Page 8 | TheInquisitor Podcast with Marcus Cauchi

Episodes

Tuesday May 09, 2023

Rebecca Murtagh: Harnessing AI: Enhancing Critical Thinking Skills and Expanding Horizons 🌈

Tuesday May 09, 2023

Rebecca Murtagh is founder of the Human AI Institute.

Get ready for an insightful episode of the Inquisitor Podcast 🎧! Marcus Cauchi and Rebecca Murtagh explore the compelling world of AI, technology, and human growth 💡. Join them as they face challenges and opportunities in a rapidly changing world 🌎.

Discover the secrets to asking better questions, prioritising profitability over revenue, and using AI to boost your creativity and critical thinking 🧠. Feel the excitement as they discuss cognitive diversity and AI's potential to hep us tackle complex problems 🤖!

Embrace collaboration and community to future-proof your career and business 🤝. Marcus and Rebecca dive into AI ethics, leadership, and untapped investment opportunities in emerging markets 🌍.

Don't miss this engaging episode that blends the future of AI, technology, and human innovation 🚀

Contact Rebecca on linkedin.com/in/rebeccamurtagh

Thursday May 04, 2023

Tim J Smith: Grow a Spine and Charge What You Are Worth

Thursday May 04, 2023

Tim J Smith of Wiglaf pricing shares my view that discounting is a sin. Giving away margin because your reps have a bad money concept is unforgivable.

How often does a founder or leadership team encourage discounting? Do you ever calculate what the true, full hidden cost of an initial discount will be over a customer's lifetime? It'll make your FD or CFO weep.

Tim and I don't pull any punches. This will be an uncomfortable listen for many of you.

Contact Tim linkedin.com/in/drwiglaf

wiglafpricing.com (Wiglaf Pricing)
wiglafjournal.com (Wiglaf Journal)
depaul.edu (DePaul)

Email: tsmith@wiglafpricing.com

Wednesday May 03, 2023

Kieran Krohn: Decoding Success in Direct & Partner Sales for Management

Wednesday May 03, 2023

Kieran Krohn - Individual Contributor, Partner Manager and Mid-Market Sales Manager discusses the qualities of great salespeople and effective managers.

We discuss the dangers of playbook blindness. In this episode of the Inquisitor podcast, Marcus interviews Kieran Krohn, a highly effective mid-market direct manager. We discuss Kieran's transition from being a phenomenal channel manager to a successful direct manager and the importance of developing partnering skills to become an effective manager.

Kieran shares his process for recruiting and how he worked on it to take it to a whole new height. They also talk about the importance of understanding the strengths and weaknesses of each team member to manage performance effectively.

Kieran delves into the three key traits of a successful salesperson: being driven, self-motivated, and coachable. We explain the concept of Price's Law, which emphasises the importance of prioritising the right fit business and identifying prospects and customers that have a lot of potential.

Finally, Kieran suggests that empowering individuals with autonomy, competency, and trust leads to achieving outcomes. To learn more about Kieran Krohn, you can connect with him on LinkedIn at https://www.linkedin.com/in/kierankrohn/.

To discuss coaching and training with me https://calendly.com/marcuscauchi

Wednesday Apr 26, 2023

Jamie Snow: Revolutionise Your Sales Strategy with Storytelling, Creativity, and Leadership

Wednesday Apr 26, 2023

Jamie Snow tells a great story.

The importance of storytelling in sales and the need for salespeople to be able to tell a compelling story that resonates with their audience.
The significance of brand positioning and how it can help sales teams differentiate themselves from the competition and better target their ideal customers.
The value of building strategic relationships with clients and partners, as these relationships can help to foster trust, credibility, and loyalty.
The need for sales leaders to have strong coaching and mentoring skills, particularly when working with younger generations who may have different values and expectations.
The importance of choosing the right business partner and understanding the size of the organization that one wants to be a part of.

Contact Jamie via linkedin.com/in/jamie-snow

Monday Apr 24, 2023

Tommy McNulty: Unlocking Sales Growth: Maximising Contribution Margin & Financial Acumen

Monday Apr 24, 2023

Tommy McNulty, investor, scale-nut, second time founder of Rhythm, to explore the power of financial metrics and their impact on sales growth. Learn how Tommy transformed his own sales journey, and how his 2nd baby, Rhythm, is revolutionising the way sales leaders and teams approach financial planning and analysis.

The game-changing power of understanding and maximising contribution margin
Leveraging internal experts and resources to supercharge sales growth
Practical advice, tips, and resources to boost your financial acumen in sales
Discover Rhythm: The cutting-edge platform empowering sales teams with financial insights

Book Recommendations:

Thinking in Numbers by Daniel Tammet - Unlock the power of quantitative thinking in your decision-making process
Thinking in Systems by Donella H Meadows - Master the art of systemic thinking for sustainable success

Get ready to transform your sales strategy and skyrocket your growth with this unmissable episode filled with invaluable financial insights and expert advice!

Contact Tommy via linkedin.com/in/tommcnulty1

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Contact me about Learning, training and coaching - https://calendly.com/marcuscauchi

Wednesday Apr 19, 2023

Dustin Rippitoe: Thriving in the Changing World Order and Building A Great Place to Sell

Wednesday Apr 19, 2023

If this episode really resonated with you, go ahead and like, comment, and share it with your friends and colleagues. Don't forget to leave an honest review on your favourite podcast platform, and check out the coaching opportunities with me by clicking the link. Want to learn more about AI in sales? Reach out to Dustin or me on LinkedIn. Join me and Moeed Amin on ChatGPT for Sellers 21 April 1600-1730 UK.

Book time to talk about coaching or training https://calendly.com/marcuscauchi

Monday Apr 17, 2023

Martin Ellis: How to Improve as a Leader, Manager, or Candidate (Recruitment)

Monday Apr 17, 2023

Martin Ellis is not your average recruiter. He came t the industry late in life after having built businesses, led teams and seen what doesn't work. Grizzled, no frills but plenty of finesse. Martin is sharp minded, humane, empathetic and someone his clients trust to always tell them the truth whether they want to hear it or not.

Listen if you are keen to improve as a leader, a manager or a candidate seeking a new role where you can flourish, have a listen. We explore how to headhunt your next boss, improve the quality of your relationships, advance your questioning and focus on creating #buyersafety.

We explore how to walk the tightrope between doing what is right for your customer, meeting quota, keeping your bosses happy and fitting in with the culture of the company.

And we look at the critical role managers play in the success or failure of a team and the individuals within it. Managers can be the single most powerful catalyst for driving positive change and rapid, sustainable growth, but only if they let go, give up trying to control things and trust their people. Listen to learn more.

Contact Martin on linkedin.com/in/martinellisheadhunter

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To grab 15 minutes with me to talk about any sales related challenge - https://calendly.com/marcuscauchi

For more information and previous episodes of #TheInquisitorPodcast go to https://www.laughs-last.com/theinquisitor/

To accelerate your career: https://www.laughs-last.com/successful-selling/

Thursday Apr 13, 2023

Gal Aga: How To Become Your Buyer’s Ally and Never Be Their Adversary or Accomplice?

Thursday Apr 13, 2023

Gal Aga, CEO of Aligned, a collaboration platform that puts buyers, sellers and partners in a single place and saves all records of every touch in one place

We dive deep into the world of sales cycles and discuss the importance of understanding the buyer's journey. They highlight the dangers of following outdated methodologies and copy-pasting them from company to company. Gal and Marcus also emphasise the need to listen to buyers and align the sales journey with the buyer's journey.

We discuss the evolution of sales from inside sales to remote sales and the complexity of navigating remote sales. We also explore the over-emphasis on data and technology at the top of the funnel and how this can lead to a glut in the middle of the funnel that is often forgotten.

Gal and Marcus offer quality questions that leaders and management should ask to prove that a different approach should be taken. We also discuss the potential of using technology to help with training and activation in the HubSpot ecosystem.

Don't miss out on this informative and insightful episode that will revolutionise the way you approach sales cycles.

Contact Gal on linkedin.com/in/galaga

Book a call with me to explore the choices ahead of you in life, in work, and for your sanity.

https://calendly.com/marcuscauchi/

Tuesday Apr 11, 2023

Robin Singhvi: the Secrets to Building a $Multi-Million Business Without Selling Out?

Tuesday Apr 11, 2023

Robin Singhvi, founder of SmartCue joins me to talk about his experience with founding and fundraising. He reveals he secured 15 investor conversations, and shared his tips on how to create a personalised product demos that are relevant to buyers and prospects.

He advises founders to find 20 people who fit their persona and send them a cold email to validate their venture before seeking funding. He also suggested that they should start with smaller investors and work their way up, avoiding bad or dumb money. Robin recommended reading "The Mom's Test" to get meaningful responses in interview and emphasised the importance of understanding the emotional and social needs of product marketers to refine interview questions.

We cover several important topics related to entrepreneurship, including the challenges of fundraising, the importance of really understanding your customer, and how to create a successful business without raising a lot of money.

The interview also covered the challenges that solo founders face, and the importance of understanding the problem before attempting to solve it, while avoiding attachment to the outcome. Regarding fundraising, Robin discussed the dangers of accepting any money, and advised founders to think about the "right money," which includes not only the funding but also what else the VC can offer in terms of introductions, avoiding mistakes, and help with hiring, compliance, and legal. He discusses why to start with smaller investors and work your way up, rather than going straight to big funds.

Other topics discussed in the podcast included the importance of referrals, reducing CAC to LTV ratios, and how VCs can dictate salary and other terms when investing in a company. Robin and Marcus also discussed the importance of validating a venture before seeking funding, and how to tell the difference between good, bad, and dumb money. Overall, the interview provided valuable insights into the world of entrepreneurship and fundraising, and offered practical advice for those seeking to create successful businesses.

Contact Robin via linkedin.com/in/robinsinghvi

getsmartcue.com (Company)
SmartCue.substack.com (Other)

Thursday Apr 06, 2023

Craig Andrew’s: Make Killer One Time Offers: Explode Your New Business Pipeline With The Right Buyers

Thursday Apr 06, 2023

Craig Andrews has survived near death on a respirator for months over the past few years, through luck, intensive medical care and sheer bloody mindedness he refused to die, recovered and is training for Camp Gladiator. He's a force of nature. And he brings you the means to attract ideal customers and build massive value in the lead up to having them ask you to help them by buying what you rally want to sell more of. Very clever, and serves the customer massively.

This code let's you access Craig's course on building your FREE ONE TIME OFFER - use it, then make use of the course within 23 days. Sharp cut off. Then you'll have to pay, and Lord knows, you lot love a bargain, but you love free more!

https://allies4me.com/TheInquisitor

We discuss a load more great stuff too. Enjoy

Get hold of Craig via Linkedin linkedin.com/in/craig-andrews

allies4me.com (Turning Strangers to Customers)
allies4me.com/inbound-marketing-services/ (allies4me Inbound Marketing)
allies4me.com/systematic/ (allies4me Systematic Approach)