to help you and your team - https://calendly.com/marcuscauchi/let-s-explore-coaching-training 

Dr Jim Kanichirayil helps build elite teams. We have a very robust conversation about the lies and biases that are costing investors their returns, sellers their dignity and customers their outcomes. We explore the power of having a range of diverse thinkers looking deeply at a problem.  If you listened to our earlier episode with Bob Moesta on innovation there is a beautiful tie in there too. Jim can be contacted on Linkedin via linkedin.com/in/drjimk Websites: cascadingleadership.com (Company) cascadingleadership.buzzsprout.com (Company) circaworks.com (Company) Email: jim@cascadingleadership.com -- Let's explore training or coaching together. https://calendly.com/marcuscauchi/let-s-explore-coaching-training Fancy Being A Guest? If you've got strong opinions about how we can improve the sales profession, customers' experience, or improve the potential to help make the future of sales do important, meaningful work that engages and satisfies  ... marcus@laughs-last.com 

Udi Ledergor, CMO at #Gong chats to me in the 430th episode of #TheInquisitorPodcast about sales and marketing alignment to create the best conditions for salespeople to thrive in their roles. We also discuss what the data tells us about many of the qualities of the best salespeople. We dig into how culture impacts performance.  Practical as always, Udi's insights are based on the actual behavioural data of millions of real salespeople. Listen up folks Contact Udi via linkedin.com/in/udiledergor Websites bit.ly/showsecrets (My Book on Amazon) udiledergor.com (Personal) Twitter: ledergor -- Let's explore coaching and training together - https://calendly.com/marcuscauchi/let-s-explore-coaching-training If you have a good idea for a show or want to introduce a potential guest, email marcus@laughs-last.com with "INQUISITOR" in the subject line Thanks for listening and happy selling ...  

Allan Adler is the creator of #GoToEcosystems #Community and the #EcoOps Method. He is founder of Digital Bridge Partners, tech investor and in my opinion, Allan is one of the 3 freshest minds alive in sales today - ask me who the other 2 are by DM What is an ecosystem? What makes ecosystems work? On average why are partner assisted 70% larger than cold prospected deals? Allan explores 21st century#ERP Ecosystems Relationships Partnerships If you can MAKE THE TIME to the #PLXSummit in November. You can register FREE here. 5 days of #Ecosystem action leaders sharing their real world experience. https://www.plxsummit.com/  7th-11th November Contact Allan via linkedin.com/in/allanadler Website: digitalbridgepartners.com (Company) Phone: +1 425-239-8774 (Mobile) Email: allan@digitalbridgepartners.com Twitter: digitalbridgep -- What do you want your career to give you in life? How certain are you that where you're headed is where you want to take your life and career? What's your plan to make that happen? If you

Bob Moesta is one of the 2 freshest minds in sales today. He apprenticed under Drs W. Edwards Demming, Genichi Taguchi, Willie Hobbs Moore and Clayton Christensen.  We explore what #innovation is, and isn't. Bob then unpacks the 5 key skills great innovators demonstrate. He will unlock new ways of looking at your problems, understanding them, and producing solutions to real problems that people want to buy. Get Learning to Build here - https://tinyurl.com/2cw38ubz  If you want to contact Bob (and I strongly suggest you do), the catch him on via linkedin.com/in/bobmoesta Websites: therewiredgroup.com/ (Company) bobmoesta.com (Personal) jobstobedone.org (Blog) Phone: +1 586-531-9745 (Mobile) Email: bmoesta@rewiredinc.com Twitter: bmoesta -- You can book a time in my calendar here - https://calendly.com/marcuscauchi/let-s-explore-coaching-training 

Rob Morley, co-founder The Fountain Partnership. Our topic of conversation is  #neurodiversity. His condition is #ADHD. We identify a few of the more commonly known #neurodiverse conditions are #Aspergers, #Autism, #Dyslexia with the lens of how do turn these conditions into gifts. We begin by defining what neurodiversity is and isn't, and how the labels and words we use make all the difference in how we perceive a situation and judge people. We explore the economic and human arguments for building diverse teams of people - a range of histories, demographics, ethnic, religious, age are great - but unless the team is neurodiverse, there is a grave danger of groupthink and parochialism taking root. Rob and I dig into intentionally hiring for neurodiversity Rob can be contacted on linkedin.com/in/robmorley2 Website: fountainpartnership.co.uk  Email: rob@fountainpartnership.co.uk -- Contact me on marcus@laughs-last.com or book a time to talk about how you can achieve your full potential - https://calendly.com/mar

Klisman Murati is founder and CEO of Pareto Economics, the creators of The Global Power Index, GPI™ which is used by governments, investors, family offices to have a lens 30 years into the future. THE GPI™ shows how capable a country is of achieving what it sets out to and it is measured in relation to other countries globally and locally. Unless you start looking above the clouds, you run the serious risk of being caught out through lack of preparedness and acting upon poor and incomplete information. Klisman is a fascinating character. I met him when he gatecrashed one of my classes and became a key contributor to the entrepreneurship programme back in 2012 when I was teaching at Roehampton University. His story is very impressive especially when you consider the impact the GPI™ Index will have on global investments. Definitely one to watch in the future. Contact Klisman via linkedin.com/in/klisman-murati especially if you want to be invited to the GPI™ Conference in 2024. Websites pareto-economics.com (Com

Fergus Connolly and Johan Taft are both extraordinary high performance coaches helping successful people grow to meet their full potential ... and then stretch some more. We discuss the importance of regular attention on fundamentals, on purpose, discipline and commitment. We dig into mindset, beliefs, attitudes, values and needs. We dig into the habits of success and the barriers. Make sure you also check out the episode coming up in a couple of weeks with former SBS Sergeant Major, Garry Bamford. He was head of recruitment for UK Special Forces and knows a thing or two about selection and recruitment of highly talented interdependent team players who understand that they serve the mission and their teammates before they serve themselves.  Contact Johan via linkedin.com/in/magnifyyourgreatness Websites magnifyyourgreatness.com  (Company Website) sportingmindmastery.com/  (Company Website) Fergus can be found at linkedin.com/in/fergusconnolly Websites fergusconnolly.com (Company) fergusconnolly.com/lesso

"Lead with answers that create questions in your buyer", says Dr Brian Glibkowski, creator of Answer Intelligence (AQ)™. We are often taught that "our credibility comes from the questions we ask, not the information that we give" and to a point that is true. Ask great, thought provoking, insightful questions and you clearly demonstrate your competence and credibility. But do we really pay anywhere near enough attention on the answers you give? In the same way that you are unlikely to ever hear an original objection or be asked an original question, ALL of these communication moments can be planned, prepared and rehearsed until they are a natural part of every salesperson's and manager's repertoire. individuals overemphasise on questions and minimise importance of answers Brian continues, "Sellers have no typology of answers. We have the 6WH typology for questions but we don't pay critical attention and focus on becoming better at providing answers. There is often a mismatch between their questions and our ans

Pasha Irshad, founder of Shape & Scale chats to me about the rise of the tech stack, performance decline, marketing waste and the entrenched idiocy of old thinking in the current environment. Pasha advises companies on their marketing and their tech stack to ensure it is delivering the intended results and fit to scale. A value packed show that needs plenty of note taking Contact Pasha via linkedin.com/in/pashairshad Websites: shapeandscale.co (Company) https://www.pashairshad.com/ 

Michael Vincent is a world renowned close up magician, the most senior non-white member of the Magic Circle, a powerful keynote speaker on #leadership, #management, #DEI #Diversity, #Equity and #Inclusion, #performanceexcellence and #sales. His story of struggle over many years, and how rising to excellence has so many parallels with success in sales and management. How did his mentors affect his trajectory and velocity? Listen and learn. How did losing his hearing in 2013 affect him? How did he react and eventually apply his training to adapt? Here's his Tedx Talk: https://www.ted.com/talks/michael_vincent_the_magic_of_perception_mine_yours_and_ours  Mike explains how growing up, in 1970's London as the Afro-Caribbean only child of a single mother he was largely isolated by circumstances. His mother taught him to read very early and he lived in books. When he saw his first magic show, his wonder and astonishment led him to the library and 6 years of practice in isolation. A happy meeting with his first mento

Sam Robinson says, "It's your buyers choice to buy, not yours to sell". He's a Red to Blue Coach, director of Greenock FC and his day job is sales enablement leader for the media giant, Dentsu. "Enablement is a business function not a training function," says Sam. We delve into the most effective working relationship between enablement, the Board and the business. How well does enablement support the Board's responsibility to drive results? Why isn't enablement a profit centre? How does enablement's focus on the wrong end of the problem undermine trust and respect? Who is asking the hard questions? How do you make engagement engaging? Listen, take notes, tag a friend Contact Sam via linkedin.com/in/sam-robinson-4a29326 Phone: +44 (0)7480 656 266 (Mobile)

Jason Hubbard, Founder and CEO of The Demand Magic and Adjunct Professor at University of Tennessee with a special interest in #ethics. We dig into why the outbound function is generally so badly broken and what needs to be done to fix it.  We dig into the topic of #SalesEthics, #ManagementEthics and the effect leadership and investors have on culture. We take a scalpel to the rotten parts and explore options for a better future for #OutboundSales #outbound2point0 Contact Jason on linkedin.com/in/hubbardjason Websites teknovation.biz/2012/07/16/jason-hubbard-groomed-entrepreneur/ (Teknovation Article) knoxnews.com/news/2010/sep/09/energy-saving-gets-simpler-simple-control/ (Energy Savings Gets Simpler) knoxnews.com/news/2011/jun/06/software-firms-created-solutions-challenges/ (Software Firms Create Solution) Email: jason@demandmagic.ai -- Contact me on marcus@laughs-last.com or book a time for us to chat about developing you and your people - https://calendly.com/marcuscauchi/let-s-explore-coaching-training

"How often is culture talked about in your business? Is it a standing agenda item?", challenges Steve Simpson, creator of the concept of Unwritten Ground Rules, UGR®'s. We explore how to develop and deliver an #aspirationalculture to make you attractive as an #destinationemployer. UGRs are answers to great questions like, "How do we treat people when ...?" Complete that sentence around real life situations and you start to uncover some blindspots, prejudices and unconscious biases that are disadvantaging you, your business, your customers, your suppliers and/or your own people. Of course biases exist. No point denying they do if your intent is really to help fix them. Our job is not to shy away from identifying biases but to do so and address them. If you ever needed a better argument for diversity and inclusion, it is the creative power of diverse teams all looking at the same problem. Where you have multi-aged, multi-ethnic, multiple socio-economic backgrounds, differing faiths, politics, technical and prof

Paul Morton, Founder of The Practical Leadership Academy, chats to me about leadership that is fit for the 21st Century. We argue the case for dragging yourself out of the Industrial Age and to think deeply about how you need to adapt to the rapidly changing environment. When you graduate to leadership, Paul says, "Your job is to build your business with your peers" We agree that consistent focus on, and intentional practice of the fundamentals is critical, but those fundamentals cover more than the balance sheet. We explore some interesting phenomena - how managers who are struggling tend to default to doing the job they had before, and then we start unpicking the consequences. Lively intelligent, highly provocative debate. Definitely one to take notes from. Contact Paul on linkedin.com/in/paulwmorton Website: https://www.practical-leadership.academy/ Email: paul@practical-leadership.academy    -- Contact me on marcus@laughs-last.com if you want to be a guest or want me to interview someone specific.

Varun Anand is Head of Operations at Clay.com. We discuss what is #PLG #ProductLedGrowth? Why it matters? To which type of products is it especially suited ? How does PLG go wrong? What happens when it goes right? Varun opened my eyes to a few new things in this, our 416th episode of #TheInquisitorPodcast. Contact Varun on linkedin.com/in/vaanand Twitter: varunanand48  -- Contact me if you want to thrive through the coming recession. https://calendly.com/marcuscauchi/linkedin-discovery-call Sign up for my #SuccessfulSelling programme. Ongoing reinforcement and training https://www.laughs-last.com/successful-selling-programme/  

The world of computer gaming continues to grow at breakneck speed with over $196bn being spent on games in 2020. 45% of gamers are women. And the age range is not where you might expect. Moritz Aemisegger is an expert in the gaming field, serving customers in #esports and #Gaming. His fascination with the #ComputerGaming market is justified. Fast paced, rapidly changing, massively innovative, if you are an innovative marketer, this is an episode you won't want to miss. We delve deep into the business of gaming, the allure, the marketing potential and of course we have a dig into sales, selling, and management. An outstanding episode. Bring a pen and paper. And tag someone who needs to hear this please Contact Moritz via linkedin.com/in/moritzaemisegger Phone: +41 79 824 43 45 (Mobile) Email: moritz@aemisegger.com -- Are you considering hiring? Have you made bad hires and lived to regret it? https://www.laughs-last.com/hiring-winners/ Want to up your sales game? - Join Successful Selling - https://www.laughs-l

Fergus Connolly has led an extraordinary career coaching some of the world's elite - in business, in sport and in special forces. His clients have been his best teachers. His excellent book, 58 Lessons, is crammed with insights from the real world of top performers exploring their rarified view of the world.  "I don't fear the man who has learned 10,000 kicks; I fear the man who has practiced the same kick 10,000 times" - Bruce Lee A key lesson is these people never forget the need to keep practicing their foundational skills whilst also extending their range. Slow is smooth; smooth is fast - a lesson from special forces, martial arts, music schools like Suzuki. They do the ordinary, extraordinarily well. We discuss mindset, psychopathy and genius, talent and graft, determination and motivation, conditioning and intuition. Genuinely one of the most fun, engaging, challenging, and remarkable interviews I've done in a long stream of very satisfying and insightful conversations. I absolutely understand why the w