TheInquisitor Podcast with Marcus Cauchi

https://feed.podbean.com/MarcusCauchi/feed.xml

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Episodes

Business Insights & Strategies From Experts: Unveiling Simple Truths Behind Success.

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Episodes

Thursday Nov 18, 2021

Have You Considered ReWilding your Business?

Thursday Nov 18, 2021

Matthew Pohl explains what ReWilding is in business. His clients get extraordinary results. Learn why you're inadvertently letting entropy and inertia become dominant forces in your business.

Contact Matthew via linkedin.com/in/matthewepohl

Contact marcus@laughs-last.com to explore the power of #ManagementEnablement, #SellingHot and The #BlackPearl #StrategicAlliancesMastermind

Tuesday Nov 16, 2021

The Inquisition Of The Inquisitor

Tuesday Nov 16, 2021

Another vanity experiment?

Regular listener and commentator on #TheInquisitorPodcast John Robinson turns the tables on me and asks the burning questions that have been keeping him up at night. It was fun having the tables turned and John made me think.

We cover a range of practical topics around sales, management, leadership and funding. I bring a locked and loaded shotgun and a very sturdy soap box to stand on. As I hope you'd expect, I do pull the trigger on both barrels.

If you'd like to interview me on anything to do with the wicked problems in sales, selling, sales management, sales leadership, sales recruitment, the future of sales, collaboration, channel sales, pre-competitive alliances, channel partnerships and strategic alliances drop me an email on marcus@laughs-last.com

Thanks John. Great job

Thursday Nov 11, 2021

Are You Doing A Good Job Of Making Your Customers‘ Lives Better?

Thursday Nov 11, 2021

Matt Neal and his team deliver better ways of doing business to their clients. Being at the forefront of change, innovation and disruption gives him a coalface perspective on why change and transformation succeed or fail. He shares practical tips and real world observations on what works in the real world, and what doesn't.

Contact Matt via linkedin.com/in/mattneal10

Website: https://www.ciklum.com

Contact me on marcus@laughs-last.com

Tuesday Nov 09, 2021

How To Create A Business Designed To Deliver Mutually Assured Success

Tuesday Nov 09, 2021

Imagine your organisation was committed to the success of employees, customers, community and owners. How good could that get? Kelly Stewart helps companies design and execute better strategy. She puts much of the cause behind 70% failure to execute down to lack of input from those who have to implement, and live with the consequences.

Eye-opening, challenging, pragmatic, Kelly Stewart pokes and prods at our pink underbellies, our deep rooted fears with a featherlight touch and masterful questions. Grab a warm, comforting drink, a note pad and pen and explore the art of finding what other people really want so you can find the best path to what you share in common. Kelly's approach beautifully illustrates the power of #AppreciativeInquiry and #GenerativeQuestions.

We dig into a diverse range of interdependent topics around creating collaborative work environments, built upon finding what we all have in common. It's more likely to deliver an outcome all can be happy with, with the minimum of compromise needed on important issues or early discovery of something else to lean into; others would see them as road blocks instead of objects of curiosity.

Discover what a pre-competitive alliance is, and why you might want to find one or two yourself.

Contact Kelly via linkedin.com/in/kellystewart2

ThePositiveBusiness.com (The Positive Business)
attractivate.net (Attractivate )

Wednesday Nov 03, 2021

Your Success Will Be Determined By Your Ability To Collaborate

Wednesday Nov 03, 2021

Peter Simoons guides vendor organisations into partnerships, alliances and profitable collaborative engagements. We explore why you can get so much more accomplished through collaboration. Peter explains the importance of having an effective operating rhythm and regular cadence of communication when developing #ResellerChannels and #StrategicAlliances.

We discuss the cadences that #ChannelManagers and #AllianceManagers need with the customer's decision making units and their executive sponsors. We explore why it's imperative to develop sales capabilities across both vendor and partner, and the vital importance of planning and strategising and adaptability.

And we dig into elements of the #PartnerSafety model that lead to loyalty and trust

Contact Peter via linkedin.com/in/petersimoons

petersimoons.com (Company Website)
petersimoons.com/virtual-coffee/ (Schedule an introduction call)
alliancemasterclass.com (Alliance Masterclass)

Alliances Online Masterclass: https://www.linkedin.com/events/6727892854095548416/

Contact me on marcus@laughs-last.com

Tuesday Nov 02, 2021

Sales: The Divine Comedy And The 7 Management Virtues

Tuesday Nov 02, 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

amazon.com/-/e/B08JKY3RF4 (Portfolio)
mcdarby.net (Personal Website)

Thursday Oct 28, 2021

Pick Up The Bloody Phone And Speak To People!

Thursday Oct 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.

Contact Lee on linkedin.com/in/leenightingale

Read the rest of this entry »

Monday Oct 25, 2021

Your Time Is A Precious Currency; Invest It Wisely

Monday Oct 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

tiborshanto.com (Company Website)
tibortshanto.com/blog (Blog)
youtube.com/sellbetter (http://youtube.com/sellbetter)

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

Thursday Oct 21, 2021

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

Thursday Oct 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

Tuesday Oct 19, 2021

Do You Have A Mind For Sales?

Tuesday Oct 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

thesaleshunter.com (Company Website)
learn.thesaleshunter.com/ (Company Website)
thesaleshunter.com/blog/ (Blog)