TheInquisitor Podcast with Marcus Cauchi

The Future Of Selling Is Customer Centric And Collaborative

Karen Mangia and Jill Robbins discuss how sales and selling need to adapt to to keep up with the shifting context in which customer and professional buyers have taken the buying journey.

This is a masterclass in understanding the customer. Karen is one of the world's leading experts in the #VoiceOfTheCustomer and Jill is one of the world's leading minds around seller-procurement partnering. They share priceless insights into understanding buyers, seeing the world through their eyes, thinking as the customer does to make yourself consistently timely, relevant and valuable, and thereby differentiate yourself and your company in every interaction or touch.

Contact Karen on LinkedIn at linkedin.com/in/karenmangia

Websites

• salesforce.com/  (Company Website)
• successwithless.net/  (Success With Less Book)
• twitter.com/karenmangia  (Personal Website)

Contact Jill at linkedin.com/in/jillerobbins

Websites

• businessfierce.com (Company Website)
• matchbookinc.com  (Company Website)

 

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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.

To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Sales: A Force For Good (AsiaPac and Middle East Launch)

Sales: A Force For Good is a a global community set up to:

1. Make sales the powerhouse of the economy and lead the global recovery.

2. Identify & drive success for customers, partners and sellers.

3. Reward ALL who contribute to that success

4. Raise standards of behaviour, ethics and skill in our profession

5. Build future leaders. Give them the tools & skills to make sales a force for good

6. Make sales an aspirational career choice for future generations

 

If you want to be a part of the change and have your voice heard, please email marcusATlaughs-lastDOTcom with "SAFFG" in the subject line or DM me on LinkedIn

 

Why The Correct Response To Constructive Criticism Is "Thank You"

Sean Coyle CEO of Peak Performance Management in Pittsburgh. We discuss accountability, and the transition from getting the result to not letting your team mates down as you mature. We explore tough love in accountability and need for a mutual agreement around what you are trying to accomplish. These accountability forums give you access to best practices.

Sean makes the point that you need to leave you ego at the door and take constructive criticism or praise gratefully, pay attention to the message. Filter out how the message is being delivered.

We explore vulnerability which is an act of courage. Sean's advice - make sure you are the weakest person in the accountability group, open up and admit what you are struggling with. Share the burden, stop your whining and get over it. Learn to ask for help. Ask a question and you are fool for 5 minutes; don't and you are fool for life.

Sean makes the point that the inability to ask for help is an absence of intellectual humility. Learning not to compare yourself with others is vital. These are some of the most obvious defining characteristics of people who perform below their potential.

Sean offers some gems to self-diagnose your own mental blocks in the form of questions you need to ask yourself and the power of self-reflection. Then we get down and dirty on practical ways to enhance your sales performance. Not to be missed!

Contact Sean via LinkedIn: linkedin.com/in/sandlersmcpitt

Email: sean.coyle@sandler.comTwitter: GO_4_NO--

If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.

To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Are You Tapping Into The Sales DNA of Every Potential New Hire?

Joseph Skursky helps companies predict who will succeed and will not BEFORE you hire them in sales, sales management and leadership roles. We discuss the critical importance of hiring and why hiring well is so challenging.

I've experienced Joseph's work first hand which is why I wanted him on the show. His profiling of candidates is uncannily insightful and his nuanced interpretation of those results is pinpoint accurate. Listen as we explore what makes for great #SalesDNA.

Contact Joseph via linkedin.com/in/josephskursky

Website: marketleadersolutions.com  Phone: +1 412.626.7442 (Work)Twitter: josephskursky--

If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.

To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Lifting The Lid On Selling To and Through Procurement

Jill Robbins was at the top of the procurement function in corporate America for the past 25 years. Now she teaches salespeople how to sell to procurement and be effective.

In this episode Jill lifts the lid on the different roles and functions in procurement, how they are compensated and measured, and the differences between a truly strategic procurement function and a tactical reactive purchasing operation.

This is a MUST LISTEN episode if you are ever in bids, tenders, pitches or find yourself shunted to procurement after you have "won the deal".

Contact Jill via LinkedIn at linkedin.com/in/jillerobbins

Websites

• dollyandjett.com  (Personal Website)
• businessfierce.com  (Company Website)
• matchbookinc.com  (Company Website)

Email: jill@businessfierce.com

 

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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.

To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Why Selling Through Partnering Skills Is Essential

Fred Copestake's book #SellingThroughPartneringSkills is essential reading if you are going to establish yourself as a viable long term supplier to your customers. Showing up as a talking catalogue in a suit or worse, doing a drive by shooting whenever a renewal conversation is due was never good but now makes you look and feel like a dinosaur. Your days are long gone and you deserve to be extinct.

Customers deserve better. They expect better. They expect salespeople to bring value, to co-develop products and services, to help solve problems and behave like true partners. If you are doing less than this you haven't even made it past the "I should bloody hope so" line that Simon Bowen talks about.

Partnering is the minimum level of expectation customers should be demanding from their vendors and is the baseline we as suppliers should be delivering to customers and prospects. Our job is to help them get the jobs that need to done completed effectively, efficiently and correctly. We have to help them through their struggling moments, to get ahead of problems and achieve their strategic objectives.

Contact Fred via linkedIn at linkedin.com/in/fredcopestake

Website: linktr.ee/fredcopestake  Twitter: FredCopestake--

If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.

To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

How Can AI-Human Partnerships Improve Your Understanding Of Other Human Beings?

Cauri Jaye is CTO and CSO at #Sesh. Sesh is developing AI that recognises people's emotions, #EQOnDemand with a product called #Empath. It's heavily based on the research of #LisaFeldmanBarrett.

In this fascinating conversation we explore the future of AI-Human partnerships. We discuss the limits and pace of development, AI ethics and the applications of AI recognising emotions.

Today this is a controversial topic because there are so many unknowns, the ethics around AI need to be clearly defined, standards and values explored and codified but one thing is certain, machine learning is here to stay and true AI is a matter of when, not if.

Join us on this episode. Please share your thoughts, opinions, insights and concerns. We want to learn your views.

Cauri can be contacted via Linked in at linkedin.com/in/cauri

Website: cauri.org  (Personal site)

and getempath.com  (company site)

Twitter: cauri

or_rhubarbstudios

 

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If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.

To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Applied Motivation Is The Key To PeakTeam Performance

Bevis Moynan helps CEOs take teams to peak performance levels. He uses #MotivationalMaps to understand the individual and group dynamics. His coaching drives cohesion and alignment with teams and across all functions of the business.

We dig deep into motivation. What it is and what it isn't? How to encourage it and how to kill it? If you are a #CEO, #CHRO, #CPO, lead or manage a team. department or #ExecutiveTeam this is essential listening. And if you operate in a fast moving, high pressure environment there are powerful lessons in this interview that can help eliminate management problems, reduce unwanted staff turnover rates and eliminate conflict, poor performance and excuses.

Bevis can be contacted on linkedin.com/in/bevis-moynan-b468681b

Websites

• magentacs.co.uk  (Company Website)
• magentacs.co.uk  (Blog)

Email" bevis@magentacs.co.ukTwitter: BMoynan--

If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.

To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

The Power of Motive, Cause And Intent Behind Your Business

Amy Rowlinson discusses the power of the "Why?" behind your business. A lively discussion that digs into motive, cause and intent as drivers behind your business. Your motivations for doing what you do are key to sustaining the energy and drive you need to sustain your effort in the tough times, raise the bar and be relevant to your customers.

We explore purpose, values, and fulfilment in this episode. We'd love to hear your thoughts ...

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

Websites

• linktr.ee/AmyRowlinson  (All Contact Links)
• amyrowlinson.com  (Personal Website)
• calendly.com/amyrowlinson/enquirycall  (Book a Coaching Call with me!)

Twitter: AmyRowlinson--

If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.

To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi

Are You Recruiting Reactively Or Nurturing Your Talent Pipeline?

Adam Gordon nurtures talent. Whether it's graduates or veterans, potential new hires or building the bench, companies waste an obscene amount of money and waste countless hours of people's time duplicating work they have already paid for in their recruitment process.

 

We explore what candidate nurturing is and how to build a rock solid pipeline of past, current and future candidates. Building relationships for the long term requires employers to shift their thinking and behaviour away from trying to fill a specific vacancy and seeing recruitment as THE most important function in their business. 

 

By building and nurturing a live pipeline of talent and delivering value at each stage of the candidate's journey, employers can develop their brand so that they are see as a natural choice when candidates are looking or considering their next role. Becoming a destination employer is a crucial part of the marketing function and one which very few companies even consider.

 

You can contact Adam via LinkedIn: linkedin.com/in/adamwgordon

Website: candidateid.com  (Candidate.ID Talent Pipeline S)Phone: 07870 268288 (Work)Email: adam.gordon@candidateid.comTwitter: Adam_W_Gordon--

If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation.

To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi