TheInquisitor Podcast with Marcus Cauchi

Is This Quarter REALLY More Important Than Every Subsequent Quarter?

15 Feb 2022

Contributed by Lukas

Andy Champion is a breath of fresh air in tech sales leadership. Have a listen to understand why. He's not alone. I have been fortunate enough to meet...

How Do You Thrive In A Hybrid Selling World?

12 Feb 2022

Contributed by Lukas

What is #HybridSelling? Why should you care? How should we be defining hybrid selling? How does the E.V.O.L.V.E. framework help you to focus on your h...

Are You Building A Visible Pathway To Success

08 Feb 2022

Contributed by Lukas

linkedin.com/in/mark-cotgrove-39035b   Twitter: markcotgrove

The Big Lies You’ve Been Buying, Propagating And Amplifying

03 Feb 2022

Contributed by Lukas

"I'm a product of the Rainbow Revolution. Nelson Mandela spoke to me. He told me I was responsible to make a difference. He inspired me, ... he inspir...

A Deep Dive Into Hiring Right, First Time, Every Time

01 Feb 2022

Contributed by Lukas

Are you hiring badly, repeatedly? Are you finding hiring reliable, consistent sales producers, tough? Join me and my guest Alan Fendrich, founder of A...

Patrick Joyce - Revenue Intelligence: How to Build a $6m Pipeline in 12 (correction) 6 Weeks From Cold?

26 Jan 2022

Contributed by Lukas

Patrick Joyce is one of a tiny breed of top of the funnel super-producers who think and behave differently to the average. Pat recently booked 30 indi...

From Accidental Salesman To Intentional Manager

25 Jan 2022

Contributed by Lukas

Andy Mutton was an accidental salesman who learned to qualify after spending a fortune of his employers' resources on non-opportunities and pipe-dream...

Isn’t It Time We Rethink The Role of Sales Manager?

20 Jan 2022

Contributed by Lukas

"How can you produce a plan when you have no vision?", asks Lenwood M. Ross. We explore why training fails repeatedly and predictably.  We identify ...

Debunking The Most Harmful Sales Management Myths

18 Jan 2022

Contributed by Lukas

"How does the monthly forecast update cycle distract you from the real job of management?", asks Mark Boundy. Mark, Mikey Maynard and Marcus Cauchi e...

Why Develop A Clear ICP, Micro-Target And Speak Your Prospect’s Language?

13 Jan 2022

Contributed by Lukas

"Develop a clear, micro-targeted definition of your ICP - very narrowly focused. Develop your messaging by using the language your prospects use to de...

How Have You Prepared Your Managers For What‘s To Come?

10 Jan 2022

Contributed by Lukas

Dominic Ashley-Timms is CEO of Notion. Notion is a lovely business. Scaling up, experiencing the first taste of exponential growth, they are punching ...

Do The Basics Well, Consistently and Mean It

06 Jan 2022

Contributed by Lukas

9x award winner, Jamie Martin joins me to discuss selling, hiring, managing and buying through the tough times. Pragmatic, no fluff Contact Jamie on l...

How Do You Deliver Wicked Solutions To Wicked Problems?

04 Jan 2022

Contributed by Lukas

Dr Alan Watkins is working to solve the world's toughest wicked problems. He and his team coach the Boards and Executives of the Fortune 500/FTSE350 t...

The Future Of Learning Is Bright

28 Dec 2021

Contributed by Lukas

Farhad Eftekhari is founder of TechClass, a learning platform based on the Finnish education system. It caught my attention because the "gold standar...

Why Putting Your Employees First Is Damned Good Business?

23 Dec 2021

Contributed by Lukas

Carey Smith built Big Ass Fans from a small base to exit for $500m. He now runs a private investment fund. We talk investors vs speculators & gamblers...

Think Bigger, Be Bolder, Invest Smarter

21 Dec 2021

Contributed by Lukas

Asa Hochhauser and his team build effective technology stacks for marketers to help drive pipeline, and sales sell more, more often, for more money. T...

How Can Valuegraphics Improve Your Conversion Rates At Every Stage Of Your Pipeline?

16 Dec 2021

Contributed by Lukas

David Allison and I discuss how values drive purchase behaviour and why understanding your prospects' values is a fast track to dramatically improving...

How Do You Find Balance, Success And Satisfaction In Life, Family AND Work?

14 Dec 2021

Contributed by Lukas

Arjuna Ishaya is a former extreme sports coach turned Buddhist monk. We discuss balance, mindfulness, breathing, meditation, success and satisfaction....

Don‘t Be A Busy Fool: 3 Simple Steps To Exceptional Selling Performance

10 Dec 2021

Contributed by Lukas

"Sales is simple" says Ben Hulme. "I don't know why people are making it so complicated". And I believe he's right. Have a listen to a dozen practica...

What Makes A Wicked Company, Wicked?

07 Dec 2021

Contributed by Lukas

Marcus Kirsch has written a hidden gem of a book

Why‘s There A Separate Department For Customer Happiness?

30 Nov 2021

Contributed by Lukas

Isn't that everyone's job?

Stop Feeding The Beast

25 Nov 2021

Contributed by Lukas

"We don't see things as they are; we see them as we are" - Anaïs Nin "On average across your workforce, your average employee spend 2.5 hours a day i...

A Formula For Mindful, High Performance Management in Hypergrowth is 5:5:5

23 Nov 2021

Contributed by Lukas

Calling All Managers! You are crucial to driving recovery when only 9% of UK employees are actively engaged in their role. Only 14% of European employ...

From Walking The Streets to Developing High Performance Individuals

18 Nov 2021

Contributed by Lukas

It was never Diane Halfman’s dad's plan for her to walk the streets and become a prostitute, let alone get involved with violent gangs and narcotics...

Have You Considered ReWilding your Business?

18 Nov 2021

Contributed by Lukas

Matthew Pohl explains what ReWilding is in business. His clients get extraordinary results. Learn why you're inadvertently letting entropy and inertia...

The Inquisition Of The Inquisitor

16 Nov 2021

Contributed by Lukas

Another vanity experiment? Regular listener and commentator on #TheInquisitorPodcast John Robinson turns the tables on me and asks the burning questio...

Are You Doing A Good Job Of Making Your Customers‘ Lives Better?

11 Nov 2021

Contributed by Lukas

Matt Neal and his team deliver better ways of doing business to their clients. Being at the forefront of change, innovation and disruption gives him a...

How To Create A Business Designed To Deliver Mutually Assured Success

09 Nov 2021

Contributed by Lukas

Imagine your organisation was committed to the success of employees, customers, community and owners. How good could that get? Kelly Stewart helps com...

Your Success Will Be Determined By Your Ability To Collaborate

03 Nov 2021

Contributed by Lukas

Peter Simoons guides vendor organisations into partnerships, alliances and profitable collaborative engagements. We explore why you can get so much mo...

Sales: The Divine Comedy And The 7 Management Virtues

02 Nov 2021

Contributed by Lukas

Matt McDarby's new book The Divine Comedy of Sales is his latest book for sales managers, building on the brilliant insights in The Cadence of Excelle...

Pick Up The Bloody Phone And Speak To People!

28 Oct 2021

Contributed by Lukas

Lee Nightingale has range. He's worked at the top of the funnel, direct sales, channel, management and leadership. Today he helps businesses implement...

Your Time Is A Precious Currency; Invest It Wisely

25 Oct 2021

Contributed by Lukas

Tibor Shanto discusses the importance of measuring what really matters and understanding the metrics that drive your personal and team's success. Ever...

Are You And Your Salespeople Acting Dumb As A Box Of Bricks?

21 Oct 2021

Contributed by Lukas

"I don't teach my salespeople how to sell. I teach my salespeople how customers buy. If they're smart enough, they'll figure out the how to sell part ...

Do You Have A Mind For Sales?

19 Oct 2021

Contributed by Lukas

#TheSalesHunter, Mark Hunter discusses the future of sales and selling with me. We explore prospecting mindset and behaviours, why management is pivot...

What Is Radical Value And How Do You Deliver It?

14 Oct 2021

Contributed by Lukas

I was blissfully unprepared for this conversation with author of #RadicalVale, Mark Boundy. You are in for a real treat Grab your pen and paper. You'r...

Welcome To The Death To Fluff

12 Oct 2021

Contributed by Lukas

There's no fluff with Belal Batrawy. Belal helps attract, build and grow highly effective SDR teams. We explore marketing, lead generation, sales, rec...

How Do You Make Sure Every Employee Has A Window Into The Customer?

07 Oct 2021

Contributed by Lukas

Mark Boundy explains the power behind discovery of demonstrable, plausible, #RadicalValue. He describes the #MediocrityCycle the majority slip into, t...

Why My Podcast Is A Massive Ego Trip And You Should Be Pissed Off With Me

05 Oct 2021

Contributed by Lukas

Isn't that a fantastic lockdown profile pic? James Bishop gives me a thorough beating about the shitty production values of #TheInquisitorPodcast. I i...

Education Is The Root Source Of All Problems: Building a Modern Sales Organisation

30 Sep 2021

Contributed by Lukas

Paul Fifield, CEO and founder of the Sales Impact Academy chats with me about deficiencies and gaps in global education systems. We explore what you r...

How Is Your Lack Of Imagination Holding You Back?

28 Sep 2021

Contributed by Lukas

"When the average SDR is productive for only 3 minutes per day", says Chris Beall, founder of #ConnectAndSell, "You have to ask, "Is there a better wa...

The Power of Authentic Communication

23 Sep 2021

Contributed by Lukas

Shelley O'Donovan started her career in politics, became a lobbyist driving policy change. Her work required her to understand what was not being said...

Why You MUST Stop Preparing To Fight The Last War In Your Sales

21 Sep 2021

Contributed by Lukas

"If you have to ask what budget do you have, you have no right to be in that conversation" says Angelique Rewers, CEO of BoldHaus. We discuss how to ...

What Can Sales Enablement Deliver If It Is Done Well?

16 Sep 2021

Contributed by Lukas

Ben Elijah is an angry man on a mission. I like Ben, a lot. Both of us are furious tat the noble profession of selling has been derailed by finance an...

How Do Owners Free Themselves From Having To Be The Top Salesperson?

14 Sep 2021

Contributed by Lukas

Anthony Coundouris, author of #RunFrictionless, and I explore his excellent perspectives on how to evaluate and understand your customer? Where are yo...

How To Build Your Business Faster Without Losing Control?

09 Sep 2021

Contributed by Lukas

Scot MacTaggart and I discuss the challenge of understanding the "how do we do what we do?" and "why do we do what we do?" The answers may be terrifyi...

Why Commission Plans and Competitions Hurt Your Performance

05 Sep 2021

Contributed by Lukas

Mr. Alfie Kohn is an author and champion of evidence over attachment. We explore the ideas and evidence from his excellent book, Punished By Rewards. ...

Make Every Word Count

02 Sep 2021

Contributed by Lukas

Eloise Leeson  explore content optimization - taking what you've got and making it so much better. We don't have to always reinvent the wheel when it...

How Does Your Management Get Between Sales And Hitting Quota?

31 Aug 2021

Contributed by Lukas

Kristel Beilby helps leaders fix antiquated sales and marketing systems that are no longer fit for purpose. We explore the underlying complexities tha...

Why Sales Is A Wicked Problem That Cannot Be Fixed With Linear Thinking?

29 Aug 2021

Contributed by Lukas

This one is a belter. Prepare to open your mind to #WickedProblems. What's a wicked problem? A wicked problem is a problem that's difficult or imposs...

Do You Hire For Difference And Fire For Not Fitting In?

26 Aug 2021

Contributed by Lukas

Rikki Arundel is a story telling expert and high profile speaker on gender inclusion. She also happens to be trans. We discuss DE&I, bias, the journey...

How Can You Shorten Your Path To Presidents Club?

24 Aug 2021

Contributed by Lukas

Meghann Misiak helps early career salespeople develop the right habits, mindset and skills to get on the fast track in their sales career. When you're...

Why Is Your Channel Your Best Option For Scaling, Predictably Fast?

19 Aug 2021

Contributed by Lukas

Stewart Townsend offers Channel Sales as a service #CaaS. We discuss why channel sales is a more efficient way of achieving scale without loss of cont...

What Can Sports Psychology Teach You About Developing A Winning Business Mindset?

17 Aug 2021

Contributed by Lukas

David Mullins is a sports psychologist who develops world champions in mixed martial arts, football, rugby and other sports. Hr explains the importanc...

Why Is Diversity, Equity & Inclusion Is Not Just The Right Thing, It's A Profit Centre?

15 Aug 2021

Contributed by Lukas

Jackie Handy and I discuss #DEandI, #Diversity #Equity and #Inclusion. We tackle some delicate and uncomfortable topics without tiptoeing around them....

Becc Holland: Why Is Every KPI In Sales And Marketing WRONG!?

12 Aug 2021

Contributed by Lukas

Becc Holland, CEO of Flip The Script explains why best practice isn't working. Banging her head against fixed mindset leadership she discovered 76% S...

Why Are Marketing Funnels Inauthentic And Hurting Your Relationships?

10 Aug 2021

Contributed by Lukas

Dr Terri Levine has helped hundreds of business create authentic relationships with their customers without manipulation or deceptive marketing that b...

Do Less But Better On Purpose To Win More, With Less Effort

08 Aug 2021

Contributed by Lukas

Jason Bay /JBay is Chief Prospecting Officer at #BlissfulProspecting. He trains B2B sales teams to sell efficiently, effectively and ethically. In thi...

How Do You Build High Trust And Influence With Your Customers?

05 Aug 2021

Contributed by Lukas

Sean Weafer helps individuals and teams develop trust through leadership. He is author of 3 books, his latest being 'The Highly Trusted Advisor: How t...

Why Is Trust The Basis For Long Customer Lifetimes?

03 Aug 2021

Contributed by Lukas

Charles H Green is a giant in the professional services world. He has a profound impact on those he works with with his central message around trust. ...

What Buyers Really Want From Sales Training - Roundtable 29 July 2021

01 Aug 2021

Contributed by Lukas

#TheInquisitorPodcast brings you the first of many conversations between buyers, sellers, deliverers and users of sales training on behalf of Sales: A...

Talk To Your Best Customers! They'll Teach You How To Attract More Customers Just Like Them

31 Jul 2021

Contributed by Lukas

... And talk to your unhappy customers. They'll teach you how to get better. Nigel Davey says, "There's a cost to learning what worked and didn't work...

How Do Great Leaders Become Really Great Leaders?

29 Jul 2021

Contributed by Lukas

How do great leaders become really great leaders?   Leaders are hired to deliver results but when you get complacent, or let your ego trap you into...

Laura DiBenedetto: Six Habits To Success That Won't Burn You Out Or Kill You?

27 Jul 2021

Contributed by Lukas

 retired at 37 after what appeared to many as a glittering fast track career when she sold her business. Inside she was a wreck. She was burned out, ...

How To Shorten Sales Cycles by 6 weeks to 6 months

25 Jul 2021

Contributed by Lukas

Karin McKercher, helps sales teams make the red tape shorter and compliance easier. Contracting with legal can be easy or hard, fast or slow. This epi...

Why Excellence Is Not Convenient

22 Jul 2021

Contributed by Lukas

Melissa Curran focus on what really matters in a business. She ties the principles of a trusting leadership, a trusting culture with clarity of true a...

What's It Take To Jump From High Performer To Super Performer?

20 Jul 2021

Contributed by Lukas

Dr K, Fern Kazlow, helps high performers perform at their peak. A clinical psychotherapist and super-performance coach, we explore what it takes to go...

What Do You Really Risk Losing When Knowledge Walks Out Of Your Door?

15 Jul 2021

Contributed by Lukas

Peter Edge, former policeman, is The Knowledge Detective. Peter and I discuss the importance of preserving knowledge, the impact of losing it and the ...

Who Is The Man Who Puts Smiles On The Faces Of Billionaires?

13 Jul 2021

Contributed by Lukas

Steve D Sims left school at 15. An East London bricky now makes the dreams of billionaires come true. His concierge business Bluefish has a worldwide ...

The Secret To Scaling Is Smart Sprints

08 Jul 2021

Contributed by Lukas

Simon Severino promises to double your revenue in 90 days. How? By working in smart sprints. Identify the areas where you can make rapid, meaningful c...

How Do You Drive Change By Managing Uncertainty And Giving Trust?

06 Jul 2021

Contributed by Lukas

"The big mistake leaders make is expecting people to earn trust instead of giving trust", says Aaron Schmookler. "People will live up to, or down to t...

Tony Hughes: How To Multiply Your Revenues With Tech Powered Sales

01 Jul 2021

Contributed by Lukas

3x times best selling author, trainer, coach and action leader Tony J Hughes discusses his new book #TechPoweredSales. We explore why technology is a ...

How Are You Exploiting Adaptation And Innovation To Solve Your Toughest Problems?

29 Jun 2021

Contributed by Lukas

Curt Friedel is the Director, at the Center for Cooperative Problem Solving at Virginia Tech. We discuss adaptation and innovation in people, in busin...

Why Understanding Risk Helps You Sell More, More Often

24 Jun 2021

Contributed by Lukas

Bradley Paster helps his clients understand and mitigate risk throughout your entire supply chain. He makes the important distinction between supplier...

Panel Discussion: Why Sales Training Doesn't Work & How To Fix It

22 Jun 2021

Contributed by Lukas

A very experienced panel of trainers, sales leaders and consultants made up of Bob Moesta, Ian Moyse, Tom Williams, Fred Copestake, Zach Selch, Ken Pe...

What Lessons From The Emergency Room Apply In Sales?

22 Jun 2021

Contributed by Lukas

You can learn a lot from working on a trauma unit in a hospital.  A thriving sales operation requires many of the same skills. Identifying the real p...

The Art, Science And Psychology of Negotiation

20 Jun 2021

Contributed by Lukas

Graham Botwright is CEO of The Gap Partnership. He specialises in the commercial psychology of #negotiation. We start by exploring the importance of i...

Why Your Customer Journey Is Vital To Define A Great Strategy?

19 Jun 2021

Contributed by Lukas

"Strategy should be simple", says Gary Mitchell. He has never had a transformation programme fail to meet its desired goals in 35 years. Gary explains...

Why Is Most Digital Marketing Total Horse Shit?

17 Jun 2021

Contributed by Lukas

"Why Is Most Digital Marketing Total Horse Shit?" Marcus Hemsley is co-founder at The Fountain Partnership. Marcus and I met 14 years ago when I advis...

Marketing, What Is Open Banking And Why Should You Care?

16 Jun 2021

Contributed by Lukas

The big question is why should retail marketing professionals care about #OpenBanking? With the removal of 3rd party cookies, many brands and retailer...

Are You Making Every Sales Call A Teachable Moment?

15 Jun 2021

Contributed by Lukas

Kevin Beales is CEO of Refract. Kevin has taken refract from start up to being acquired by Allego. Kevin eats his own dog food. He and all his team us...

The Art of Selling to Procurement

13 Jun 2021

Contributed by Lukas

There is both Art and Science in procurement. Phil Ideson helps purchasers and sellers form more effective partnerships. Phil says, "Procurement doesn...

The Greatest Among Us Serve The Most

10 Jun 2021

Contributed by Lukas

Max Cates discusses the power of servant leadership. We explore leadership's role in developing their executive team, their management team and buildi...

Complex Strategic Alliances Selling Enterprise

08 Jun 2021

Contributed by Lukas

Zafer Karaca is Vice President, Services & Cloud, Enterprise at IBM. We discuss the complexity of selling complex enterprise solutions to large corpor...

What Qualities Does A Good VP of Sales Need?

06 Jun 2021

Contributed by Lukas

Dan Morris is founder and managing partner of Mindracer Consulting, who offer experienced, outsourced VPs of Sales to small and early stage scale up t...

Are You Tapping Into The Full Potential Of Audio In Your Marketing?

03 Jun 2021

Contributed by Lukas

Anna Parker-Naples is a former actress turned podcaster and podcast consultant. If you aren't tapping into the potential of audio marketing, you are d...

How Understanding Your Mental Toughness Will Boost Your Sales Performance

01 Jun 2021

Contributed by Lukas

Lorna Lawless, is coaching psychologist specialising in coaching mental toughness. She coaches MMA fighters, salespeople and business leaders. We expl...

Growing Global Sales With The Most Travelled Salesman In The World

30 May 2021

Contributed by Lukas

For 30 years Zach Selch has identified, recruited, onboarded and grown over 1000 #ChannelSalesPartnerships across more than 130 countries We explore h...

Why You Should Partner With Patient Capital

27 May 2021

Contributed by Lukas

Adam Lawrence shares his stories from his time as an investor. We explore how investors earn their scar tissue. We dig into how investors think and ho...

Practical Tips On Personal Branding Through Your On-Screen Presence

25 May 2021

Contributed by Lukas

Evelyne Brink is a personal presence and video coach par excellénce. I've worked with Evelyne several time and can attest to how much better my resul...

Managing And Leading Right with Values, Motivations & Goals

23 May 2021

Contributed by Lukas

"Trust your gut feelings", says Andy Shaw, "We've forgotten to trust our intuition since we became the apex predator". Trust your gut especially if it...

Why Is Sales Training Measured On Knowledge Retention Not Outcomes?

20 May 2021

Contributed by Lukas

Ben Eddy is co-founder and CEO of Mobile Practice. As head of sales enablement for a large technology manufacturer he realised that most of the money ...

How To Unlock The Hidden Revenue Inside Your Business

18 May 2021

Contributed by Lukas

Adam King is my kind of marketer. Author of "Conversational Relationship Marketing", founder of Think Like A Fish, he helps professional services firm...

Plus Ça Change Plus La Même Chose, Exploring Change and Innovation

16 May 2021

Contributed by Lukas

Jonathan Jewell is an academic who lives with one foot in academia and another in business. In a philosophical conversation about change, innovation, ...

Overcome Discovery Resistance With Powerful Stories

13 May 2021

Contributed by Lukas

Mike Bosworth is one of the living legends in sales. Creator of #SolutionSelling, sales philosopher and founder of #StorySeekers shares his years of e...

Helping Your Salespeople Sell More, For More, More Often

11 May 2021

Contributed by Lukas

Cliff Simon is building a hypergrowth consulting firm in the Salesforce ecosystem. We discuss CRM in all it's glory. Why you need it, what makes it wo...

Strategic Pricing For Maximum Lifetime Customer Value

09 May 2021

Contributed by Lukas

Dave Abbott, Gary Mitchell and Jill Robbins join me to discuss the power of strategic pricing to maximise lifetime customer value. Jill brings 20 year...

Leveraging The Power of Audio & Micro-Content

06 May 2021

Contributed by Lukas

Justin Nassiri is CEO of Captivate.ai. He help content providers turn one piece of content into hundreds of pieces of content which can then be used t...

Imagining The Unimagined: The Future of Work, part 2

04 May 2021

Contributed by Lukas

Gary Mitchell, Patrick Lindqvist and Marcus Cauchi develop their discussion on the future of work by exploring strategy, collaboration, the need to re...

Sales: A Force For Good (Launch Event, Americas)

01 May 2021

Contributed by Lukas

We are #ProCustomer. Sales: A Force For Good is a global community committed to raising the bar in sales. We believe every customer deserves to feel s...

Mark Herbert: Why your people strategy is probably broken

29 Apr 2021

Contributed by Lukas

Mark Herbert is a transformational leader and aspiring cult builder. We discuss why FW Taylor, the father of modern industrial management thinking was...