Welcome to TheInquisitor Podcast with Marcus Cauchi
Ambiguity Is The Mother Of All FUBARs, Clarity Is King

Ambiguity Is The Mother Of All FUBARs, Clarity Is King

November 27, 2020

"Nuance is uncomfortable ... Embrace discomfort" says Frank Garten. Frank helps executives and their people communicate with clarity, vulnerably, inclusively. Are you willing to deal with people not like you? Are you inviting challenge? Are you avoiding difficult conversations?

We explore the importance of recruitment of leadership who are open to genuine inclusion. Why is being willing to open up to people who bring perspectives you are unfamiliar with is so important and such a challenge?

We discuss the lethal impact of good intentions coupled with ambiguity, poor communication, lack of dialogue with employees and customers. we explore the effect of leaders with low EQ, low empathy and low self-awareness.

One of Frank's role models is the legendary physicist, #RichardFeynman. He explains why Feynman accomplished so much through his humanity.

Frank shares the one question you can ask at interview to uncover whether you have a candidate is open to change and willing to be vulnerable.

Check out #ChrisBailey's podcast #BecomingBetter

Contact Frank at linkedin.com/in/frankgarten

Website: frankgarten.com  (Frank Garten BV)

 
Twitter: frankgarten
 
 
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If you want to book time with me or wish to explore #TheInquisitorPodcast or the #ScaleupsAndHypergrowthPodcast click here: https://calendly.com/marcuscauchi/discovery-call

Sell The Way You Buy

Sell The Way You Buy

November 24, 2020

David Priemer, author of #SellTheWayYouBuy, is a proper sales nerd. My kind of chap. Formerly a research scientist, he joined a start up in the naughties, where he transitioned from presales to sales. 3 scaleups under his belt, we have a lively and uncompromising conversation drawing on his extensive knowledge of academic research journals, historical sales and 2 decades of sales scar tissue.

David combines science, psychology, emotional intelligence and human dynamics. Bring a notepad and a pen to this episode. Packed with insights and gems about the human condition.

Contact David via LinkedIn - linkedin.com/in/dpriemer

Websites

Twitter

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If you want to book time with me or wish to explore #TheInquisitorPodcast or the #ScaleupsAndHypergrowthPodcast click here: https://calendly.com/marcuscauchi/discovery-call

Sales Enablement 3.0 Is Here. What Is It & Why Do You Need To Care?

Sales Enablement 3.0 Is Here. What Is It & Why Do You Need To Care?

November 23, 2020

Rod Jefferson is a multiple return guest on #TheInquisitorPodcast and he is discussing Sales Enablement 3.0, the next generation of #salesenablement for modern sales teams.  

Sales enablement practitioners have become the fixers of broken things. They are too frequently tied up measuring what doesn't make any difference to sales performance. Often they have not got the respect of the sales force. Too few have ever carried a target. I won't make many friends by saying this but many sales enablement practitioners are too often people desperately looking for a reason to justify their existence. 

Rod pulls no punches in our discussion and explains how #SalesEnablement has evolved to stay ahead of where businesses and customers need enablement practitioners to be in the post-covid and modern sales arena.

Rod is offering £35 off his #Udemy course until 12th December 2020 by using the code "ENABLEMENT" https://www.udemy.com/course/applying-the-art-and-science-of-sales-enablement/

 

Contact Rod via linkedin.com/in/roderickjefferson

Websites

 

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The #ScaleupsAndHypergrowthPodcast

Podbean: scaleupsandhypergrowth.podbean.com

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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Mapping The Motivation Of Your Team

Mapping The Motivation Of Your Team

November 22, 2020

Mark Terrell is a performance coach who specialises in identifying and leveraging individual motivation. We explore the different types of motivation, what they imply for managers and individual performance, and how you can use the #MotivationalMap to uncover what drives an individual.

We explore the relationship between the different types of motivation, the impact of having the well or poorly met and why managers so often fail to understand what drives and individual's performance.

Contact Mark via LinkedIn at linkedin.com/in/markterrellreluctantleader

Website: thereluctantleader.academy/  (Company Website)--

To book a confidential 1 to 1 with me

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The #ScaleupsAndHypergrowthPodcast

Podbean: scaleupsandhypergrowth.podbean.com

Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u

Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Why Measure Your Success By Your Level Of Consciousness?

Why Measure Your Success By Your Level Of Consciousness?

November 21, 2020

Amy Woodall measures her personal, professional and ultimately spiritual success by her level of #Consciousness.

Here is what Amy is constantly asking herself.

How aware am I?
How present am I?
How did I/can I take ownership?
Where is my ego taking hold?
How much love did I give to myself and others?

Amy teaches companies and individuals how to apply conscious habits to decrease stress, diminish drama, improve collaboration, and overall quality of work and life. A popular return guest, Amy specialises in helping individuals own their decisions and response to circumstances they face. 

Contact Amy via LinkedIn at linkedin.com/in/amywoodall

Website: thetrustpointe.com  

Twitter: amywoodall
 
 
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Why Sales And Marketing Misalignment Is Fatal

Why Sales And Marketing Misalignment Is Fatal

November 20, 2020

Andy Culligan is CMO at #leadfeeder. A self-confessed salesperson trapped in a marketers body, Andy explores the importance of alignment and collaboration between marketing and sales. He is a rare beast because he is a marketer who actually speaks to customers.

We discuss how he and his VP of Sales collaborate, and how they get their teams to engage. Andy measures what matters and is always asking these questions:

  • Is this relevant to the customer?
  • Is this helping sales?
  • What do we have to do to be more relevant?

In this frank, pragmatic conversation you will learn the power of alignment and the positive impact it has on results, relationships and rewards.

Contact Andy via LinkedIn at linkedin.com/in/andy-culligan

Website: leadfeeder.com  Twitter: AndyCulligan1

 

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To book a confidential 1 to 1 with me

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Podbean: scaleupsandhypergrowth.podbean.com

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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

 
 
Collaborating With Customers, Procurement, Partners & Competitors Is The Future Of Enterprise Selling

Collaborating With Customers, Procurement, Partners & Competitors Is The Future Of Enterprise Selling

November 16, 2020

What do you call a roundtable made up of Bob Moesta. Jill Robbins and Tom Williams?

Awesome!

In this roundtable we discuss customer centred selling, collaboration with partners, compensation schemes that drive discretionary effort. We argue about the bests ways to deliver alignment between marketing, sales, customer success, operations, professional services. We explore culture, leadership and management's role in building a buyer-centered operation. We delve into the importance of delighting customers and the unintended consequences of achieving delight.

Packed to the gunwales with practical insights, challenging questions and fantastic ideas.

Bob Moesta - linkedin.com/in/bobmoesta

Websites

Twitter -                bmoesta             

Jill Robbins - linkedin.com/in/jillerobbins

Websites

Tom Williams - linkedin.com/in/thomasjwilliams

Website

Twitter - SD_Firm--

To book a confidential 1 to 1 with me

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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

 
 
How To Build Many Better Mousetraps WITH Your Customer And Keep Them Coming Back For Years

How To Build Many Better Mousetraps WITH Your Customer And Keep Them Coming Back For Years

November 14, 2020

Bob Moesta builds products, thousands of successful products. In building products he had to learn to sell them. This is a bring a note pad and pen and listen several times episode. Get Bob's book #DemandSideSales today. Devour it.

He has one of THE MOST refreshing approaches to selling I have come across int he past 20 years. He sees things so clearly and his ideas are eminently practical, work in the real world (I have applied them myself) and his understanding of the customer buying journey is second to none.

Few people I have interviewed make as much sense as Bob. Seriously, download this and listen to it frequently. You will derive massive value each time and every time you will learn something new.

Bob Moesta - linkedin.com/in/bobmoesta

Websites

Twitter -                bmoesta             

 

--

 

To book a confidential 1 to 1 with me

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Are You Attracting Diverse Candidates But Creating The Conditions So They Leave?

Are You Attracting Diverse Candidates But Creating The Conditions So They Leave?

November 12, 2020

Kura Dione-Warren is Strategic Development Director for #RareRecruitment, a firm dedicated to placing BAME talent in law firms and other high quality orgaanisations.

We explore why diversity and inclusion are a commercial imperative as well as a sign of the values and moral compass of your company, firm or organisation. We discuss intrinsic and unintended bias, we explore culture and how companies that hire for diversity might cause talented non-white, non-male employees to leave.

This interview tackles some potentially thorny issues and topics that many people will be uncomfortable facing, causing them to avoid them instead of dealing with them head on and getting ahead of the problem.

Kura argues that companies that are committed to D&I should sign up to the #RaceFairnessCommitment - http://racefairnesscommitment.com/

An enlightening and refreshing conversation about a topic so many of us will tiptoe around or only pay lip service to.

Kura can be contacted via LinkedIn - https://www.linkedin.com/in/kura-dione-warren-31833786/

 

--

 

To book a confidential 1 to 1 with me

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The #ScaleupsAndHypergrowthPodcast

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Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

 

 

Meet The Impossible Enterprise Saleswoman From Splunk

Meet The Impossible Enterprise Saleswoman From Splunk

November 9, 2020

I LOVE Carolaine Pino. By the time you listen to this, you will too. She is in a league of her own.

In January 2020 she started a new job at Splunk and was diagnosed with cancer a couple of weeks into her initial training. She spent much of the year in chemotherapy and recovering from the after effects of her treatment. Her bosses were totally supportive and gave her the time and space to recover. Brilliant bosses.

Carolaine had other ideas. Nothing was going to stop her. Part time she has crushed her quota. 10 months into the year she is at 300% and to quote her, "The year isn't over". With all the usual pressures of life, and high rest requirement she only has about 2 hours per day of being at full energy levels.

We explore how she has managed to come out of the starting gate and maintain her relentless pace with only 20-25% of the time available to healthy account executives. Her use of time blocking, prioritisation, her charm encourages massive discretionary effort from others, her massively high EQ and compassion, coordinating resources and drawing on Splunk's team have left her with a huge objective for next year ... 3x this year's quota.

Carolaine reminds me of mountaineers who when asked "Why do you climb mountains?" come back with "Because they're there!!"

I promise you her story gets better in the telling by her. 

I am her number 1 fan. 

Connect with Carolaine on LinkedIn via https://www.linkedin.com/in/carolainepino/

 

- -

To book a confidential 1 to 1 with me

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Spotify:  https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81

Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086

 

The #ScaleupsAndHypergrowthPodcast

Podbean: scaleupsandhypergrowth.podbean.com

Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u

Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

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