Welcome to TheInquisitor Podcast with Marcus Cauchi
Sales: The Divine Comedy And The 7 Management Virtues

Sales: The Divine Comedy And The 7 Management Virtues

November 2, 2021

Matt McDarby's new book The Divine Comedy of Sales is his latest book for sales managers, building on the brilliant insights in The Cadence of Excellence and The Ultimate Differentiator. We explore the 7 deadly sins of sales management and establish the 7 divine virtues great sales managers and leaders bring to deliver their A-game.

Pragmatic, built in the crucible of real world sales environments, Matt shares his observations, and hard won lessons based on serving hundreds of companies and thousands of managers responsible for $billions in annual revenues.

Worth a couple of listens with a notepad.

Contact Matt on linkedin.com/in/mattmcdarby

Websites

 

Twitter: mmcdarby

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Contact me on marcus@laughs-last.com or DM on LinkedIn via https://www.linkedin.com/in/fractionalcrotechscaleups/

 

Pick Up The Bloody Phone And Speak To People!

Pick Up The Bloody Phone And Speak To People!

October 28, 2021

Lee Nightingale has range. He's worked at the top of the funnel, direct sales, channel, management and leadership. Today he helps businesses implement CRM systems that deliver value to the entire business, and especially to help salespeople to help them sell more, more predictably. 

CRM is more than merely about manging the relationship with the customer and it is not a tool for the audit or finance function. CRM is a central intelligence system for the entire business. 

We explore several acts of management idiocy that sabotage salespeople, tying them up in destructive distractions that prevent them from being able to do their job excellently. If you are considering a CRM implementation listen to this episode. If you have a CRM system that is full of the usual shit (80%+ of data in most CRMs is wrong, worthless or incomplete), listen to this episode. 

We shine a harsh and unforgiving spotlight on why as many as 88% of CRM implementations fail to deliver the intended outcomes and a failure to create alignment across marketing, lead generation, sales, customer success, account growth that create friction for the customer. 

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Your Time Is A Precious Currency; Invest It Wisely

Your Time Is A Precious Currency; Invest It Wisely

October 25, 2021

Tibor Shanto discusses the importance of measuring what really matters and understanding the metrics that drive your personal and team's success. Ever the pragmatist, he differentiates clearly between leading and lagging indicators and sheds light on how you can deliver consistent, predictable outcomes by adopting a more scientific approach to the top of your pipeline. We explore why sales cycles drag on or fail to close, how management can contribute or hinder sales performance.

Contact Tibor via linkedin.com/in/tibor-shanto-b2b-prospecting-specialist

Websites

Twitter: TiborShanto

Podcast: The Breakfast Podcast - TiborShanto.com

https://www.tiborshanto.com › the-breakfast-podcast
 

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Contact marcus@laughs-last.com

 

Are You And Your Salespeople Acting Dumb As A Box Of Bricks?

Are You And Your Salespeople Acting Dumb As A Box Of Bricks?

October 21, 2021

"I don't teach my salespeople how to sell. I teach my salespeople how customers buy. If they're smart enough, they'll figure out the how to sell part for themselves"

Jason Jordan is best known for writing CrackIng The Sales Management Code, but my favourite book of his is #SalesInsanity.

We explore a range of sales and sales management insanities. We challenge the received wisdom that sellers exist to serve shareholder value. THAT IS A MASSIVE LIE. It poisons the sales culture and breaks the bond of trust necessary between seller and buyer.

  • When does the hunter-farmer model work?
  • What is the true purpose of sales management? 
  • What are the metrics managers SHOULD be measuring?
  • What's the difference between trying to manage the #pipeline vs the #forecast?
  • What are the milestones that matter?

Packed with practical, instantly applicable insights, this conversation is oozing with value. Take notes. Put the lessons into action immediately. Question everything you are doing as a manager.

Contact Jason via linkedin.com/in/jasonjordansalesmanagement

Twitter: jasonrjordan

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Contact me on marcus@laughs-last.com

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If you believe your success in the future will depend on your ability to collaborate, then please drop me a line to explore whether you qualify to join the #BlackPearl #StrategicAlliances #MastermindGroup

We are an elite affiliation of strategic alliances professionals who are committed to always selling into hot prospects, and never sell cold. With 14-18x higher close rates than cold sellers and #customer retention rates in the high 90-percentile, we believe in seeking out and serving profitable customers for life. Do you?

Do You Have A Mind For Sales?

Do You Have A Mind For Sales?

October 19, 2021

#TheSalesHunter, Mark Hunter discusses the future of sales and selling with me. We explore prospecting mindset and behaviours, why management is pivotal and how it affects team and individual performance.

“If I know I can help you, I have an obligation to reach out to you”

Mark says, "When prospecting focus on outcomes not product or service." Otherwise you are just an unwelcome interruption and deliver no value. "Downloading a white paper is just activity, they aren’t customers or prospects."

He explains why the disconnect between marketing and sales is a trap. And he urges management not to become a hostage to their tech stack. "Your brain is your greatest app. Stop being controlled by your tech. Have your tech work for you."

A lively, practical conversation with one of the most respected action leaders in the sales world, Mark delivers great ROI for the time you invest listening (and making notes) to action immediately.

WARNING: If you are listening to this episode with any sense of entitlement as a seller you are in for a very rude awakening!

Contact Mark via linkedin.com/in/markhunter

Websites:

 

Twitter: TheSalesHunter

 

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Contact me via marcus@laughs-last.com or DM me.

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Do you believe your success in sales will be determined by your ability to collaborate? Apply now to join the #BlackPearl #strategicalliances #mastermind

What Is Radical Value And How Do You Deliver It?

What Is Radical Value And How Do You Deliver It?

October 14, 2021

I was blissfully unprepared for this conversation with author of #RadicalVale, Mark Boundy. You are in for a real treat

Grab your pen and paper. You're going to want to make notes. If you're a regular listener (thank you so much BTW), you know cores theme are #customercentricity and #buyersafety. 

No lip service in this episode. This is up to your neck in radical self-reflection and radical authenticity. 5-star episode

Contact Mark via linkedin.com/in/markboundy

Websites

 

Twitter

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Drop me a line on Marcus@laughs-last.com

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And if you believe (as I do) that success in the future will be determined by your ability to collaborate, consider joining the #BlackPearl #StrategicAlliances #Mastermind group. Only 12 people per group. We go live 9th November 2021

Welcome To The Death To Fluff

Welcome To The Death To Fluff

October 12, 2021

There's no fluff with Belal Batrawy. Belal helps attract, build and grow highly effective SDR teams. We explore marketing, lead generation, sales, recruitment and hiring, management and leadership. We explore what works and what doesn't, and the attraction to the status quo.

Belal is widely recognised as an #ActionLeader:

- Top1 FM LinkedIn Sales Star
- TAG Sales Leadership Honoree
- Salesforce Top Sales Influencer
- Slintel Top 15 Leaders to Follow
- Salesloft REVstar Award Winner
- Crunchbase 25 Leaders to Follow
- Sweet Fish Media Top B2B Influencer
- AngelList A-lister (Top 1% of Startup Talent)

Contact Belal on https://www.linkedin.com/in/belbatrawy/

Website: https://deathtofluff.substack.com/p/coming-soon?showWelcome=true

Definitely register for Belal's mailing list for tips & tools

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Contact me vi LI DM or email marcus@laughs-last.com

How Do You Make Sure Every Employee Has A Window Into The Customer?

How Do You Make Sure Every Employee Has A Window Into The Customer?

October 7, 2021

Mark Boundy explains the power behind discovery of demonstrable, plausible, #RadicalValue. He describes the #MediocrityCycle the majority slip into, the consequences and how to prevent it.

Mark is a passionate advocate for #BuyerSafety

Why My Podcast Is A Massive Ego Trip And You Should Be Pissed Off With Me

Why My Podcast Is A Massive Ego Trip And You Should Be Pissed Off With Me

October 5, 2021

Isn't that a fantastic lockdown profile pic? James Bishop gives me a thorough beating about the shitty production values of #TheInquisitorPodcast. I invited him on the show to explain why my total lack of production values are losing me valuable audience numbers and an affront to my lovely loyal listeners.

Before anyone picks on James, I invited him and he's absolutely correct. I've been lazy for 3 reasons:

1. I'm intrinsically lazy

2. I want to hear from you before I make any changes

3. Refer to 1

 

Contact James via linkedin.com/in/onefineplay

Website

 

Twitter: PlayByPlayLDN

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Contact me on marcus@laughs-last.com

Education Is The Root Source Of All Problems: Building a Modern Sales Organisation

Education Is The Root Source Of All Problems: Building a Modern Sales Organisation

September 30, 2021

Paul Fifield, CEO and founder of the Sales Impact Academy chats with me about deficiencies and gaps in global education systems. We explore what you really need to build a successful modern revenue operation.

We delve deep into the challenges sales managers face every day, where they have gaps in their knowledge and the role of the CRO in establishing how fast you're going and what speed you should be going at.

  • What are the leading indicators of customer success?

    • Do we need to put the brakes on?
  • Are your leading indicators still true and relevant?
  • Is your talent pipeline continuously populated with quality candidates?

 

Websites

 

Twitter: PaulFifield

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Contact me via marcus@laughs-last.com

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