TheInquisitor Podcast with Marcus Cauchi

Patty Hatter: How Pricing Drove 98% Revenue Growth In 90 Days

#PattyHatter is SVP Global Customer Services at #PaloAltoNetworks. Learn how one simple idea driven by the desire to improve the experience for there customers enabled them to increase professional services revenues by 98% within 90 days.

Patty is an innovator, challenger and all round good egg. In this forthright, unrestrained conversation we explore the best and the worst of #customerservices, #userexperience, #sales, #salesmanagement, #partnerships and #channelsales. She is not afraid to turn things on their head if it is better for the customer. She faced enormous internal skepticism but powered through the nay sayers because she listened to her customers and gave them what they needed.

Yes it required some effort and it isn't easy, but it is the right thing to do for Palo Alto's customers, and for the business. It positioned them as different in the minds of their customers and helped them win new business away from their rivals.

Have a listen and decide, could you do something similar to better serve you clients.

Patty can be contacted via LinkedIn at linkedin.com/in/patricia-hatter-5473873

 

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The #ScaleupsAndHypergrowthPodcast

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Negotiating Is Not An Art, It's A Science

The Morecombe and Wise of negotiation, Allan Tsang and Dan Oblinger share their thoughts on the science of negotiation. Packed with practical tips and insights you can apply in your business today

Listening is the number 1 skill ever salesperson and negotiator needs to master. Start by learning from the best

Contact Allan Tsang on LinkedIn: linkedin.com/in/allantsang

Website: 88owls.com  (Company Website)Twitter: 88owlsContact Dan Oblinger on LinkedIn: linkedin.com/in/dan-oblinger-speaks Website: masterlistener.com  (Company Website)--

lliant content!!)--

Book a 1 to 1 call with me on Zoom at 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

Joe Mullings: Why Are You So Crap At Recruitment?

#JoeMullings recruits for some of the biggest names in lifesciences but what makes him stand apart is his consultants out-bill their rivals by 3 to 5x. Joe eats his own dog food when it comes to recruiting and hiring.

We explore what it takes to hire well and the critical correlation between performance and trust. We pull no punches when it comes to bad hiring practices, delusional management malpractices, the existential threat the leader's ego can have on the success of a business and how that harms their clients.

If you own a recruitment business, this is a wake up call. You are going to cringe, a lot, when we talk about the recruitment industry and things you guys do that frankly, warrant being tarred and feathered.

We don't spare HR either. Don't get me wrong, good HR is worth its weight in gold. Just finding good HR is tricky because HR has been relegated to being a cheap substitute for legal services, and so many of the folks who do it, are little better than management's chihuahuas.

Hiring managers, you are in for a pasting. The shit you pull is unforgivable. Recruitment and hiring are your NUMBER 1 responsibility. If you hired well, 98% of your management problems would disappear and you'd actually have time to do your next most important job, getting the best out of your people.

Buckle up folks. This is not going to be a pleasant or easy listen.

Contact Joe via LinkedIn at: linkedin.com/in/joemullings

Website: mullingsgroup.comTwitter: joemullingsYouTube: https://www.youtube.com/channel/UCc_b5JICFSehzRfO3-sWV2Q (Bloody brilliant content!!)--

Book a 1 to 1 call with me on Zoom at 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

How Will Emotional Intelligence Improve Your Bottom Line?

"We don't run a holiday camp" is the stupidest and most self-defeating thing investors and business leaders say when confronted with the challenge of improving their #EmotionalIntelligence (#EI) to improve employee engagement. What they don't understand is highly engaged employees are 4.3x more profitable than average employees and share value grows 2.93x faster.

Emotional intelligence isn't some hippy, tree huggy excuse to avoid hard work. It enables leaders to drive performance without any increase in headcount. It is free! But once they get past their own ignorance, they fear what it means for them. They have to become vulnerable and many are too brittle to handle that change. They have to care, which many are too selfish to do. And they have to put in a shitload of hard work, and many would rather blame their staff than exercise the necessary compassion and self-awareness to make these changes.

If you are one of those investors, owners or managers, you need to listen to this episode. If you work for a company with investors or leaders who fit the description, tag them on your way out of the business as you go and work for a more enlightened competitor ... then eat their lunch.

David can be contacted on Linkedin via linkedin.com/in/david-berkeley-76a7a023

 

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Contact me for a confidential 1 to 1 over Zoom at https://calendly.com/marcuscauchi/discovery-call-15-mins?month=2020-08&back=1

Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1

#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 Can You Partner Effectively With Procurement?

#JillRobbins has spent her career as a professional buyer. She's seen every trick, tactic and act of seller manipulation known to man. She has purchased $billions worth of products and services. Now she's turned from gamekeeper to poacher. She shares some vital insights on how #Procurement really operates, how they think, how they are compensated and what good and bad procurement look like.

If you want to scale, you are going to come across procurement and you can either push against them or make them your ally. I strongly suggest, you make them your ally. 

I know, many of you will think I've gone soft but hear me out. Throughout the enterprise, pockets of dissatisfaction are sharing a collective experience of their pain manifesting as a range of symptoms. Each flashpoint will be turning to procurement to find solutions and seek out vendors. If you know your onions, and you get partner with procurement early, you can work with them to identify if and when an organisation needs your help and is ready to buy. 

Have a listen and take notes. Let me know what you learn and apply.

Jill can be contacted linkedin.com/in/jillerobbins and via her website business fierce.com

 

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If you'd like to book a 1 to 1 with me use this link https://calendly.com/marcuscauchi/discovery-call-15-mins

 

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

 

#TheInquisitorPodcast

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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

 

 

Will You Please Shut Up Long Enough To Hear What Your Customers & Employees Are Telling You?

"I've never listened my way out of a sale. I've talked my way out of plenty", I explained to #IanMarsh. Ian teaches people how to listen. I mean, really listen. Not wait for gap in the conversation so you can fill it with the sound of your own voice kind of listening (you know, the way you do it now), but the kind of listening that allows you to make others feel felt, feel heard, feel understood.

Personally, I believe listening should be part of every school's core curriculum.

Listening is a whole body experience. You listen with your ears, your eyes, your heart and your gut. Listening is about picking up as much on what is not being said, as what is - non-verbals, silences, pauses, emphasis, hesitation, language structures, pace, volume, and what is missing. Listening requires patience, compassion, care. Listening requires self-awareness, stillness and curiosity. It's not a race to be heard. it's a journey to understand, another person, fully - their fears and hopes, desires and ambitions, limitations and flaws. To truly listen takes courage and it takes humility.

But it's greatest gift is what it teaches you. When your lips are moving you are probably losing because you are learning NOTHING. Listening is not a passive act. It requires attention and energy, directed in the service of another person. Imagine what you could learn from your team, your customers and your partners if only you took  the advice of this chap?

In sales, in management, in leadership, in partnerships, giving someone a damn good listening to is powerful. Have a listen to Ian and learn.

You can contact Ian via LinkedIn at linkedin.com/in/iamarsh

Website: good2talk.online  - -If you'd like to book a 1 to 1 with me and have a damn good listening to, use this link https://calendly.com/marcuscauchi/discovery-call-15-mins

 

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

 

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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

Are You Managing The Gap In Your Prospects' Business?

Keenan, author of #Gapselling and CEO of #ASalesGuy discuss what is Gap Selling, why salespeople fall short and disappoint themselves, their companies and their prospects by being too transactional, talking too much and not listening enough. Weak questions, poorly planned, poorly executed leave buyers cold. Keenan describes how to find the gap between a prospect’s pain and their desired outcome. We explore whether story telling has a part to play in the sale or if it is the seller’s job to coax the buyers’s story from them.

 

In a robust, no punches pulled interview we explore what managers and leaders are doing to perpetuate the worst behaviours in salespeople and why it is essential for salespeople to up their own game.

 

Keenan is A Sales Guy Inc’s CEO/President and Chief Antagonist. He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a shit about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.

 

You can contact Keenan on LinkedIn at https://linkedin/in/jimkeenan

 

Via his website and blog

 

https://aalesguyconsulting.com

 

Https://aalesguy

 

Via Twitter: @keenan

 

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

 

Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1

 

#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

 

Are You Earning Your Customers' Permission to Engage?

A roundtable conversation with Paul Alexandrou, Martin Lucas and Alex Moscow about how you earn the right and win permission to engage with your customers to land and expand your relationship. 

Challenging the myths and misconceptions of human engagement that are losing you sales and wasting your time, money and resources in ineffective marketing

 

Contact Alex, Paul and Martin via LinkedIn:

Alex Moscow, 9mm PR: https://www.linkedin.com/in/alexmoscow/

Paul Alexandrou, Modern Equivalent: https://www.linkedin.com/in/paulalexandrou/

Martin Lucas, Gap In The Matrix: https://www.linkedin.com/in/behavioral-sciences/

 

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

 

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

 

#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

Conflict Is A Catalyst

#JaneGunn is a corporate mediator who has been helping people resolve their differences for the past 37 years. As a lawyer she saw the damage of adopting an adversarial approach and has spent the past 20 years helping find common ground between parties in dispute

In this conversation we explore how conflict can be a powerful catalyst and how the skills of mediation can be applied in your business

Jane is currently the Chair of the Board of Management of Chartered Institute of Arbitrators and a past President of the Professional Speaking Association

Contact Jane linkedin.com/in/collaborativeculturespeaker

Website: janegunn.co.uk  (Personal Website)Twitter: JaneGunn

 

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If you want to get a bit of an arse kicking and jump on a 1 to 1 with me you can do that via https://calendly.com/marcuscauchi/linkedin-discovery-call

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

#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

Learn Why Sales Is A Thinking Process

"Carl von Clauswicz used to hire Prussian officers for intelligence and laziness. You should hire salespeople for the same reasons. Minimum effort and minimum loss of life" - Marcus Cauchi

#MikeSimmons believes sales is a thinking process. You need to apply your mind if you are to compete in today's fast moving marketplace, where your buyers have the sum total of all human knowledge available to them at the click of a mouse and a few keystrokes.

We discuss what top sales producers do that average and weak performers fail to do. We explore what management needs to do to help get the best out of their salespeople and why you need to stop thinking of sales as a dark art and treat it more like the science it is.

Consider these questions:

1. When was the last time you hear a genuinely original objection?
2. When was the last time a prospect came you with a truly unique problem?
3. When was the last time you had to face a greater competitor than the status quo?

Odds are, your answers were either never or a very long time ago. So all of that can be planned for, prepared for, so if and when something truly unique hits you, you have the breathing space to think clearly

Contact Mike via linkedin.com/in/mikesimmons. Have a listen to Mike's excllent podcast on https://podcasts.apple.com/us/podcast/catalyst-sale-podcast/id1158596806

Websites

• catalystsale.com  (Company Website)
• catalystsale.com/podcast/  (Blog)
• catalystsale.mykajabi.com/  (Portfolio)

Twitter

• simmons_m

 

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If you want to get a bit of an arse kicking and jump on a 1 to 1 with me you can do that via https://calendly.com/marcuscauchi/linkedin-discovery-call

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

#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