Welcome To Theinquisitor Podcast

"The need for connection and community is primal, as fundamental as the need for air, water, and food." - Dean Omish At the Heart of Change is Empathy; it’s the Basis of Strong Community Do you derive the greatest satisfaction from receiving a great gift, or giving a great gift that makes the person you care about spontaneously light up with delight. We are social primates. Think about it. Our superpower, the one that put us to the top of the food chain, is cooperation. #Rebecca Tasetano, cofounder of Project Kick Ass, started her career as a children's entertainers age 5. Today she delivers #CommunityAsAService. How did 10 years being a clown prepare her for building, growing and galvanising communities? You hear that the future of marketing is in community, and it makes sense. Word of mouth, personal introductions, testimonials and other forms of social proof go a long way to removing barriers to buying because if others from your tribe are doing it, it's probably safe to our brains which have evolved slo

Justin Zimmerman, founder of Partner Playbooks. Justin helps companies scale their predictable, profitable partnership revenues through partner playbooks. We dig into what it takes to be an effective partner. We delve into #ecosystems and customer centric models that solve for customer value which then translates into revenue value and compare that with channel sales. We look into the crystal ball to try and understand what is going to change, how we are going to have to adapt and the future of sales and partnerships because of advances in marketing, integrations/APIs. If you're a direct salesperson, maybe it's time to consider how your future will be affected? Contact Justin linkedin.com/in/justinzim Website: eepurl.com/cOtYCv (Blog) Email: social@justinzim.com -- If you want to a coach who is more than a coach, maybe we should talk. https://calendly.com/marcuscauchi/let-s-explore-coaching-training  "The number one result from working with Marcus was consistent over performance. I was an average performer wh

Danny Wareham is CEO of Firgun. Firgun is slang in Hebrew for taking delight in the joy of others. It is the opposite of schadenfreude. Danny's approach to life and business is how do always set others up to succeed. And it is a remarkably effective strategy that help you make friends, build bridges and find common ground. In the 411th episode of #TheInquisitorPodcast, Danny provokes you to think deeply. An insightful, demanding and substantial conversation packed with practical questions, challenging answers and unvarnished truths.  I had a blast! You will too. Contact Danny via linkedin.com/in/danny-wareham Email: danny@datamouse.biz -- Contact me on marcus@laughs-last.com to explore whether we can work together to help you achieve your goals in life and work. If you're looking to develop the vital behaviours you need succeed, perhaps coaching can help

Michael F Schein says, "Hype can be used for good or evil. I got curious to understand how great influencers, historical demagogues, cult leaders, Rap promoters and band managers can influence so many people to do what they want them to do, because I figured if you could harness that ...!" Mike is CEO of MicroFameMedia, an agency delivering hype strategies for fast growth companies with ambitious founders who want to bootstrap fast so they can fund the next phase of their business. MicroFameMedia's research has identified 12 hype strategies that have proven themselves to work repeatedly and any business can apply if they are willing to get uncomfortable, put in the hard work and be courageous enough to handle the polarising effect some of the strategies might have. And before you throw hype away as destructive, consider the value to you of your hype marketing self-disqualifying non-buyers and non-prospects without you ever wasting a moment's effort on them. Better still, how about have your rivals and detract

"What do you do when the referrals from your network dry up?", asks Christian Banach. One option is outbound, but this is a very different proposition to working ones warm market. You have to modify your expectations. These deals usually take longer, have much lower conversion rates and the thinking behind such campaigns is usually fatally flawed, short term and selfish. Christian and I discuss the importance of establishing realistic expectations between the agency and the client. Cold campaigns as frequently a knee jerk reaction to a weak pipeline and looming failure to hit quota. We explore how the best results come NOT form focusing on short term pipeline, but using cold to develop coverage and warm relationships, so that when they move from passive to active looking you are the only show in town. Lively, challenging and insightful, you can contact Christian via https://www.linkedin.com/in/christianbanach/ Website: christianbanach.com (Company)   -- If you want the last laugh, get someone to coach and sup

Lauren Cartigny is a transformational coach. 15 successful years in sales and management in the Tech industry, today she supports CEOs, sales leaders,  and founders to deliver sustainable results from position of wellbeing. How do you know that you are stressed? What level of stress is healthy? In a relationship what are you responsible for, and what is the other person responsible for? What conditions do you need to access your confidence? Contact Lauren via linkedin.com/in/laurencartigny Websites: laurencartigny.com (Company) instagram.com/lauren.cartigny/ (Personal) Twitter: lcartigny  -- Contact me on marcus@laughs-last.com or via DM on LinkedIn. If you are an ambitious salesperson or a manager who wants to take your team to new heights, let's have a quick no strings, no pressure chat. https://calendly.com/marcuscauchi/discovery-call-15-mins

Today, Eric Steeves is a RevOps specialist but before he took the easy route, he was head bouncer in places you wiped your feet on the way out, he built two 7-figure businesses in the competitive world of junk removal, became a firefighter and then joined Salesforce where he thrived in sales.  With the spectre of recession over the horizon, Eric and I put 2 and 2 together and figured it'd be interesting to see how his crisis management training in the fire service can be applied to managing tough times where things change fast, unexpectedly and in surprising ways.  You be the judge. Have a listen with a pen and notepad. Contact Eric via DM linkedin.com/in/eric-steeves -- Contact me on marcus@laughs-last.com if you are looking for a coach who will never lie to you, never feed the harmful part of your ego, and will always have your back, even when you are doing stupid things. No fluff. No faff.

"3 billion years of evolutionary testing proves it works!", says Sam Tatam, author of Evolutionary Ideas, the fascinating book about creating intersectional moments between jobs to be done and nature's clever solutions. Sam heads up the behavioural sciences team at Ogilvy's.    You are in for a treat. What do a penguin, the Medici's and Japanese bullet trains have in common? More than you think. Much more.   Explore another way of seeing the world on the 406th episode of #TheInquisitor Podcast   Contact Sam via linkedin.com/in/sam-tatam-psychologist   Websites ogilvy.com (Company) linktr.ee/evolutionaryideas (Personal) Twitter: s_tatam   -- Contact me on marcus@laughs-last.com if you are looking for a coach who gives neither quarter or bullshit, or you fancy being a guest on the podcast

"Dysfunction is often a product of how you treat your people", says Chris Blackwell. We talk #Ethics #Values and #Purpose. We ask what are the causes of high performance? And what are the fundamental attribution errors that lead to blindspots and unintended consequences? Growing slowly is OK, stagnating isn't. If you treat your people like children they'll act like children. Treat adults like adults. Create the conditions so they think for themselves, take responsibility, cooperate and share.   The deep dive on ethics in sales and management is the first of many we will be exploring on the topic. Please can you refer me to possible guests ... If you rate any authors, academics or commentators on the subject of #SalesEthics #BusinessEthics #ManagementEthics #HiringEthics please can you put us together Contact Chris on linkedin.com/in/chrismblackwell Website: plpconsult.co.uk (Company) Email: chris@plpconsult.co.uk Twitter: ChrisPLP1 -- Contact me on marcus@laughs-last.com  If you are looking for a coach who wi

Todd Caponi, releases The Transparent Sales Leader on 5th July 2022. After the success of his best seller The Transparency Sale, Todd realised the depth of the problem in management when none of the 40 strong management team of a tech firm going through hypergrowth had any management training, including the CRO. We discuss the challenges associated with scaling up, becoming a manager, being successful in the role and having the framework to ensure you always know for certain where you are, your team is, the health of everyone's pipeline. Funny, poignant and informative, this interview is one you will want to take notes and share. Contact Todd on linkedin.com/in/toddcaponi   Websites toddcaponi.com (Company) toddcaponi.com/blog/ (Blog) Phone: +1 847-999-0420 (Work)   Twitter: tcaponi -- Contact me on marcus@laughs-last.com 

https://www.amazon.co.uk/Transparent-Sales-Leader-Sincerity-Structure-ebook/dp/B0B23DZHFR/ref=sr_1_2?crid=3A7GNRCR7WXGR&keywords=todd+caponi&qid=1656841120&sprefix=todd+caponi%2Caps%2C60&sr=8-2 https://www.amazon.com/Transparent-Sales-Leader-Sincerity-Structure-ebook/dp/B0B23DZHFR/ref=sr_1_2?crid=3A7GNRCR7WXGR&keywords=todd+caponi&qid=1656841120&sprefix=todd+caponi%2Caps%2C60&sr=8-2  

2 previous guests who are always worth a listen are Patrick Lindqvist and Gary Mitchell. They have extensive experience bringing diverse groups of people together around common purpose and the job to be done. Lively, unfluffy, pragmatic, we share ideas, join the dots and improve what we can each bring to the debate individually. Contact Patrick: linkedin.com/in/patricklindqvist Website: youtube.com/watch?v=rHF4hARZn38&feature=youtu.be (Talk on Change) Email: patrick.lindqvist@cgi.com Twitter: patlindqvist   Contact Gary: linkedin.com/in/garymitchellgmc Websites: gary-mitchell.com/blog (Blog) gary-mitchell.com (Company) hqi-connect.com (Company) Phone: +44 7939 587 532 (Mobile) Email: gary@gary-mitchell.com -- Contact me on marcus@laughs-last.com. Better still book a short call to share ideas with each other - https://calendly.com/marcuscauchi/quick-idea-share   I'm taking on 2 new coaching clients. If you want help to double your impact for half the work, https://calendly.com/marcuscauchi/let-s-explore-t

Sebastien van Heyningen, founder of Central Metric, is a new breed of sales leader. He thinks beyond the revenue. We discuss the importance of taking a more rounded approach than simply focusing on the numbers. Numbers don't generate themselves.   We explore his thoughts on management, hiring, developing people, team building AND achieving targets.    Contact Sebatien via linkedin.com/in/sebastienvanheyningen Email: sebastien@centralmetric.tech -- Contact me marcus@laughs-last.com   Each quarter I take on 2-3 new personal coaching clients. Go ahead and check out my 200+ DETAILED testimonials over on my LinkedIn profile. There's a reason ambitious top performers seek out my help. If you want to explore coaching with me book some time here - https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching   Stay safe and happy selling!

One thing I know for sure, when nuclear winter descends upon us, two things will survive, coackroaches, and Simon Leslie. Simon is CEO of Ink. Imagine it's 2019, $150m in profitable revenues, 36 exclusive inflight magazine publishing contracts. Covid hits. Almost all those revenues dried up overnight, and they had to refund customers, so the slap in the head cost him more than $150m. Our intrepid leader refused to die. In 2 and half years he has gone from the world falling out from under him to Ink having their BEST EVER quarter in Q1 2022/23. Ink now owns a closed TV network serving 12m customers a day with hyper targeted advertising. We talk data, decision making and disasters.  What will surprise you is just how much of Simon's recovery has been down to the application of soft skills, and building up his people from scratch. And it is a delight to see Simon thriving. His story is a lesson in leadership, leaning into his problems and an indomitable spirit of enterprise. Contact Simon on inkedin.com/in/simon

Neil Bhuiyan, founder of Happy Selling, and I discuss mindset, attitudes, beliefs and values. We dig into the responsibilities of the seller and management for creating the conditions for sellers to thrive. What does it take to be happy in your sales role? Why is it important? Does your happiness affect your performance? Contact Neil via linkedin.com/in/neilbhuiyan Websites: happyselling.io (Company) linktr.ee/happyselling (Blog) Twitter: HappySelling_io e: neil@happyselling.io Podcast: https://www.happyselling.io/podcast   -- Contact me on marcus@laughs-last.com to explore how you can thrive through the coming recession.

Tom Parker is CMO of Atomley. He and his team eliminate the uncertainty out of marketing one-to-many. We discuss the mechanics, objectives, beliefs and results of putting together a series of webinars intended to build medium to long term pipeline and deep levels of credibility, engagement and intimacy with your audience. We discuss how well targeted, executed and choreographed webinars coupled with telephone, content and email reinforcement can yield ROIs in thousands of per cent with predictable certainty. Contact Tom via linkedin.com/in/thesalesarchitect Websites: thesalesarchitect.co.uk (Company) atomley.com -- Contact me on marcus@laughs-last.com if you are looking for smart, innovative ways to compete in a tough, crowded marketplace where you struggle differentiate or command premium prices.

Sarah Archer is an extraordinary speaking coach. Listen to what she has to say about the power of public speaking and how you can bring value to your audience that drives your sales pipeline, builds awareness and gives you reach. Hints and tips abound. Speaker marketing (#Sparketing!!) can catapult your career. Contact Sarah on LinkedIn linkedin.com/in/saraharcher15 Websites saraharcher.co.uk  (Company Website) facebook.com/saraharcherspeak  (Personal Website) bit.ly/2qgab9N  (Company Website) Twitter: SarahArcher15 -- Contact me on marcus@laughs-last.com 

"If you look after your customers you can almost eliminate  unintended churn, win customers for life and drive net revenue retention", says Markus Rentsch, founder of Remark-able and a lonely voice of sanity, advocating relentlessly for the customer. Cost of customer acquisition has risen by 60-75% in the past few years. Investors are focusing on profitable companies. Profit from expansion is 1150% compared with new accounts generating 18% and upsells 170%. The economics of putting your customer at the heart of everything you do is multiples more profitable than the way 3 generations of leaders have led! If you don't follow Markus's LinkedIn content, make sure you do. Every post I've read from him is intelligent, well crafted and real world practical. No fluff, no faff and no lies to peddle a book or a methodology. Just down to earth, human, compassionate content that is instantly relatable. We discuss good #CustomerSuccess & #CustomerExperience and the positive impact in will have on top and bottom line,

"The economics of cold prospecting is insane. Keep in mind that the data shows the biggest deals come from a salesperson's 3rd generation network. Why make thousands of cold calls to strangers? The outcome you want is a strong book of loyal, profitable customers for life. The bank doesn't care how you get there. Building your pipeline through referrals and hot personal introductions delivers you an outcome is between 3x and 18x better than if you went in cold. On your deathbed I doubt you'll be complaining you spent too little time on voicemail, being told to f*** off or getting dead and wrong numbers. Fair?" Marcus Cauchi is interviewed by John Robinson about his blended approach to generating hot, personal introductions. How can you build referrals systematically and predictably? How do you ask for referrals so you receive them and no one feels icky?  Contact Marcus on marcus@laughs-last.com or book a call with me  https://calendly.com/marcuscauchi/let-s-explore-training-or-coaching LinkedIn: https://www.li

Ian Cartwright, author of The 6 Fundamentals of Sales Know how, chats to me about doing the basics, well, consistently, over time and meaning it. Lively discussion that serves to remind you of what probably got you going on the road to success, before you learned to get in your own way