TheInquisitor Podcast with Marcus Cauchi

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

 

--

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

 

--

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

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

 

 

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

 

#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 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

 

--

 

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/

 

--

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

 

--

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

 

--

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

Do Your Bloody Research! Be Relevant!

#SteveHall helps salespeople perform at their peak when selling to the C-suite. We both started selling when Moses was in short trousers and have been involved in helping our clients sell $billions of new and expansion business.

We vent our spleens as we lament the lack of preparedness so many salespeople think is acceptable. We bemoan that half arsed or non-existent research, piss poor planning and failure to rehearse that seems all to common in many sales organsations today. There is no excuse for behaving in such a slapdash manner, so many managers tolerate or enable such behaviour by focusing on stuff that really doesn't matter.

Consider for a moment how much a CEO or CFOs time is worth. They are responsible for $hundreds or $billions each year. That means their time is worth between $50,000-$500,000 PER HOUR. How dare you allow your salespeople to turn up ill equipped and half cooked?

Steve can be contacted on linkedin.com/in/stevehallsydney

Website: executivesalescoaching.com.au  (Company Website)Twitter: stevehallsydney

 

--

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

The Phone Is Dead: Long Live The Phone

#MartinStevens, founder of the #PipelineDoctors, is a grizzled old veteran salesman with nearly 3 decades of telephone prospecting experience under his ample belt. We explore why the phone is still relevant, and often the fastest way into the hearts and minds of your prospect.

We discuss mindset, skillset, intent, tactics and techniques that work in the current environment. Martin makes his living prospecting by phone for himself and his clients, securing meetings with executives, founders, owners and CEOs. He builds sales pipeline in recession, despite all the hype you hear that the phone is no longer relevant.

We explore how you can optimise your telephone effectiveness and deliver value on your cold calls. Funny, uncompromising and forthright, Martin, a whingeing Pom based in Oz, lifts the lid on the myths and best practices to be an effective telephone warrior.

You can contact Martin via LinkedIn at linkedin.com/in/martin-stevens

Website: pipelinedoctors.com  (Company Website)

Twitter: martinedward1

 

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

 

How Can YouPredict Which Prospects Will Buy Before You Call Them?

"Imagine 3 impossible things before breakfast", says #RobTurley, cofounder of #WhiteRabbitIntel. His mission is to democratise Ai and put the technology in the hands of salespeople even in SMEs. 

We discuss what is and what isn't Ai and why most of the stuff on the market is not Ai. He explains how marketing departments can stop blanket broadcasting with irrelevant, contextually inappropriate, interruptive marketing and replace that with marketing that offers pinpoint accuracy. We discuss how salespeople can save time and wasted effort by using Ai to pull together razor sharp prospect lists comprised of only suitable people for you to sell to, based on your psychographics, behavioural analytics and fit within your ideal customer profile.

We explore the future of Ai, it's application in hiring, team building, team selling and channel development.

You can contact Rob via LinkedIn on linkedin.com/in/robert-turley

Website: whiterabbitintel.com  (Company Website)Twitter: WhiteRabbitIntl

 

--

If you are growing your business and want to speak to someone who will challenge your thinking, help you avoid the mistakes and horrors that were inflicted on you when you were a corporate wage slave, and you want to hire great talent and help them succeed, 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