TheInquisitor Podcast with Marcus Cauchi

Why Are Your Strengths Your Best Development Areas?

"You could put me in a room and train me on Excel for 2 weeks and at the end of it, I'd still be crap at it", says I, "but put me in a room and teach me about selling, behavioural psychology, non-verbal communication and I will lap it up and be applying it and teaching it within 24 hours". 

A strength is something you do well, can't wait to do, when you do it, you get great feedback, time flies when you're doing it, and when it's over, you can't wait to do it again. A weakness is the opposite of that. Can you see why playing to your strengths might result in highly engaged employees who are doing their best work and giving you massive discretionary effort?

Keith Webster has been working with #Gallup's #Strengthsfinder profiling tool and coaching strengths for the past 20 years. We explore why your strengths are your best development areas and what happens when you surround yourself with people who are all playing to their strengths. Listen to his experience and the impact working with people's strengths has on companies, teams, individuals and clients.

Contact Keith on linkedin.com/in/keith-webster

Website: strengthshub.co.uk/#welcome

 

 

 

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The #ScaleupsAndHypergrowthPodcast

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Why Success In The Future Will Depend On Collaboration

Ayman Husain shares example after example of how the smartest companies and best sales organisations are taking a #collaborative approach to #selling. We discuss the importance of being a true #partner with your #customers, operating like a general not a foot soldier. Have you considered the difference between playing the long game, spending enough time in research, creating relationships with people in the lines of business, investigating the risks they are trying to mitigate, their targets, taking the time, in advance, to understand what drives procurement, how they are measured, what they are focused on and the Board level strategies they're being asked to execute?  

We delve into the counter-intuitive world of #coopetition, and having the foresight and courage to admit when they can do a better job than you, when to back away, when to take the lead and when to partner with even your fiercest rivals. 

Ayman explains the challenges of oiling the wheels in your own organisation, making sure that the customer is put ahead of politics and empire building. We discuss how compensation of all those involved in winning, securing, growing, and keeping a client, turning them from a customer into a marketplace is critical to drive the correct behaviour, and in turn maximise utilisation and value for the customer.

Bring a pen and notepad to this episode. You will learn so much.

Contact Ayman: linkedin.com/in/aymanhusain

Website: microsoft.com

Twitter: aymanhusain

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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

 

 

  

Selling is a Learning Profession

David Masover has been selling almost a long as I have and we both started out very, very badly. we talked about product and got no where, fast. Early in our careers we discovered we are responsible for our own development. No one else owes us a living and it is up to us to make ourselves better,

We discuss the critical importance of insatiable curiosity, the need to read widely, seek out help, have the humility to admit we don't know.

We look at hiring, management, coachability, character, grit and accountability.

Contact David on LinkedIn: linkedin.com/in/masover

Websites

• davidmasover.com
• DrivingB2BSalesRevenue.com

Twitter: DavidMasover

 

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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

 

 

Gabrielle Blackwell's Hero's Journey In Technology Sales

Gabrielle Blackwell is an extraordinary young saleswoman. Over the past 5 years she has already carved out a meteoric sales career. Her story echoes so many I've heard. Being a young, black woman in technology sales presents challenges that many of us will never have to face.

Without malice or bitterness she tells her story which includes facing her own burnout and recovery and her extraordinary resolve to learn, improve, prioritise, take full personal responsibility and incredible organisation. We explore her values and purpose, her approach to dealing with difficult conversations, her beliefs and behaviours as a manager.

Gabrielle is one to watch for the future. A future CEO? I think so ...

Contact Gabrielle on LinkedIn at linkedin.com/in/gabrielleblackwell

 

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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 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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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

 

 

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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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

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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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The #ScaleupsAndHypergrowthPodcast

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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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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