Welcome to TheInquisitor Podcast with Marcus Cauchi
Remember What It’s Like Selling At the Sharp End?

Remember What It’s Like Selling At the Sharp End?

August 6, 2020

#JenFerguson discusses selling at the sharp end. Feeding the top of the funnel is one of the most essential functions in sales because it's the #RevenueEngine. It's tough, it's a grind and it's usually the responsibility of some of your most junior and mistakenly undervalued salespeople. Given its importance and its level of difficulty, why is there so little emphasis on high quality training for these frontline salespeople? On developing their broader business acumen? On coaching, lesson capture and collaboration?

Churning and burning junior sales staff has long been a problem in #SDR roles. Leadership of SDRs needs to focus on maximising their progress to increase their effectiveness. Too often it's seen as a temporary stepping stone to bigger and better things. Leadership focussing on volume of activity instead of call quality results in burnout, disappointing experiences with buyers who feel like they're being interrupted with little or no value received, and SDRs not understanding why they're doing to make their lives harder than they need to be. The pressure to rush to a premature demo without effective qualification to people who can only say no or maybe is madness.

Contact Jen via: linkedin.com/in/sales911

Website: sales-911.com  (Company Website)Phone: +1 727-647-6695 (Mobile)Twitter: JFerg507- -

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The #ScaleupsAndHypergrowthPodcast

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How Do You Argue With An Idiot?

How Do You Argue With An Idiot?

August 5, 2020

How do you argue with an idiot? Why don't people pay enough attention to the facts? Can the tense that you use kill your idea in the minds of others?

Do you want to know how to minimise destructive conflict, maximise your impact and achieve consensus even with the most recalcitrant opponent? Have you ever wondered how people with less talent or competence can get their way whilst you struggle to even be heard?

#JayHeinrichs and I discuss applied #rhetoric. Rhetoric has been a significant influence on the formation of Western democracy and is at the heart of our identity. We discuss it in the context of life, business and family. In this interview we explore how the use of the right or wrong tense can help you win or lose an argument, have your idea taken up with enthusiasm or be shot down. We explore how to build and improve your personal brand through craft, caring and cause.

A fascinating conversation about something we all (mis)use inadvertently everyday. You can either make it you ally or your enemy.

Jay can be contacted on linkedin.com/in/jay-heinrichs-519b427

Websites:

Twitter: JayHeinrichs- -

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The #ScaleupsAndHypergrowthPodcast

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Listen To Your Buyers & Let Them Teach You How They Want To Buy

Listen To Your Buyers & Let Them Teach You How They Want To Buy

August 4, 2020

Victoria Boxall-Hunt, Group Operations Director at the Private Equity group, MARCOL

You Are Failing In Private When You Fail To Risk

You Are Failing In Private When You Fail To Risk

August 2, 2020

"What's the worst that could happen? I'll have to live with my mum. Motivation is just energy. Procrastination is a decision where you value something else more than doing the thing that is required. A mistake made more than once is a decision!", says Paul Mort

 

Warning: Explicit language, no punches pulled

 

#PaulMort is straight talking, uncompromising and direct. Bi-polar, formerly suicidal, Paul confronts topics most of us prefer to hide or ignore. Expect to have the scales ripped from your eyes and your ears burned in this interview. Paul has a following of millions, coaching men to  reclaim their power, take control, find clarity, direction and inner peace while lighting a fire under their arse to pursue and realise their dreams.

 

"What are you knowingly doing that is preventing you from resolving this?"  

 

We rip apart the motivational speaking industry for the con that it is. We explore why self-sabotage is not a thing, why we lie to ourselves to make ourselves feel better about choosing something else than what is required of us. We explore beliefs, scripting, excuse making, catastrophising.

 

Correction: Essentialism by Greg McKeown (whilst excellent) isn't the book I meant. I meant #HowToBeMiserable by Randy Paterson

 

Paul discussed the top narratives he used to run for not achieving your goals and how he fixed himself:

  • I won't be able to handle it
  • I have bi-polar (whatever your crutch condition is)
  • I'm not very good with money
  • I'm terrible on the phone

Any of these sound familiar? What evidence do you have that any of these excuses that you run in your head are true? Would you be willing to making such statements in front of a jury?

 

Expect to be offended, upset & shocked. I can't wait for the hate mail to flood in ...

 

Contact Paul via LinkedIn

Website: paulmort.uk  (Personal Website)- -

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The #ScaleupsAndHypergrowthPodcast

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Are You Applying Neuroscience in These Uncertain Times?

Are You Applying Neuroscience in These Uncertain Times?

July 30, 2020

"The key is curiosity. When we learn we better our thinking" says Dr #LyndaShaw is an applied neuroscientist who has travelled widely, and investigates how language and culture affects the brain, and how the brain affects language and behaviour.

 

We discuss how our environment can shape us. We explore how uncertainty and ambiguity stress our brains and why we seek out answers where they are missing, filling in the gaps though worry. Lynda shares her concerns for mental health and how forward thinking managers and leaders can get ahead of these problems. Listen to her advice on the power of routine to reduce stress and overcome the body's negative hormonal response to isolation, fear for your health or your job.

 

Lynda shares a wonderful story about how a Dr An Wang showed vulnerability to work through a major crisis to galvanise his entire workforce to support the business and each other. We share some ideas on how to develop creative ideas to overcome even the toughest of problems.

 

If you'd like a copy of #TeamStorm email mcauchi@sandler.com with "Team Storm" in the subject line. If you'd like to receive my monthly newsletter, #TheGrumbler newsletter: http://eepurl.com/gu2Yd1

 

Contact Lynda via LinkedIn: linkedin.com/in/lyndashaw

Websites:

Twitter: drlyndashaw--

Making Channel Sales Work

https://tinyurl.com/Making-Channel-Sales-Work

 

Making Channel Sales Work LI group

https://www.linkedin.com/groups/8553361/

 

Making Channel Sales Work Playlist YT

https://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpq

Sales Channels Succeed When You Are A Good Partner First

Sales Channels Succeed When You Are A Good Partner First

July 28, 2020

#DanielGraffRadford, CEO of #Allbound explains the critical importance of enabling your partners to succeed. We discuss how effective #PRM #PartnerRelationshipManagement can play a vital role in your channel programme, onboarding, training and developing your partners' teams.

 

If you don't understand what drives your partners, why they are in business, what they are trying to achieve, you run the risk of driving them to go silent inside 90 days of signing them up.

 

Contact Daniel on LinkedIn at: linkedin.com/in/daniel-graff-radford-93899

 

Check out the Allbound Podcast; available on iTunes, Google Play, or live stream from the web: https://itunes.apple.com/us/podcast/the-allbound-podcast/id1153309766

 

Twitter: http://twitter.com/allbound http://www.facebook.com/allbound

 

And to see the #AllStars lovable little friends: https://www.instagram.com/allboundcritters/

 

Website: http://www.allbound.com

 

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The #ScaleupsAndHypergrowthPodcast

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How Are Getting The Best From Volatility, Uncertainty, Complexity and Doubt?

How Are Getting The Best From Volatility, Uncertainty, Complexity and Doubt?

July 26, 2020

We're in uncertain times. There's complexity and volatility with no clear end to the pandemic, governments printing money, zero interest rates, oil is through the floor, the dollar is looking precarious, unemployment is rising fast and Ray Dalio is predicting the stock market is looking at a "lost decade". Governments are looking at withdrawing support around the world at the same time at the end of July, which could trigger a stock market crash.

 

If you'd like to book a confidential call with me over Zoom use this link 

 

#JamesAbraham, regional developer for Sandler in Israel, discusses adapting to VUCA, volatility, uncertainty, complexity and ambiguity.

 

We explore how you need to think differently, behave differently and communicate differently in our sales and our marketing. A crisis is bad for most, but good for the few who are prepared, willing to take calculated risks and can deliver massive value when others focus on cutting back.

 

LinkedIn: linkedin.com/in/jamestrainer

Websites:

Skype IM: jamesdabraham--

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The #ScaleupsAndHypergrowthPodcast

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Apple: https://podcasts.ap

Is Your Growth Being Driven By Your Customers?

Is Your Growth Being Driven By Your Customers?

July 24, 2020

If your customers aren't driving your growth, then you are missing a massive trick. You'll pay a heavy price for ignoring Colin's advice in this episode. Marketing and sales leaders will discover some disturbing cracks in their reaction to Covid and the decisions they are making thinking they are protecting their business when instead, they are leaving the door open to the competition to steal their lunch.

 

#ColinShaw is recognised by Linkedin as one of the ‘World's Top 150 Business Influencers’. He is Founder & CEO of Beyond Philosophy LLC who helps organisations grow by identifying hidden, unmet needs. And the Financial Times selected his company, Beyond Philosophy LLC, as one of the best management consultancies

Colin has written seven bestselling books on Customer-driven growth. He is the co-host of the highly successful Intuitive Customer podcast. https://beyondphilosophy.com/podcasts/

We explore how you can unlock growth by discovering customers' hidden, unmet needs that drive value and capitalise on this by improving your customer experience to meet these needs so as to retain and win new customers across your target market.

You can subscribe to his LinkedIn newsletter 'Why we buy'. And you can connect with Colin via his LinkedIn profile here:

 

https://www.linkedin.com/in/colinrjshaw/

Follow Colin on Twitter @ColinShaw_CX

 

Intuitive Customer Podcast - https://beyondphilosophy.com/podcasts

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The #ScaleupsAndHypergrowthPodcast

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Why The Swiss Have The Best Salespeople In The World

Why The Swiss Have The Best Salespeople In The World

July 21, 2020

The world's best salespeople come from Switzerland, according to OMG's research (2020). Why is that? #FredKermisch helps salespeople in #privatebanking establish and build trust, earn the loyalty and faith of their clients.. He explains why a history of hospitality has built a culture where sellers have learned to help customers trust them, feel cared for and feel safe.

 

Fred explains why the pressure managers put salespeople under to achieve quota, frequently backfires because high networths get very nervous when a bank applies pressure to serve their own selfish need to hit quota. We explore the ways salespeople devalue their brand and create the conditions for needless customer churn. The principles we discuss apply in all sales environments.

 

We take a dignified and gentlemanly foray into (mis)hiring, onboarding, training, accountability and forecasting. Fred is the embodiment of someone you want to do business with. He exudes reliability, a strong service mentality and personal commitment.

 

Contact Fred via:

 

Website - frederickkermisch.com  (Private Banker Sales)Twitter - KermischCoach

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The #ScaleupsAndHypergrowthPodcast

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You Can Recruit So Much More Effectively Today

You Can Recruit So Much More Effectively Today

July 17, 2020

#OliverParker is an executive recruiter with a difference. He doesn't let his clients make bad hires. He challenges them. He does the ground work by interviewing the people a new hire will be working with. he interviews the Board. And he makes sure the job you say you want to hire is the job you need to hire for.

We have a very in depth, brutally frank conversation about the mistakes, mostly avoidable that result in 40% of executive hires failing within their first year. That is a massively costly mistake and usually down to the recruiter allowing their desire to secure the assignment rather than standing up to the CEO or Chair, having robust discussions about what the intended outcome from hiring will be and making sure that there is a suitable fit culturally, in terms of value, mission and purpose.

Contact Ollie on:

Website: capability.consulting/  (Company Website)Phone : 0117 901 2277 (Work)Twitter: ollieparker

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The #ScaleupsAndHypergrowthPodcast

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