TheInquisitor Podcast

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

Oct 1, 2020

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

Oct 1, 2020

56 min

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

Oct 1, 2020

Stop Treating Your Channel Like The Bastard Ugly Step Daughter

Oct 1, 2020

56 min

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

Sep 29, 2020

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

Sep 29, 2020

48 min

#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

Sep 26, 2020

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

Sep 26, 2020

52 min

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

Sep 24, 2020

Your Customers Buy For Their Reasons Not Your Reasons

Sep 24, 2020

46 min

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

Sep 23, 2020

How Emotionally Intelligent Are Your Salespeople?

Sep 23, 2020

58 min

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

Sep 22, 2020

Who Will Help You Sell The Most?

Sep 22, 2020

56 min

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

Sep 21, 2020

Is Your Playbook Helping You Play To Win?

Sep 21, 2020

1hr 4 min

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

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

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

Sep 20, 2020

Systems Set You Free And Constraint Facilitates Creativity

Sep 20, 2020

51 min

"Systems set you free"

#DavidJenyns is author of SYSTEMology. He's taken what #MichaelGerber started in #TheEMythRevisited and pushed it to its logical conclusion. David understands the critical importance of systems to free up founders and leaders to do the most important work they can do, push high value activities down the chain of command and enable lower cost resources to complete them.

Systems allow leaders to focus on strategy, further system design, hiring and developing their top talent.

In this episode he shares what he has helped hundreds of other businesses to implement to make them genuine turnkey operations. Listen, take notes and apply what you learn

BTW, also check out his other excellent book #AuthorityContent to learn how to build your personal brand and have business come to you

Contact David via LinkedIn at linkedin.com/in/david-jenyns

Websites

systemHUB.com (Company Website)
davidjenyns.com (Personal Website)
SYSTEMology.com (Company Website)

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

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

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

The #ScaleupsAndHypergrowthPodcast