TheInquisitor Podcast with Marcus Cauchi

Why Sales Is In Need Of A Good Old Fashioned Bloodbath

Steve Hall and I are like the ghosts of Statler and Waldorf in this episode, scary and grumpy. Putting the human cost aside of Corona virus, we are both grateful for the blessing that Covid presents for the profession to clean house. Sales is in dire need to a blood letting. What passes for average is atrocious both in sales and in sales management.

Listen to us rant and rave about what is bad and what sales could be and should be. We'd love to hear your thoughts on the subject. let us know if you think we're being unfair. How do we need to change as a profession? If you had a blank sheet of paper, and you were redesigning your sales and marketing operation from scratch, what would that look like?

You can contact Steve via LinkedIn: linkedin.com/in/stevehallsydney

Website: executivesalescoaching.com.auEmail: steve@executivesalescoaching.com.auTwitter: stevehallsydney- - 

Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call

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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

 

 

What's Happening In Fintech with Ali Paterson?

Ali Paterson has become one of the most influential voices in FinTech. An idea that blossomed started over the kitchen table has blossomed into a global publication. Ali is editor in chief of Fintech Finance, is a popular voice on podcasts and conferences.

He explains what Fintech is, who the payers are and why you need to be aware of it. We delve in to Cryptocurrency, the upstart banks and financial instruments that are going to become the mainstream of the financial world in the next few years.

A fascinating conversation about a world that for many is a mystery.

Contact Ali: linkedin.com/in/alipaterson1

Websites

• imdb.com/name/nm2566383/  (IMDB link)
• Fintech.Finance  (Company Website)

Twitter: AliPaterson

 

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Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call

Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1

 

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Podbean: marcuscauchi.podbean.com

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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

 

 

It Takes Guts, Resilience & Intentional Practice To Be A Successful SDR

Many of you will be familiar with Morgan J Ingram. He runs a popular podcast & YouTube channel called #TheSDRChronicles.

We explore his own  journey and he shares his pin sharp observations over his career of the best and the worst in recruitment, onboarding, training, coaching and accountability for #SalesDevelopmentReps. He speaks with passion and sense about the world of #SDR's.

Great listening if you're an SDR, you manage SDRs, or you plan to hire an SDR team. Pay close attention to what he says about attitude and learning.

Morgan can be contacted on Twitter @morganjingram, LinkedIn at

linkedin.com/in/morganjingram

Websites

• jbarrows.com  (Company Website)

The SDR Chronicles

• youtube.com/channel/UC5mIKms3bZLtuXapHBVp2tA 

This is Morgan's story of his own journey https://www.youtube.com/channel/UC5mIKms3bZLtuXapHBVp2tA

 

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Book a 1 to 1 with me

https://calendly.com/marcuscauchi/linkedin-discovery-call

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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

Learn Why Alexine Mudawar Is A Sales Superstar

In my interview with Alexine Mudawar, she charts her journey from green behind the gills rookie to sales superstar. We discuss her pathway, the lessons, mistakes, high points and grit required to go from a novice, to a high performing revenue engine.

We discuss good and bad management practices, the critical importance of coaching and mentors, the discipline of calendar blocking and saying no to distractions, her learning habits, reflection and the superpowers of vulnerability and humility.

Get ready to be blown away by this sales rockstar. Hire in her image and you will not go far wrong. Pay attention to her critical observations of management, culture and character.

Alexine can be contacted via LinkedIn:

linkedin.com/in/alexine-mudawar

 

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Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call

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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

How Do You Recover 50% Of Your Time And Double Performance?

David Henzel discusses the imperative of coaching to maximise performance and eliminate repeated mistakes. David owns and runs several £multi-million businesses, and has scaled and sold tech and media scale ups in the past. His secret is hidden in plan sight.

Coaching. 

David has created upcoach.com to enable him to offer group coaching to his teams and his clients. The impact is highly effective teams that constantly and consistently improve, hold themselves and their peers to account. 

Coaching is the difference that really does make a difference. In sales, managers who coach reps for 3-3.5 hours per month have an AVERAGE quota attainment of 105%. Managers who don't have an average quota attainment of 40-60%. The main reason managers don't have time to coach is THEY AREN'T COACHING!! We share some excellent book suggestions too. 

Contact David via LinkedIn at linkedin.com/in/davidhenzel

Websites

• taskdrive.com  (Company Website)
• ltvplus.com  (Company Website)
• managinghappiness.com  (Personal Website)

Twitter: davidhenzel

 

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Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call

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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

Stop Treating Your Channel Like The Bastard Ugly Step Daughter

Marc Sumner runs one of the UK's most successful channel recruitment agencies, #RobertsonSumner which has been recognised by CRN as the UK's best in 2020. He also runs a successful podcast, #ChannelChat.

 

We rip the arse out of what passes for average in sales and channel sales recruitment. WAKE UP PEOPLE! The channel is not somewhere you send Tim Nice But Dim to chew the cud on his way to retirement. Nor is it somewhere you put your greenhorn salespeople to cut their teeth.

 

Channel sales is THE HARDEST JOB THERE IS IN SALES, bar none. Nothing comes close to being this difficult. You have over 90 hats to wear. In the morning you could be planning their territory with a partner, settling a dispute and forecasting for LATAM, over lunch you could be midwifing a deal or saving a critical opportunity, in the afternoon you may be having a strategy call with your distributor in Canada and by night you might be training your Australian partners. And that's just Monday.

 

Treat the channel with the respect and seriousness it deserves. Recruit seasoned channel managers, onboard them well, train them in sales, management, planning, strategy, communication, dispute resolution and emotional intelligence. Coach them, love them to death, teach them how to coach, make sure they are spending as much as 70% of their time in their partners' business, helping them achieve their goals, targets and objectives. That's what the best channel managers in the world are doing.

 

Why aren't your channel managers up to snuff? 

 

Marc and I pull no punches in this episode. Bring a pen and take notes.

 

Contact Marc via LinkedIn - linkedin.com/in/marcsumner

Website: robertson-sumner.com  (Company Website)Twitter: MARCSUMNER76- -

Book a confidential 1 to 1 with me using this link https://calendly.com/marcuscauchi/linkedin-discovery-call

Subscribe to my newsletter, #TheGrumbler: http://eepurl.com/gu2Yd1

 

#TheInquisitorPodcast

Podbean: marcuscauchi.podbean.com

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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

A Young, Successful Salesperson's View Of The Reality Of The Early Years In The Sales Profession

#EmilyLam is a bright, capable, young sales professional. She shares her experience of the first 5 years in professional selling. It's not a pretty story. 

Lies, misinformation, lack of leadership, bad management, high turnover, sink or swim mentality, non-existent onboarding and only product training, learning to find her own way leading to significant waste, burnout and mental stress at the entry level of sales.

Happily, Emily has found her feet in a company that looks after her development, trains her and actually delivers what they promised at interview.

Unfortunately, junior salespeople are so often treated like a commodity, being churned and burned by greedy, unscrupulous and incompetent management and leadership.

Our young salespeople deserve better. They deserve the truth. they deserve managers who are competent. They deserve training and support, realistic targets and compensating fairly. They want to learn, grow, develop. They want careers and guidance, mentoring, training, coaching. They love to perform well. not to be left to drown.

Emily is a member of RevGenius on Slack and can be contacted on LinkedIn via: linkedin.com/in/emilyhlam

 

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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 Are You So Bloody Stupid?

Humans don't understand humans. It's a fact. And we don't seem to be getting any better at it despite the advances in technology intended to help us communicate better, understand better, gain more insight. In fact, these technologies are a significant part of the problem. We've always been prone to misunderstanding each other and technology has created distance between us and our customers. We've become reliant on technology to drive efficiency instead of making us more effective.

3 of the sharpest people I know in the field of understanding human behaviour and communication, Amy Brown, Rob Turley and Martin Lucas chat to me about why we are so bloody stupid when it comes to human understanding and what we can do to improve it.

You can contact them via LinkedIn and their Websites:

Amy Brown: linkedin.com/in/amy-brown-84821210

• https://beauthenticx.com/

Rob Turley: linkedin.com/in/robert-turley

• whiterabbitintel.com  

Martin Lucas: linkedin.com/in/behavioral-sciences

• https://www.gapinthematrix.com/

 

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Book a confidential 1 to 1 call with me: https://calendly.com/marcuscauchi/linkedin-discovery-call

Subscribe to #TheGrumbler newsletter: http://eepurl.com/gu2Yd1

 

#TheInquisitorPodcast

Podbean: marcuscauchi.podbean.com

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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

Your Customers Buy For Their Reasons Not Your Reasons

Anita Nielsen and I discuss why you must customise and personalise your approach to selling. The days when the one size fits all approach to selling and marketing are long past, which might go a long way to explain why only 13% of sales teams hit quota in 2018/19 and only 44% of individual sales reps hit quota.

Customers are savvier than ever, have access to the sum total of human knowledge with a few clicks of the mouse, and have grown tired of the dehumanisation and distance created by marketing and sales automation. This also increases the pressure felt by salespeople who are suffering from burn out more than ever before. This leads to high turnover, multiple preventable hidden costs and inefficiency in your sales operation.

Listen and take notes. Anita knows her stuff and has been involved in helping thousands of salespeople meet their potential, hundreds of managers get the best from their people and companies smash expectations.

Contact Anita via LinkedIn at linkedin.com/in/anitanielsen

 

Twitter: ANielsenLDK

 

Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call

#TheInquisitorPodcast

Podbean: marcuscauchi.podbean.com

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

How Emotionally Intelligent Are Your Salespeople?

Jon Treanor explores why #EmotionalIntelligence #EI #EQ is so critical to the success of every salesperson and manager. 

• What is emotional intelligence?
• How does it impact top and bottom line results?
• Why is NOT something hippy or bunny-hugging?

We discuss how to hire for and develop EI/EQ. We explore how culture in PE can destroy the value of EI in your business.

Listen to 2 of the grumpiest, most grizzled old veterans discuss their scar tissue.

Contact Jon via LinkedIn linkedin.com/in/jon-treanor-17a565149

Website: jontreanor.com --

Book a 1 to 1 call with me on Zoom at https://calendly.com/marcuscauchi/linkedin-discovery-call

#TheInquisitorPodcast

Podbean: marcuscauchi.podbean.com

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