Welcome to TheInquisitor Podcast with Marcus Cauchi
Are You Amplifying Sales Velocity by Removing Friction For Buyers to Buy and Seller to Sell?

Are You Amplifying Sales Velocity by Removing Friction For Buyers to Buy and Seller to Sell?

December 1, 2022

Roaul Monks of Flume Sales Training and I discuss the Peter Principle at work. It is  alive and well in too many sales operations. What are the common acts of idiocy and self-sabotage so many salespeople, managers and leaders exhibit that cost them sales, lose them customers and drive them into the arms of your competition? Are you performing them? They say making the same mistake twice is a decision ...

We have a laugh, often at our own expense, sometimes you'll see yourself reflected in the stupidity. Take heed. It's all fixable. See the link at the bottom if you want to talk about how

Raoul Monks linkedin.com/in/raoulmonks

Website: flumetraining.com (Other)

Phone: +44 (0)7523 951558 (Mobile)

Email: raoul@flumetraining.com

Twitter:

RaoulMonks1

Flumetraining

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To be a guest on the show send me an email at marcus@laughs-last.com.

To explore how we might work together to help you achieve what you want in life by finding success, happiness and balance in all areas of your life - you, business & career, family & personal, whilst smashing your targets - https://calendly.com/marcuscauchi/let-s-explore-coaching-training

 

Prospecting, Growth, Scale, Profitability, Bad Hires, PLG and The Future

Prospecting, Growth, Scale, Profitability, Bad Hires, PLG and The Future

November 28, 2022

Alex Levin, founder of Regal.io and I talk about customers, product development, looking outside of what is comfortable and familiar. We dig into culture, blindspots, limited thinking and hubris. Alex brings #D2C thinking to #B2B #customerengagement.

Contact Alex via linkedin.com/in/alexlevin1

Website: alexrlevin.com/ (Alex Levin)

Twitter: alexrlevin

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Contact me on marcus@laughs-last.com

To explore how you can help your team meet their full potential or to discuss carving your own path in advancing your career https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Do you rate #TheInquisitorPodcast and believe others should be listening to our fabulous guest? Please leave an honest review of the podcast on your favourite platform. If you use Apple Podcasts, please leave one on there.

What do you love about it? Hate about? Best lesson(s)? How have you applied something to your advantage? Tell us about a personal advancement. Why should others listen?

I love making the show. I hope you're finding it as helpful as I do, and thank you so much for listening.

 

$100m in Sales. Shouldn’t Success Feel Less Like Looking Down The Barrel of A Gun?

$100m in Sales. Shouldn’t Success Feel Less Like Looking Down The Barrel of A Gun?

November 25, 2022

WARNING: Deeply personal episode delving into topics many of you will find familiar and very uncomfortable to discuss. A bit of a look into the ugly mirror around success, ambition, and painful personal growth.

“When we don’t put the brakes on our self-absorption, we have nothing stopping us from total self-destruction. We become the fruits of our actions.” ~ Zeena Schreck

Ian Koniak has the t-shirt - $100m in sales at Salesforce, at the time, their highest ever performing salesperson ... and he was miserable and on a path to self-destruction. Fortunately, Ian caught himself at rock bottom when everything looked perfect on the surface. But underneath, he was going through a personal crisis that had him behaving in ways he hated, and that ate into his self-concept.

“Self destroyer, wreck your health, destroy friends, destroy yourself. The time device of self-destruction, lies, confusion, start eruption.” ~ Ray Davies

We explore mental health and top performers, the danger of becoming complicit in creating the destructive conditions because of culture, peer pressure and competitive short-term thinking driven by greed and fear. We explore how the money behind an organisation permeates the culture and affects its people.

A frank, highly charged conversation that talks in depth about success and the personal toll the wrong mental state can lead to when you achieve success. We talk values, faith, love and friendship, responsibility and locus of control. Buckle up. It's a goodie.

Contact Ian via linkedin.com/in/iankoniak

Websites

YouTube: https://www.youtube.com/channel/UCKwbDwBK_adh4AgzprZb5FQ

Email: ian@iankoniak.com

Twitter: DriveSalesNow

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Email me on marcus@laughs-last.com with "Inquisitor Guest" if you'd like to come on the show or wish me to interview someone specific. Please tee up an introduction if you think you or they'd make a good guest. And please leave an honest review of the podcast on your favourite platform (and tag me or send me the link please).

If you want to talk about advancing your career or the performance of your salespeople and your middle management, book some time for us to chat and explore what you're hoping to be able to accomplish. 

https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Happy selling folks!

How Clever Companies Become Stupid Overnight

How Clever Companies Become Stupid Overnight

November 24, 2022

Mark Choueke, CMO and author of #Boring2Brave says, "You need to be braver about decision making as we head into recession. If your share of voice larger than share of market. You will grow. If your share of voice is less than share of market you will shrink."

We dig into the process of developing a customer centric marketing strategy. What is the job to be done by marketing?
We explore how clever companies become stupid overnight. And we investigate the chains of stupidity that include over measurement, measuring the wrong things, doubling down on stuff that doesn't work, playing the numbers game

Are you using marketing in the right ways and when you need it?

Contact Mark via linkedin.com/in/markchoueke

Website: boring2brave.com/ (Personal)

Phone: +44 7832 139827 (Mobile)

Email: mark.choueke@mention-me.com

Twitter: MarkChoueke

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Contact me if you want to come on the show via marcus@laughs-last.com with "Inquisitor Guest" in the subject line

If you want to talk about accelerating or revitalising your sales, management or leadership career, let's have an initial call to see if what you want is what I do well. If not, I can probably refer you to someone who can help. No pressure. https://calendly.com/marcuscauchi/let-s-explore-coaching-training

 

Are You Coming To A Conclusion And Looking for Evidence to Support It?

Are You Coming To A Conclusion And Looking for Evidence to Support It?

November 22, 2022

Mark Raffan, the negotiation ninja discusses negotiation, and some of the really stupid things folks like you and I do when "negotiating". We explore what negotiation is and what it isn't. We argue over whether you can produce a true win-win, and when to pick your ground and when to walk away from a negotiation.

We talk blindspots, strategy, the role of emotions, planning, rehearsal, pre- and post-mortems and learning.

Robust and frank talk about an area of sales most of us are bad at and end up leaving a lot of money and goodwill on the table through lack of knowhow, lack of preparation and lack of thinking.

Mark’s LI Profile: linkedin.com/in/markraffan

Websites:

Phone: +1 403-993-1468 (Mobile)

Email: mark@negotiations.ninja

Twitter: MarkRaffan

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Contact me on marcus@laughs-last.com if you'd like to be a guest on the show. 

If you want to explore personal coaching or training for you and your team let's talk https://calendly.com/marcuscauchi/let-s-explore-coaching-training

 

 

Are You Selling Your Jobs So Candidates Who Are Already Successful Want to Apply?

Are You Selling Your Jobs So Candidates Who Are Already Successful Want to Apply?

November 18, 2022

Mitch Sullivan, creator of Copywriting For Recruiters, talks to me about the importance of selling your job if you want to attract the right candidates. "Job adverts have an audience of one", says Mitch. "Why should a successful candidate who has no need to move, leave a job they are successful and happy in to join your business?"

If you make your advert like everyone else's, and you focus on you, your company and what you think is important, you might attract applicants but you will find the experience disappointing. Recruiting well is every managers' number 1 responsibility. 

Contact Mitch on linkedin.com/in/mitchsullivan

Websites

Phone: 07725 185395 (Mobile)

Email: mitch@fasttrackrecruitment.com

Twitter: mitchsullivan

Company LinkedIn: https://www.linkedin.com/company/copywriting-for-recruiters/

Company Website:

https://www.copywritingforrecruiters.com/

 

How Do You Make Budget This Quarter Despite Your Weak Pipeline?

How Do You Make Budget This Quarter Despite Your Weak Pipeline?

November 15, 2022

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.

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:

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

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Considering a coach or taking control of your learning - https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Want to be a guest on #TheInquisitorPodcast? https://calendly.com/marcuscauchi/podcast-planning-call 

Does Your Proposition Tickle Your Customer’s Unmet Needs?

Does Your Proposition Tickle Your Customer’s Unmet Needs?

November 10, 2022

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

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Contact me to discuss training or coaching you and your team - https://calendly.com/marcuscauchi/let-s-explore-coaching-training

 

If you want to be a guest on the show book a planning call https://calendly.com/marcuscauchi/podcast-planning-call

Say What! You Like About Salespeople, They Make The Wheels Of Commerce Turn

Say What! You Like About Salespeople, They Make The Wheels Of Commerce Turn

November 8, 2022

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

Phone: +1 305-632-6005 (Mobile)

Email: james@jbarrows.com

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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 

The Economic Case For Diversity Is Even Stronger Than The Moral One

The Economic Case For Diversity Is Even Stronger Than The Moral One

November 3, 2022

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:

Email: jim@cascadingleadership.com

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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 

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