TheInquisitor Podcast

Lloyd Stokes (Sauced) works with CEOs, Founders and Leaders of fast growth SaaS and Tech Companies & VC firms recruiting GTM teams.

Lloyd shares some valuable insights about Sales & Leadership from a Hiring perspective, sharing stories from his 20+ years in the industry.

 

Key Takeaways

Hiring & Management

• Employers say they want tenure but tech sales roles have high turnover
• Hiring focuses too much on metrics vs. motivations and environment
• Managers are overburdened - effective coaching is difficult at scale
• Need to develop people and create the right environment for retention
• Hire for authenticity, motivations, and ability to build trust

Leadership & Culture

• Leadership needs to focus on developing people and culture
• Metrics are emphasized over environment and motivations
• There is a lack of trust between employers and employees
• Authenticity and understanding motivations is key for sales and leadership

 

Lloyd Stokes, Sauced

Connect with Lloyd on LinkedIn

 

Marcus Cauchi

Connect with Marcus on LinkedIn

Sales Success hinges on critical factors. How you rate your performance across 11 key areas yields a wealth of insights that serve as a valuable road map for your future success.

Complete the audit and you'll get a personalised report and an invitation to book a 30 minute consultation to discuss an area of your choice. 

Test your sales strategy

Kent Bredahl drives company growth by enhancing customer loyalty and optimizing customer lifetime value. He challenges conventional customer engagement methods and provides a diverse toolbox, including tools for measuring customer satisfaction, loyalty, retention, and overall experience. Kent emphasizes the importance of capturing the voice of the customer and tailoring loyalty measurement methods to suit individual needs, addressing concerns about survey fatigue.

Using Net Promoter Score (NPS) as an example, Kent demonstrates the impact of his approach through various customer interactions. He shares a success story from his experience working with a construction company, where engaging customers throughout the building process not only identified and rectified mistakes early but also fostered positive word-of-mouth, resulting in significant benefits.

Additionally, Kent recounts another successful endeavour with a chain of stores. NPS results revealed that renovating a store led to a 7% increase in NPS, while effective management resulted in a remarkable increase of over 30%. These examples underscore the tangible benefits of prioritizing customer loyalty and engagement strategies.

Kent's key message is to prioritize learning over metrics. He emphasizes that it's the actions taken with the insights gained, rather than the metrics themselves, that drive success. By focusing on learning and taking meaningful actions, the metrics will naturally align and improve.

 

You can find Kent on LinkedIn:  https://www.linkedin.com/in/kentbredahl

Look out for his new book 'Customer Blind' in Feb 2025

 

Connect with Marcus

Email us

Test Your Sales Strategy

 

 

 

 

 

 

TheInquisitor Podcast, brings you Susanne Schuler, world class international mediator, coach, and facilitator, to delve into the nuances of communication, conflict resolution, and leadership in challenging times.

We dive deep into strategies for fostering meaningful dialogue and understanding in both personal and professional spheres.

Key Highlights:

• The Power of Dialogue in Rwanda: Susanne shares her observations from Rwanda, emphasising the country's commitment to unity and progress through dialogue and community solidarity.
• Managing Radical Differences: The discussion underscores the importance of embracing and managing differences, rather than seeking common ground, as a means to foster inclusive and productive conversations.
• The Role of Trust in Communication: Susanne introduces the ABI formula (Ability, Benevolence, Integrity) as a foundation for building trust and effective communication.
• Leadership and Self-Awareness: The episode explores the crucial role of self-reflection and accountability in leadership, advocating for a leadership style grounded in empathy and active listening.

For Sellers: Discover strategies to enhance customer relationships through improved communication skills and empathetic engagement. Learn how to navigate objections and complaints constructively, transforming potential conflicts into opportunities for trust-building and deeper client connections.

For Managers: Gain insights into leading with empathy, resolving team disputes effectively, and fostering an inclusive environment where diverse perspectives drive innovation. Susanne's expertise in conflict resolution and the ABI formula (Ability, Benevolence, Integrity) provides a roadmap for creating a cohesive, motivated team grounded in trust and mutual respect.

Everyone Benefits: Embrace personal and professional growth by adopting Susanne's principles of active listening, empathetic leadership, and continuous improvement. Whether in sales techniques or leadership styles, applying these insights can enhance interpersonal skills, leadership abilities, and overall effectiveness in your role.

Contact Susanne via linkedin.com/in/susanneschuler

Websites

• cedr.com (Company)
• schulerteamediation.wordpress.com/ (Blog)

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If you are looking for Pipeline Certainty, take my selling aptitude test -

https://mailchi.mp/laughs-last.com/satp. Grab 30 minutes with me for free and get honest feedback on your results.  You'll learn one thing you don't know about yourself, 2 ways to start building pipeline certainty immediately and what you can start doing in 90 days without my help to get yourself started on the right track.

 

Get ready for a mind-bending episode that will challenge your definition of success! Jamie Reeves and Marcus Cauchi team up to tackle the illusion of achievement and the quest for true fulfilment. Jamie, the mastermind behind a seven-figure business, shares his personal journey from near failure to finding balance and prioritizing what truly matters. Marcus, notorious for his no-nonsense approach, will poke and prod your beliefs about success, leaving you questioning the allure of material wealth and status. This episode is not for the faint of heart, as it delves into the ripple effects of missed moments and the power of discerning what truly brings happiness. Brace yourself for real-life stories, practical advice, and a wake-up call that will make you reassess your pursuit of success. Don't miss this thought-provoking conversation that will challenge your perspective and inspire you to redefine success on your own terms. Tune in now and prepare to have your mind blown!

linkedin.com/in/jamie-reeves-3b902532

Websites

• thebestsingingwaiters.com (Other)
• thejamiereeves.com (Other)

Phone: 0161 452 0014 (Work)

Address: Wigan!

Email: info@thebestsingingwaiters.com

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Pipeline Certainty = Revenue Certainty

If you want to learn how you can achieve both take my pipeline certainty test. It'll take about 8 minutes, we'll send you a short report. Then visit thesellercode.org.

Does it resonate with you? If it does, grab 30-minutes for free in my calendar. The link is offered to you when you complete the test. I look forward to giving you feedback. You are being compared to the top 4% producers who perform at the top of their game whatever the market conditions without excuses or blame. you aren't going to come out smelling of roses in every area, and by definition you will probably be in the 96-percentile. This is about learning what you can do to improve. No judgement. And I won't sell you coaching unless you ask me to. I don't need the business and don't take hostages!

If it doesn't resonate or you think this will never work for you in your industry in this economy, what do you do to deliver revenue certainty?

In this episode of the Inquisitor podcast, host Marcus Cauchi sits down with Frank Byskov, a financial advisor and wealth manager at 44 Financial, to delve into the world of sustainable investment—a subject that has not been extensively covered on the show before. Byskov, with a rich background in financial economics and a personal journey from Denmark to establishing his firm in the United States, advocates for investments that align with one's life values, emphasizing the importance of environmental stewardship and social responsibility.

The conversation navigates through the complexities and common misconceptions surrounding sustainable investment, shedding light on ESG (Environmental, Social, and Governance) factors and how they contribute to making informed, value-aligned investment decisions. Byskov explains the tangible benefits of sustainable investment, not only from a financial perspective but also in terms of the broader impact on society and the environment.

Listeners are guided on how to start their journey towards sustainable investing, highlighting the significance of aligning investments with personal values and the positive emotional return that accompanies such alignment. Byskov stresses the importance of patience, research, and possibly seeking professional advice to navigate this nuanced field effectively.

This episode is a must-listen for anyone interested in understanding how sustainable investment can contribute to personal wealth while fostering a positive impact on the world, emphasising that it is possible to achieve financial returns without compromising ethical values.

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Take the selling aptitude test. Learn something you don't know about yourself. Something you can improve within 30 days and a learning pathway for the next 12 months. 

https://mailchi.mp/laughs-last.com/satp

Then grab 30 minutes for an unvarnished feedback session. No charge and I won't pitch you coaching. If you want me to coach you, ask me.

In this dynamic episode of the Inquisitor podcast, Marcus Cauchi delves into the philosophical and transformative with Disco Dave Wynn.

Wynn, an advocate for using music as a medium for profound personal development, shares his unique approach to coaching, encapsulated in his creation called "music mapping." This method intertwines music and coaching to unlock deep personal insights and catalyse change.

Listeners are taken on a journey exploring how individuals can become the DJs of their own lives, using their agency to craft experiences that resonate deeply with their essence. The discussion uncovers the power of intentionality and choice in shaping our lives, emphasising the importance of being conscious about our decisions, especially in challenging moments.

Dave's insights into overcoming personal narratives that limit potential, coupled with Marcus's probing questions, make for an enlightening conversation. This episode is not just about music's role in personal transformation but also about facing life's challenges with a creative and open mindset.

This episode serves as a beacon for anyone looking to navigate the complexities of life with grace, understanding, and a bit of rhythm, reminding us that within the chaos of life's rapid changes, there lies an opportunity for growth and self-discovery.

Ciontact Dave via linkedin.com/in/disco-dave-wynn

Website: discodavewynn.com (Company)

Phone: 07708 756403 (Mobile)

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Want to know what you're doing to frighten off buyers? And how to turn frowns into wynns! https://mailchi.mp/laughs-last.com/satp

 

 

Do what you love and you will never work a day in your life!

 

In this episode, Marcus Cauchi is joined by Julie Barlow, a prolific writer, for an engaging conversation that delves deep into the nuances of the writing business, the intricacies of negotiating with clients, and the art of principled selling. Barlow, alongside her partner Jean-Benoit Nadeau, has navigated the complex landscape of self-employment to build a successful writing business, encapsulating the journey in their book "Going Solo."

The episode illuminates the often-overlooked aspects of starting and running a writing business, from understanding market needs to setting realistic expectations and the importance of communication. Julie shares valuable insights on the significance of aligning one's work with their core values, and how this alignment not only aids in achieving professional success but also in fostering meaningful relationships with clients.

Listeners are treated to practical advice on how to approach negotiations, emphasising the need for clear communication and mutual understanding to create win-win scenarios. Julie also highlights common pitfalls for new entrepreneurs, such as underestimating the value of their work or failing to recognise when to say no to potential clients.

This conversation is a must-listen for anyone considering or currently navigating the world of self-employment, offering a blend of practical strategies, personal anecdotes, and actionable advice to help listeners build a fulfilling and sustainable career on their own terms.

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Want to know what your buyers are really experiencing when you sell?

https://mailchi.mp/laughs-last.com/satp

30 minute free debrief and consult

Are your buyers tired of the same old sales tactics that leave them feeling manipulated and disengaged?

Join Marcus Cauchi and John Bissett as they expose the toxic underbelly of conventional selling wisdom.

In this no-holds-barred discussion, these two grizzled sales veterans don't hold back. John rips into the self-serving nature of common qualification frameworks, arguing they provide zero value to the buyer. "We're taught techniques that are all about controlling the process, not facilitating the sale," he laments.

Marcus chimes in with a blistering critique of the metrics that plague modern sales teams. "Leaders push for revenue without considering long-term customer relationships. This cascades down, perpetuating bad seller behaviours."

If you're sick of being held hostage by arbitrary targets that encourage actions that make you a threat to your buyer's unconscious mind, prepare to have your eyes opened.

These battle-hardened sellers aren't just playing backseat drivers. They offer a compelling alternative vision  where buyers and sellers are partners, equal business stature, different roles, and both can say no, they are sovereign.

Appealing to your buyer's true motivation to change requires you listen deeply, apply empathy and acumen to ask questions that uncover the truth and what is possible - you guide them through change, not force them into it.

Tired of the same old sales dogma? Ready to evolve beyond conventional wisdom and connect with buyers on a human level? Then strap in, because Marcus and John are about to take you on a journey that just might transform the way you sell.

Contact John via linkedin.com/in/🐒-john-bissett-395b026

Website: slingshotedge.com (Company)

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Are you at a crossroads in your life and career, seeking a certain path that aligns with your values and allows you to make a meaningful impact? 

How you sell and succeed matters. If you're ready to embrace a sales philosophy rooted in integrity, empathy, and service to others, we invite you to join our movement. Be the change. Lead by example.

Visit thesellercode.org. If our values resonate with who you are at your core and how you want to be successful on your own terms you have an ally in me.

My gift is a 30 minutes coaching session for free. Take my selling aptitude test and I will share what your scores mean to your customers, to your pipeline and identify what you can do immediately to improve results within 90 days:

https://mailchi.mp/laughs-last.com/satp

 

The only constant is change and yet, you appear stuck doing what used to work, and doing more of it in the hope that will change the outcome!

Do you feel constantly exhausted but fear you're failing if you're not grinding non-stop?

My guest, James Cuss was burning the candle at both ends for empty praise and status, yet inside felt more drained and unfulfilled each day.

In this raw, uncensored conversation you'll hear the gut-wrenching moment he realised chasing more of what was making him unhappy was madness. Hard-won insights strip away illusions to expose the hollow lie threatening everything that mattered most.

Discover:

• How chasing external rewards and status, comparing to impossible expectations crushed his spirit, health and was hurting his most important relationships.

• He picked family and self-care over proving worth and dodging imposter syndrome.

• Which dialy practices kept his essence from being squeezed out by the pursuit of possessions and approval.

In a no-holds-barred glimpse into reclaiming success on their own terms, learn to separate the phantoms of "success" from what nourishes your humanity. Dare to stop numbing out gripping fears through constant busyness and acquisition.

Challenge cultural assumptions sacrificing your well-being to exhaustion and powering through burnout as the path to significance. Liberate yourself from empty noise dragging you under and discover prosperity, purpose and peace within.

This raw, cathartic journey challenges everything you think you know about finding happiness. Are you ready to hit reset and live fully present, on your own intuitive path? Let's hit play and start living for our highest selves instead of lowest compulsions.

Contatc James via linkedin.com/in/james-cuss-e-commerce-entrepreneur-subscription-marketplace-retail-consumer-finance

Websites

• flexy.shop (Company)
• rocketindustries.co.uk (Company)
• rocketpod.uk (Company)

Phone: +4407540287573 (Work)

Email: james@rocketindustries.co.uk

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Free Yourself From Sales Dogma and Start Thriving on Your Terms!

Are you a top performer who knows there's a better way than hustle culture, but can't quite breakthrough on your own?

Marcus demolishes tired mental scripts and old thinking that are holding you back to liberate you to succeed according to your highest self.

As a world-renowned sales coach, Marcus has navigated 7 previous recessions to understand how to help his client continually outperform regardless of conditions. Through thoughtful questioning, we will strip away hustle for an aligned mindset serving customers instead of metrics, serving your values instead of your fears.

Marcus' coaching zeroes in beyond superficial fixes to uproot internal demons stealing your fire. By cultivating foundational human skills rather than weaponised techniques and manipulation,  you will find your rhythm enlisting prospects as allies instead of resisting targets.

Let one session with Marcus unlock natural talents through guidance freely reflecting your essence, not dogma.

And it's free. Take my selling audit and I will debrief you for free for 30-minutes. I won't pitch you coaching. You can buy it but I won't push it unless you ask.

Take the first step to prosperity with soul by clicking

https://mailchi.mp/laughs-last.com/satp

Are you ready to take your sales career to the next level? In my conversation with transformative coach, Emma Claire Davis, we discussed how top performers approach their work in a whole-life, values-led way.

Rather than chasing the next deal or promotion, they align their careers with a deeper purpose of making a positive impact. Emma shared how understanding our true nature allows us to feel fully present in conversations without fear. This cultivates authentic connections that lead to increased sales.

We explored how maintaining well-being across aspects of our lives actually boosts performance in the long run. Too often, overworking and an imbalanced lifestyle hold us back. But taking a whole-life approach means leaving space to invest in relationships, communities and personal growth.

Emma also revealed how getting curious about our thoughts and emotions, rather than reacting to them, provides clarity and confidence. This inner work is key for navigating challenges that will only increase in today's uncertain world.

This episode will invite you to reflect deeply, think differently and challenge your limitations.

Connect with Emma on LinkedIn via linkedin.com/in/emmaclairedavis

Websites

• coachingfortalent.com (Company)
• espanglis.wordpress.com (Blog)

And be sure to ask about her leadership retreats!

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If you want to take your performance up several notches take my selling audit, grab 30 minutes in my diary, no charge. I won't pitch, just give honest feedback as if you were a paying client. If you want to talk about coaching by the end of that, ask me. 

https://mailchi.mp/laughs-last.com/satp

I'm taking on 5 private coaching clients this quarter. If you want to be one of them, click the link above, and tell me you want to talk about coaching.