TheInquisitor Podcast with Marcus Cauchi

How Can You Increase Your Profits by 430%?

"Engagement cannot be fixed; engagement is a symptom not a cause" says #MichaelPuck, Senior Partner HCM Advisory Group at #Kronos

Companies that deliver exceptional employee experience have shown annual ROI on their share price of 42.33% per annum compared with the S&P 500 annualised ROI of 14.46% during the same period of 56 months over 2010-2016

2/3rds of the working population is disengaged or actively disengaged. The knock on effects of disengagement are poor customer service, low productivity, poor profitability but attempting to fix these problems or fix engagement inevitably fails to deliver the result. Michael has uncovered 30 factors that help you pinpoint the causes of disengagement. We discuss them in this episode.

If you want to drive up profitability, efficiency, productivity and stop wasting time on change programmes that fail to deliver the intended results, stop the wrong type of talent turnover, listen and apply what you learn in this interview.

If you question why this is important, the highest performing organisations see on average:

• 20% higher productivity
• 40% lower turnover
• 430% profitability per employee compared with their peers
• 290% more revenue per employee

Michael can be contacted via LinkedIn at linkedin.com/in/pucknusa

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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

What Happens When You Are Addicted To The Process?

#ScottLeese is a 6x Startup Sales Leader, 3x Top 25 AA-ISP Inside Sales Leader, 2x Founder, 1x Author and strategic advisor to many scale up business founders.

Serious illness took away Scott's future, he became an opiate addict and when he recovered he was unqualified for anything but sales. It was tough, but he'd beaten death, so he wasn't going to let something trifling like the hardest, simple job in the world beat him. He had an epiphany by reflecting on his addiction which resulted in his philosophy and approach to selling.

Scott has built 6 x $200,000,000 companies. SIX! From scratch. Listen to his approach to hiring and recruitment, management and training. It will blow your mind. Yes, it's a lot of work up front, but it SAVES time, builds individuals' to meet their potential, earns loyalty and delivers extreme results. Pay attention to what he measures.

This interview is such a breath of fresh air. Scott hosts Thursday Night Sales to help ambitious salespeople develop themselves. https://thursdaynightsales.com

He's constantly hiring, so if you are looking for a place to grow and develop your sales career, get in touch. And if you want to sell and surf, there is no one better on the planet.

LinkedIn: linkedin.com/in/scottleese

Websites:

• scottleeseconsulting.com  (Personal Website)
• surfandsales.com  (Personal Website)
• patreon.com/thescottleese  (Personal Website)

Twitter: sleese555

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

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#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

How To Make Your B2B Marketing Work

#JamesFarmer has been a pioneer in the field of #B2BMarketing for the past 16 years. James had an epiphany after a long history in publishing and direct marketing - business to business marketing was operating out of the Dark Ages, and it needed modernising. He and a partner from university, #JoelHarrison, set up B2B Marketing and have worked with most of the major names in technology and other fields.

James and I have a robust conversation about the highs and lows of modern B2B marketing. We disagree on many aspects which makes for a lively conversation. Tell us what you think.

They publish the latest thinking in B2B marketing at https://www.b2bmarketing.net/en-gb/user/register, their blog is one of the most widely respected in the industry and their events are popular because they are packed with usable insights

James can be contacted on LinkedIn at linkedin.com/in/jamesfarmerb2b

Website

• b2bmarketing.net  (Company Website)

Twitter

• Jamesthefarms

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Book a 1 to 1 call with me (no charge, fully confidential) https://calendly.com/marcuscauchi/discovery-call-15-mins

 

#TheInquisitorPodcast

Podbean: marcuscauchi.podbean.com

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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

What Can Help You Better Understand Customer Decisions?

"Humans are bad at understanding other humans", says #MartinLucas, CEO of #GapInTheMatrix. Together with #PaulAlexandrou and #AlexMoscow, we explore how to get inside the minds of your customers to decide to buy or stick with the status quo.

Martin is a #MathematicalPsychologist, Alex is a consummate storyteller of his clients' customers' stories, and Paul has helped a $2m Norwegian business acquire over 1 billion unique users, 77m of whom use their product every day.

We explore the power of understanding and tailoring your story to the #archetypes who make up the majority of your customers. We discuss the pitfalls of getting this wrong and the power of targeting your message to maximise the success of your marketing investment.

If you enjoy this podcast, please like, comment and share. And if you want to get in touch with one of the fellows, drop me an email or ping me a LinkedIn message

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Book a 1 to 1 with me at https://calendly.com/marcuscauchi/discovery-call-15-mins

Get my newsletter #TheGrumbler: http://eepurl.com/gu2Yd1

Listen to both my podcasts:

#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

 

Remember What It's Like Selling At the Sharp End?

#JenFerguson discusses selling at the sharp end. Feeding the top of the funnel is one of the most essential functions in sales because it's the #RevenueEngine. It's tough, it's a grind and it's usually the responsibility of some of your most junior and mistakenly undervalued salespeople. Given its importance and its level of difficulty, why is there so little emphasis on high quality training for these frontline salespeople? On developing their broader business acumen? On coaching, lesson capture and collaboration?

Churning and burning junior sales staff has long been a problem in #SDR roles. Leadership of SDRs needs to focus on maximising their progress to increase their effectiveness. Too often it's seen as a temporary stepping stone to bigger and better things. Leadership focussing on volume of activity instead of call quality results in burnout, disappointing experiences with buyers who feel like they're being interrupted with little or no value received, and SDRs not understanding why they're doing to make their lives harder than they need to be. The pressure to rush to a premature demo without effective qualification to people who can only say no or maybe is madness.

Contact Jen via: linkedin.com/in/sales911

Website: sales-911.com  (Company Website)Phone: +1 727-647-6695 (Mobile)Twitter: JFerg507- -

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

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 Do You Argue With An Idiot?

How do you argue with an idiot? Why don't people pay enough attention to the facts? Can the tense that you use kill your idea in the minds of others?

Do you want to know how to minimise destructive conflict, maximise your impact and achieve consensus even with the most recalcitrant opponent? Have you ever wondered how people with less talent or competence can get their way whilst you struggle to even be heard?

#JayHeinrichs and I discuss applied #rhetoric. Rhetoric has been a significant influence on the formation of Western democracy and is at the heart of our identity. We discuss it in the context of life, business and family. In this interview we explore how the use of the right or wrong tense can help you win or lose an argument, have your idea taken up with enthusiasm or be shot down. We explore how to build and improve your personal brand through craft, caring and cause.

A fascinating conversation about something we all (mis)use inadvertently everyday. You can either make it you ally or your enemy.

Jay can be contacted on linkedin.com/in/jay-heinrichs-519b427

Websites:

• jayheinrichs.com  (Personal Website)
• figarospeech.com  (Personal Website)
• arguelab.com  (Personal Website)

Twitter: JayHeinrichs- -

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

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 Failing In Private with Paul Mort

"What's the worst that could happen? I'll have to live with my mum. Motivation is just energy. Procrastination is a decision where you value something else more than doing the thing that is required. A mistake made more than once is a decision!", says Paul Mort

 

Warning: Explicit language, no punches pulled

 

#PaulMort is straight talking, uncompromising and direct. Bi-polar, formerly suicidal, Paul confronts topics most of us prefer to hide or ignore. Expect to have the scales ripped from your eyes and your ears burned in this interview. Paul has a following of millions, coaching men to  reclaim their power, take control, find clarity, direction and inner peace while lighting a fire under their arse to pursue and realise their dreams.

 

"What are you knowingly doing that is preventing you from resolving this?"  

 

We rip apart the motivational speaking industry for the con that it is. We explore why self-sabotage is not a thing, why we lie to ourselves to make ourselves feel better about choosing something else than what is required of us. We explore beliefs, scripting, excuse making, catastrophising.

 

Correction: Essentialism by Greg McKeown (whilst excellent) isn't the book I meant. I meant #HowToBeMiserable by Randy Paterson

 

Paul discussed the top narratives he used to run for not achieving your goals and how he fixed himself:

• I won't be able to handle it
• I have bi-polar (whatever your crutch condition is)
• I'm not very good with money
• I'm terrible on the phone

Any of these sound familiar? What evidence do you have that any of these excuses that you run in your head are true? Would you be willing to making such statements in front of a jury?

 

Expect to be offended, upset & shocked. I can't wait for the hate mail to flood in ...

 

Contact Paul via LinkedIn

linkedin.com/in/🔥paul-mort🔥-27823792

Website: paulmort.uk  (Personal Website)- -

Book a confidential 15 minutes with me: https://calendly.com/marcuscauchi/

 

#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 Applying Neuroscience in These Uncertain Times?

"The key is curiosity. When we learn we better our thinking" says Dr #LyndaShaw is an applied neuroscientist who has travelled widely, and investigates how language and culture affects the brain, and how the brain affects language and behaviour.

 

We discuss how our environment can shape us. We explore how uncertainty and ambiguity stress our brains and why we seek out answers where they are missing, filling in the gaps though worry. Lynda shares her concerns for mental health and how forward thinking managers and leaders can get ahead of these problems. Listen to her advice on the power of routine to reduce stress and overcome the body's negative hormonal response to isolation, fear for your health or your job.

 

Lynda shares a wonderful story about how a Dr An Wang showed vulnerability to work through a major crisis to galvanise his entire workforce to support the business and each other. We share some ideas on how to develop creative ideas to overcome even the toughest of problems.

 

If you'd like a copy of #TeamStorm email mcauchi@sandler.com with "Team Storm" in the subject line. If you'd like to receive my monthly newsletter, #TheGrumbler newsletter: http://eepurl.com/gu2Yd1

 

Contact Lynda via LinkedIn: linkedin.com/in/lyndashaw

Websites:

• drlyndashaw.com  (Dr Lynda Shaw)
• drlyndashaw.com/corporates/testimonials  (For testimonials please read:)

Twitter: drlyndashaw--

Making Channel Sales Work

https://tinyurl.com/Making-Channel-Sales-Work

 

Making Channel Sales Work LI group

https://www.linkedin.com/groups/8553361/

 

Making Channel Sales Work Playlist YT

https://www.youtube.com/playlist?list=PLzPfGo-0AZDq1whtTAJBUBy-IIMQvUGpq

Sales Channels Succeed When You Are A Good Partner First

#DanielGraffRadford, CEO of #Allbound explains the critical importance of enabling your partners to succeed. We discuss how effective #PRM #PartnerRelationshipManagement can play a vital role in your channel programme, onboarding, training and developing your partners' teams.

 

If you don't understand what drives your partners, why they are in business, what they are trying to achieve, you run the risk of driving them to go silent inside 90 days of signing them up.

 

Contact Daniel on LinkedIn at: linkedin.com/in/daniel-graff-radford-93899

 

Check out the Allbound Podcast; available on iTunes, Google Play, or live stream from the web: https://itunes.apple.com/us/podcast/the-allbound-podcast/id1153309766

 

Twitter: http://twitter.com/allbound http://www.facebook.com/allbound

 

And to see the #AllStars lovable little friends: https://www.instagram.com/allboundcritters/

 

Website: http://www.allbound.com

 

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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

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 Are Getting The Best From Volatility, Uncertainty, Complexity and Doubt?

We're in uncertain times. There's complexity and volatility with no clear end to the pandemic, governments printing money, zero interest rates, oil is through the floor, the dollar is looking precarious, unemployment is rising fast and Ray Dalio is predicting the stock market is looking at a "lost decade". Governments are looking at withdrawing support around the world at the same time at the end of July, which could trigger a stock market crash.

 

If you'd like to book a confidential call with me over Zoom use this link 

 

#JamesAbraham, regional developer for Sandler in Israel, discusses adapting to VUCA, volatility, uncertainty, complexity and ambiguity.

 

We explore how you need to think differently, behave differently and communicate differently in our sales and our marketing. A crisis is bad for most, but good for the few who are prepared, willing to take calculated risks and can deliver massive value when others focus on cutting back.

 

LinkedIn: linkedin.com/in/jamestrainer

Websites:

• sandler.com  (Company Website)
• israel.sandler.com  (Personal Website)
• calendly.com/james-abraham  (Personal Website)

Skype IM: jamesdabraham--

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

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.ap