TheInquisitor Podcast with Marcus Cauchi

Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086

Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81

The #ScaleupsAndHypergrowthPodcast

Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u

Sunday Oct 04, 2020

Learn Why Alexine Mudawar Is A Sales Superstar

Sunday Oct 04, 2020

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

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

Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086

Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81

The #ScaleupsAndHypergrowthPodcast

Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u

Thursday Oct 01, 2020

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

Thursday Oct 01, 2020

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

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

Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086

Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81

The #ScaleupsAndHypergrowthPodcast

Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u

Thursday Oct 01, 2020

Stop Treating Your Channel Like The Bastard Ugly Step Daughter

Thursday Oct 01, 2020

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

Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086

Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81

The #ScaleupsAndHypergrowthPodcast

Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u

Tuesday Sep 29, 2020

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

Tuesday Sep 29, 2020

#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

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

Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086

Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81

The #ScaleupsAndHypergrowthPodcast

Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u

Saturday Sep 26, 2020

Why Are You So Bloody Stupid? With Amy Brown Rob Turley and Marin Lucas

Saturday Sep 26, 2020

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/

- -

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

Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086

Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81

The #ScaleupsAndHypergrowthPodcast

Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u

Thursday Sep 24, 2020

Your Customers Buy For Their Reasons Not Your Reasons

Thursday Sep 24, 2020

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

Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086

Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81

The #ScaleupsAndHypergrowthPodcast

Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u

Wednesday Sep 23, 2020

How Emotionally Intelligent Are Your Salespeople?

Wednesday Sep 23, 2020

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

Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086

Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81

The #ScaleupsAndHypergrowthPodcast

Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u

Tuesday Sep 22, 2020

Who Will Help You Sell The Most?

Tuesday Sep 22, 2020

Who Will Help You Sell The Most? Your customers! If you apply the principles of #CustomerExperience / #UserExperience in your product development, in your selling and in your account management, your sales will inevitably go up.

#CharlesLambdin has spent the past 25 years learning why people behave the way they do, and finding ways to better understand their motivations and behaviours. In a fascinating conversation about applied user experience, Charles discusses how we can bring the principles of design engineering best practice into sales. By listening to the clues in unfiltered, unbiased conversations with users and customers of our services, they will tell us what love and what they loathe, what works and what doesn't.

Charles draws from his very broad range of experience and eclectic study to share some practical insights you can use in your business immediately.

Charles can be contacted on LinkedIn at linkedin.com/in/charleslambdin and via his excellent blog Columbus' Egg - https://charleslambdin.wordpress.com/columbus-egg/

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

Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086

Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81

The #ScaleupsAndHypergrowthPodcast

Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065

Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u

Monday Sep 21, 2020

Is Your Playbook Helping You Play To Win?

Monday Sep 21, 2020

Good sales teams use playbooks to help them stay on course. The best sales teams use playbooks to help them adapt to each customer.

I interviewed #YuriVanDerSluis, founder of #salesplaybooks.pro. He helps his clients achieve rapid growth and controlled expansion within their accounts. He offers his clients "Playbooks-as-a-service"

We explore the good, the bad and the ugly of playbooks. We explore the customer journey and the importance of understanding it in the context of developing your playbooks.

A must listen episode packed with practical tips and advice you can apply in your business immediately.

You can contact Yuri on LinkedIn via linkedin.com/in/yurivandersluis

Websites

yurivander.com (International Sales Speaker)
vertrouwme.nl (Book Site in Dutch)

Twitter: yurivds--

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

Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086

Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81

The #ScaleupsAndHypergrowthPodcast