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Real world deep dives into the wicked problems of sales, marketing, management, leadership, funding, alliances and ecosystems. Every episode digs deep into questions others aren’t able or willing to ask. We explore what’s wrong with sales, with hiring, metrics, compensation, funding, management. No punches pulled. Packed with practical, implementable solutions. Gold medal winner Best Sales & Marketing Podcast Top Sales World ChatGPT says, The Inquisitor Podcast with Marcus Cauchi is a popular podcast that features interviews with sales and business experts from various industries. Marcus Cauchi is a highly experienced sales trainer, consultant, and coach, who uses his expertise to provide valuable insights and advice to his listeners. The podcast covers a wide range of topics related to sales, marketing, and business growth, including lead generation, customer acquisition, team building, and more. Marcus Cauchi’s guests are typically successful entrepreneurs, executives, and thought leaders who share their experiences and best practices on how to succeed in business. The podcast has a diverse audience, including sales professionals, business owners, entrepreneurs, and anyone interested in improving their sales skills and growing their business. People have praised the podcast for its practical advice and engaging interviews. Listeners appreciate the insights and strategies shared by Marcus Cauchi and his guests, which they can apply to their own businesses. They also enjoy the podcast’s conversational style and the variety of topics covered. Overall, The Inquisitor Podcast with Marcus Cauchi is a valuable resource for anyone looking to improve their sales skills and grow their business. SUBSCRIBE NOW!
Episodes
2 days ago
2 days ago
Jake Rosenberg, founder of Krete joins me on this episode to discuss the joys of starting up, product development, team building, saving money, getting shit done
4 days ago
4 days ago
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 satisfaction throughout your organisation.
Avoid hitting a glass ceiling by mastering the art of identifying and hiring top talent. Jay shares valuable insights and the four key questions that will help shape the future of your business.
Discover the power of purpose-driven leadership, diversity, and adaptability in building sustainable enterprises. Prioritise customer interests and navigate change for long-term success.
Gain inspiration from captivating books and concepts as Jay explores history, financial cycles, and societal dynamics. Learn from his experiences to avoid prioritising commercial success over customer-centricity.
Uncover the secrets of business success with Jay Allen. Tune in to this unforgettable episode and propel your business to new heights of growth and fulfillment.
Tuesday May 23, 2023
Tuesday May 23, 2023
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
Website: winalytics.com/ (Company)
Email: bkeltner@winalytics.com
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Book 15 minutes to explore if coaching with me is a good fit for you or if you're familiar with my work and you prefer to dive straight in, we will help you develop your plan for making sure you succeed and enjoy life in the process - https://calendly.com/marcuscauchi
Work to live, don't live to work!
Monday May 22, 2023
Monday May 22, 2023
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 governance, change management, and resource allocation beyond immediate results.
In conclusion, Evan Kelsay's extensive experience and insights shed light on crucial aspects of successful sales strategies, team collaboration, and financial literacy, offering valuable guidance for sales professionals and business leaders aiming to drive revenue growth and create lasting impact.
Phone: +1 347-849-7284 (Mobile)
Email: evankelsay@gmail.com
Twitter: EvanKelsay
Friday May 19, 2023
Friday May 19, 2023
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.
🔑 Unlocking the Power of Values
One of the central themes of this conversation is the paramount importance of defining values. You’ll understand the value of diversity in many aspects of your organisation. However, when it comes to Values, Matthew stresses that diversity must take a backseat:"Hire for diversity in everything but Values". Hiring individuals who align with your organisation's values is crucial to prevent toxicity from seeping into your team and tarnishing customer relationships.
💡 Illuminate the Concept of Values
It's remarkable how often we overlook the profound significance of values. Matthew skillfully illuminates this blind spot, urging us to delve deep into our own understanding and interpretations. He emphasizes the importance of ensuring clarity and alignment when communicating with others about values, so that everyone is on the same page.
🌐 The 6C's: Building a Community Based on Values
Matthew introduces his captivating concept of the 5Cs, which magically evolve into the 6Cs during their conversation. Their discussion revolves around building a community founded on values, trust, and honesty. Together, they explore the significance of communication, coordination, cooperation, collaboration, community, and common purpose. And they offer invaluable insights on striving for both the minimum and world-class levels in each area.
The challenges of cultural dissonance and the dangers of incentivising the wrong behaviours with compensation plans are touched upon. The duo also explore the elusive concept of trust and share practical ways to demonstrate it.
As always, the podcast combines personal experiences with wisdom from renowned authors. Matthew draws inspiration from Peter Drucker's letters and Benjamin Franklin's 13 virtues, offering a wealth of knowledge for those seeking to unlock their leadership potential. He unravels the intriguing concept of "meatware," shedding light on why People often play a central role in failures. And a reason for excellent interview performance which we might overlook.
📚 Unlock a World of Knowledge
As always, this episode offers a plethora of book recommendations that will leave you hungry for more. Discover thought-provoking works such as:
"The Road Less Stupid" by Keith J. Cunningham
"The Solution"
“Loonshots” by Safi Bahcall,
"The Brand Bucket" by Barnaby Wynter
"Demand Side Sales" by Bob Moesta
"Trust based selling" by Charles Green
"The Trusted Advisor" by David H Maister
"Selling transformed by Philip Squire
Matthew also recommends listening to TheInquisitor episodes with Darryl Stickle and David Allison
Contact Matthew via linkedin.com/in/matthewdashper-hughes
Phone: 07715 269724 (Mobile)
Email: matthew.dashper-hughes@gunnercooke.com
Twitter: mdh_matthew
Talk to me about coaching and training https://calendly.com/marcuscauchi
Book me for your podcast https://calendly.com/marcuscauchi/bookme
Wednesday May 17, 2023
Wednesday May 17, 2023
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 well-informed buyers and questioning outdated sales techniques.
- Honesty, Service, and AI: How technology can enhance sales by predicting objections and providing valuable information.
- The Pitfalls of Metrics Obsession: Avoiding a decline in win rates and an influx of wrong prospects by focusing on quality over quantity.
- IKEA's Lesson: The importance of expectation setting and branding to improve customer satisfaction.
- Building a Customer-Focused Team: Hiring and compensating individuals who prioritise long-term relationships and customer satisfaction.
- Intrinsic Motivation in Hiring: Identifying candidates driven by a thirst for learning to reduce turnover.
- Sales Management & Leadership: The crucial role of skilled managers in a tight economy.
- Creating a Positive Work Environment: The benefits of transparency, ethical selling, and a supportive atmosphere on performance and creativity.
Sales have come a long way, and it's time for businesses to embrace change by understanding their customers' needs, adopting modern approaches, and fostering a positive work environment. Let's learn from history and build a future of ethical, transparent, and service-oriented sales. (ROFLMFAO!)
Enjoyed this episode? Don't forget to subscribe to The Inquisitor Podcast and share it with your friends and colleagues. Help us transform the world of sales one conversation at a time!
Websites:
- toddcaponi.com (Company)
- toddcaponi.com/blog/ (Blog)
Phone: +1 847-999-0420 (Work)
Email: tacaponi@gmail.com
Twitter: tcaponi
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I'm auditioning 3 new clients. If you'd like to be considered to be invited to join my exclusive Successful Selling programme, book 15 minutes to discuss what's involved and what you can expect to gain from participating - https://calendly.com/marcuscauchi
Tuesday May 09, 2023
Tuesday May 09, 2023
Rebecca Murtagh is founder of the Human AI Institute.
Get ready for an insightful episode of the Inquisitor Podcast 🎧! Marcus Cauchi and Rebecca Murtagh explore the compelling world of AI, technology, and human growth 💡. Join them as they face challenges and opportunities in a rapidly changing world 🌎.
Discover the secrets to asking better questions, prioritising profitability over revenue, and using AI to boost your creativity and critical thinking 🧠. Feel the excitement as they discuss cognitive diversity and AI's potential to hep us tackle complex problems 🤖!
Embrace collaboration and community to future-proof your career and business 🤝. Marcus and Rebecca dive into AI ethics, leadership, and untapped investment opportunities in emerging markets 🌍.
Don't miss this engaging episode that blends the future of AI, technology, and human innovation 🚀
Contact Rebecca on linkedin.com/in/rebeccamurtagh
Websites
- HumanAI.Institute(Company)
- rebeccamurtagh.com (Blog)
- milliondollarwebsite.tv (My Book)
- https://successwithrebecca.com
Twitter: VirtualMarketer
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To talk to me about coaching, mentoring or training - https://calendly.com/marcuscauchi
DM to learn how you can use ChatGPT to get your next job without going through the advertised job market or use recruiters.
Thursday May 04, 2023
Thursday May 04, 2023
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.
Websites:
- wiglafpricing.com (Wiglaf Pricing)
- wiglafjournal.com (Wiglaf Journal)
- depaul.edu (DePaul)
Phone: +1 8728292495 (Work)
Twitter: timo437
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Contact me to chat about coaching and training https://calendly.com/marcuscauchi
Wednesday May 03, 2023
Wednesday May 03, 2023
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 potential.
Finally, Kieran suggests that empowering individuals with autonomy, competency, and trust leads to achieving outcomes. To learn more about Kieran Krohn, you can connect with him on LinkedIn at https://www.linkedin.com/in/kierankrohn/.
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To discuss coaching and training with me https://calendly.com/marcuscauchi
Wednesday Apr 26, 2023
Wednesday Apr 26, 2023
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The importance of storytelling in sales and the need for salespeople to be able to tell a compelling story that resonates with their audience.
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The significance of brand positioning and how it can help sales teams differentiate themselves from the competition and better target their ideal customers.
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The value of building strategic relationships with clients and partners, as these relationships can help to foster trust, credibility, and loyalty.
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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.
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The importance of choosing the right business partner and understanding the size of the organization that one wants to be a part of.
Email: jamie.h.snow@gmail.com
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If you want your career in sales to give you more in life, let's talk about training and coaching: https://calendly.com/marcuscauchi