TheInquisitor Podcast with Marcus Cauchi

Why Real Leaders Love Helping Others Succeed

27 Apr 2021

Contributed by Lukas

Gabrielle Blackwell is back! Gabby is the kind of leader I wish I had had early in my career ... young enough to remember what it is like starting out...

Sales Is A Laughing Matter

25 Apr 2021

Contributed by Lukas

Jon Selig teaches salespeople how to be on point, funny and memorable. A veteran of IT sales, Jon embarked on a career in stand up comedy. We explore ...

Believe The Hype About Hype

22 Apr 2021

Contributed by Lukas

Michael F Schein and I talk about the power of #hype to raise awareness, attract customers, communicate a powerful message and drive growth. He has wr...

If You Want To Achieve Continuous Improvement, Coach

20 Apr 2021

Contributed by Lukas

Paul Ward is a high performance coach. We discuss why coaching is critical, what good coaching looks like and how understanding the personal motivatio...

Are You Making Every Word Count?

18 Apr 2021

Contributed by Lukas

Eloise Leeson discusses the power of words. We explore linguistics, language, copy writing and what it takes to be an effective word smith. Take a mom...

The Hard Truth About Founding And Scaling Up Your Business

17 Apr 2021

Contributed by Lukas

Aram. Melkoumov has failed, he's succeeded and he's trying again. We discuss the mistakes he's made and seen others make. We explore luck, judgement,...

Rethink Everything You Know About Pricing & Loyalty

15 Apr 2021

Contributed by Lukas

Cactus Raazi, author of Price joins me to talk about the leverage you can gain by better understanding the power of pricing strategically. His observ...

What Is Conscious Selling And Why Is It Better For You And Your Customer?

13 Apr 2021

Contributed by Lukas

If you are committed to the ethos of #ProCustomer and #BuyerSafety, you will want to listen to this interview with Taran Hughes. He is the author of #...

Bringing Consciousness To Education

11 Apr 2021

Contributed by Lukas

Komal Shah is on a mission to bring consciousness to education. A successful teacher for many years, she got frustrated when she realised that childre...

Are You Building A Sustainable Community?

08 Apr 2021

Contributed by Lukas

Richard Millington has been helping B2B, B2C and not for profit organisations build communities since 2010. We discuss how to get started, how to buil...

The Power of Understanding Narrative In Negotiation

06 Apr 2021

Contributed by Lukas

Allan Tsang, one half of Oblinger & Tsang, and co-founder of The Negotiation Tribe, helps sellers negotiate to achieve satisfying outcomes that both s...

Sales: A Force For Good (UK & European Launch)

03 Apr 2021

Contributed by Lukas

Sales: A Force For Good is a a global community set up to ensure BUYER SAFETY and put the customer back at the heart of everything we do as salespeop...

Driving Hypergrowth And Scale: Why People Are An Investment, Not A Cost

02 Apr 2021

Contributed by Lukas

"Plan in a simple way. Prioritise and communicate better so you can deliver anything ... Clarity is the magic wand in high growth organisations", says...

The Truth About Why Some People Are Lucky In Life & Business

01 Apr 2021

Contributed by Lukas

Mark Schaefer is one of the brightest minds in modern marketing. He shares his research on why some people seem to be born with a silver spoon in thei...

Mark Schenkius: How To Think Like A Buyer

30 Mar 2021

Contributed by Lukas

"The secret to sales is to think like a buyer", says Mark Schenkius Professional #procurement is only 20 years old as a discipline. Unlike sales, many...

Making Your Sales Better With Statler & Waldorf

28 Mar 2021

Contributed by Lukas

Nick "Statler" Ayton & Marcus "Waldorf" Cauchi the grumpy old Muppets of sales, are two of the grizzliest old sales lags you will ever meet, do their ...

Community - The Power That Comes With Giving Up Control

26 Mar 2021

Contributed by Lukas

Erica Kuhl is a legend in the world of community building. She pioneered #community at #Salesforce despite being told innumerable times that it wouldn...

Andy Shaw: A Masterclass In How To Sell To CEOs

25 Mar 2021

Contributed by Lukas

Andy Shaw is a CEO. He spills the beans in what he loves, hates when salespeople try to sell to him. He explains what his role entails, his priorities...

The Future Of Selling Is Customer Centric And Collaborative

23 Mar 2021

Contributed by Lukas

Karen Mangia and Jill Robbins discuss how sales and selling need to adapt to to keep up with the shifting context in which customer and professional b...

Sales: A Force For Good (AsiaPac and Middle East Launch)

21 Mar 2021

Contributed by Lukas

Sales: A Force For Good is a a global community set up to: 1. Make sales the powerhouse of the economy and lead the global recovery. 2. Identify & dri...

Why The Correct Response To Constructive Criticism Is "Thank You"

18 Mar 2021

Contributed by Lukas

Sean Coyle CEO of Peak Performance Management in Pittsburgh. We discuss accountability, and the transition from getting the result to not letting your...

Are You Tapping Into The Sales DNA of Every Potential New Hire?

16 Mar 2021

Contributed by Lukas

Joseph Skursky helps companies predict who will succeed and will not BEFORE you hire them in sales, sales management and leadership roles. We discuss ...

Lifting The Lid On Selling To and Through Procurement

11 Mar 2021

Contributed by Lukas

Jill Robbins was at the top of the procurement function in corporate America for the past 25 years. Now she teaches salespeople how to sell to procure...

Why Selling Through Partnering Skills Is Essential

09 Mar 2021

Contributed by Lukas

Fred Copestake's book #SellingThroughPartneringSkills is essential reading if you are going to establish yourself as a viable long term supplier to yo...

How Can AI-Human Partnerships Improve Your Understanding Of Other Human Beings?

04 Mar 2021

Contributed by Lukas

Cauri Jaye is CTO and CSO at #Sesh. Sesh is developing AI that recognises people's emotions, #EQOnDemand with a product called #Empath. It's heavily b...

Applied Motivation Is The Key To PeakTeam Performance

02 Mar 2021

Contributed by Lukas

Bevis Moynan helps CEOs take teams to peak performance levels. He uses #MotivationalMaps to understand the individual and group dynamics. His coaching...

The Power of Motive, Cause And Intent Behind Your Business

28 Feb 2021

Contributed by Lukas

Amy Rowlinson discusses the power of the "Why?" behind your business. A lively discussion that digs into motive, cause and intent as drivers behind yo...

Are You Recruiting Reactively Or Nurturing Your Talent Pipeline?

25 Feb 2021

Contributed by Lukas

Adam Gordon nurtures talent. Whether it's graduates or veterans, potential new hires or building the bench, companies waste an obscene amount of money...

Developing Your Strongest Sales Mind

23 Feb 2021

Contributed by Lukas

Selling is a thinking profession. It's not about techniques and manipulation. Unless you understand people, you are going to find selling a tough occu...

Caterpillars, Butterflies And The Future of Work

21 Feb 2021

Contributed by Lukas

"Never put the financial cart before the building a better future horse", says Gary Mitchell, #TransformationExpert. On this episode of #TheInquisitor...

Why Context Really Matters To Your Customers

18 Feb 2021

Contributed by Lukas

Mat Sweezey says, "Using new technology with old thinking is worse than useless". The context changed in 2009 with the arrival of the internet in main...

Filling Up Your Brand Bucket

16 Feb 2021

Contributed by Lukas

"Never assume you are in relationship with someone", says Barnaby Wynter, author of #TheBrandBucket. "The power base has shifted to the buyer", he con...

Are You Winning The Game of Complex, High Value Enterprise Sales?

11 Feb 2021

Contributed by Lukas

David Perry has sold #enterprisesolutions for major corporations including Adobe, Amazon, Google and IBM. He is the author of #GameOfSales. We discuss...

How Is Ignoring Mental Health In Sales Killing Your Top And Bottom Line?

09 Feb 2021

Contributed by Lukas

Workplace stress is the 5th highest cause of death globally. Mental health is a hot topic in the world of sales and selling, but many are blithely ign...

Those Who Tell Great Stories, Outsell Their Competition

07 Feb 2021

Contributed by Lukas

Alex Moscow helps you tell captivating stories that make your customer the hero. He takes your genius as a business, and brings it to life through the...

The Cold, Hard, Beautiful Truth About Strategy

04 Feb 2021

Contributed by Lukas

Gary Mitchell transforms companies, government departments and complex organisations. In 25 years he's never had one of his complex change projects fa...

Why The Chief Revenue Officer Is Possibly Your Most Important Hire

02 Feb 2021

Contributed by Lukas

Warren Zenna is founder of the #CROCollective. He trains, develops and helps hire #ChiefRevenueOfficers #CROs. A good CRO can make your business. The ...

How You Can Communicate Complex Ideas Simply Through Mental Models

31 Jan 2021

Contributed by Lukas

Simon Bowen is one of top 3 freshest thinkers in modern selling today. His simple mental models enable you to communicate the most complex ideas in mi...

The Cold, Hard Truth About Cold Calling with Gerry Hill

28 Jan 2021

Contributed by Lukas

Gerry Hill leads a team of battle hardened sales veterans who help your highly paid, valuable salespeople have 5-6 effective calls with named target p...

Putting Your Partners At The Heart Of Your Distribution Business - Alex Tathum

26 Jan 2021

Contributed by Lukas

Understanding their partners' businesses is the foundation of #Westcoast's success. Since Alex Tatham took the helm as CEO 6 years ago he's led the bu...

Raising The Value Of Sales Enablement Through The Power of Simulations with Avner Baruch

24 Jan 2021

Contributed by Lukas

Many #salesenablement practitioners have lost a lot of credibility in recent years. Now is the time to rethink the role and purpose of sales enablemen...

Leigh Ashton Are There Really Any Secrets To Unlocking a Winning Sales Mindset?

21 Jan 2021

Contributed by Lukas

Leigh Ashton went from successful salesperson to befuddled and confused sales leader. After her early success, Leigh was promoted to sales manager whe...

Life Is A Series of Negotiations

19 Jan 2021

Contributed by Lukas

Dan Oblinger is a hostage negotiator by night and commercial negotiation coach by day. His partner Allan Tsang has been helping companies and individu...

Meet The Customer Where They Are Or Become Irrelevant

14 Jan 2021

Contributed by Lukas

#StephenDenny is at the forefront of the new frontiers of marketing. He rips up the old ways of doing things in favour of adapting to how B2B buyers n...

Success And Profit Through Social Selling On LinkedIn

11 Jan 2021

Contributed by Lukas

Matthew Dashper-Hughes has rapidly built his personal brand and his business through effective social selling on LinkedIn. Both he and I have learned ...

Why Are Customers Not Getting What They Want?

07 Jan 2021

Contributed by Lukas

My guest, Martin Lucas is rocking the boat a lot in this episode. He believes that marketing today is a house of cards which is long overdue a shake u...

Why Hiring The Best Executives Is The Wisest Investment You Can Make

05 Jan 2021

Contributed by Lukas

Alex Rawlings recruits top performing executives for fast growth, venture capital & private equity backed companies. To a great extent we disagree abo...

Motivation Is An Internal Force. You Can Only Feed Someone Else's Motivation

01 Jan 2021

Contributed by Lukas

James Sale, founder of #MotivationalMaps discusses what motivation is and what it isn't. We explore the power of understanding your own and other peop...

The Power Of Story, Your Partner Sales Channel And Making Great Hires

31 Dec 2020

Contributed by Lukas

@Mike Adams is author of #7StoriesEverySalespersonMustTell and heads up global partnerships at #Anecdote, Story Powered Sales We revisit the subject o...

What The Top 1% Technology Sales Professionals Do That Others Don't

29 Dec 2020

Contributed by Lukas

Scott Ingram is a top sales producer who has carried a personal quota for the past 20 years. He's led sales teams and bridged the gap between sales an...

Do You Understand Your Computer Better Than You Understand Your People?

26 Dec 2020

Contributed by Lukas

Susanne Jacobs spent 20 years at the top of professional services when she realised that her focus was out of kilter with her values and what really m...

The Power Of Transparency, Authenticity and Empathy

24 Dec 2020

Contributed by Lukas

"It is difficult to get a man to understand something when his salary depends on him not understanding it" Upton Sinclair This roundtable is powerful,...

One Size Doesn't Fit All In D.A.C.H. Stop Being Surprised When You Fail In Region!

23 Dec 2020

Contributed by Lukas

Americans and Brits, Europe is NOT a country. Germany is made up of several different regions. the north is different to the south. Straight translati...

There's No F'In Sales - A Tale Of Resilience During Covid

22 Dec 2020

Contributed by Lukas

Imagine you are riding high, publishing 34 of the world's In-flight magazines, then covid hits. Your clients are on their knees, no one is flying and ...

The Power of Small Data With Martin Lindstrom

20 Dec 2020

Contributed by Lukas

"I was 12 when lego sued me, then they offered me a job", says Martin Lindstrom Martin humanises marketing and product development like no one else on...

The Psychology of Pricing (So You Don't Get Shafted)

20 Dec 2020

Contributed by Lukas

Dave Abbott is the author of #HowToPriceYourPlatypus which is an outstanding book on how to price your products and services so you get to keep a dece...

Put 'Em Up, Put 'Em Up. Put Up Your Prices

19 Dec 2020

Contributed by Lukas

Hamish Knox is a man on a mission. The youngest ever David H Sandler award winner, a highly successful entrepreneur, business leader and trainer who i...

Own Your Shit, Grow Yourself, Ask For Help, Serve Your People

18 Dec 2020

Contributed by Lukas

"If you don't have time for coaching your reps that's bullshit. You want your reps making more bad calls? Management is hard and caring is hard." KD, ...

Customers Buy Outcomes That Are Delivered By Employees, Not Products or Services

16 Dec 2020

Contributed by Lukas

Karen Mangia and Mathew Sweezey from Salesforce share their latest research which explains why many current beliefs that are driving decisions within ...

"Carpe Per Diem – Seize The Cheque.” – Robin Williams

15 Dec 2020

Contributed by Lukas

"Do not save what is left after spending; instead spend what is left after saving", said Warren Buffett. Ted Landgraf is co-founder of procurement and...

How To Hire High Performing SDR Teams

14 Dec 2020

Contributed by Lukas

"The best companies are ones where we have an SDR-AE partnership", says Simon Gerstler. We discuss (and argue a lot) about what makes for a great hiri...

How Are Your Blindspots Preventing You From Achieving Your Business' True Potential?

13 Dec 2020

Contributed by Lukas

Why aren't you able to achieve accurate sales forecasts? Is that preventing you from setting accurate budgets? Are you bothered because you feel yo...

There's No Way You'll Be A Leader Unless People Trust You

12 Dec 2020

Contributed by Lukas

"There's always the opportunity for you to be able to speak truth and speak better when you listen better. I think that there are because people just ...

How To Get Your Customers And Fans To Do Your Marketing For You

11 Dec 2020

Contributed by Lukas

String Nguyen builds communities. Communities are one of the most powerful marketing resource available but most companies balls them up or have no id...

Always Tell The Truth. It Confounds Your Enemies & Surprises Your Friends

10 Dec 2020

Contributed by Lukas

Todd Caponi, author of #TheTransparencySale believes you should always tell the truth to customers. I agree. The moment you are caught in a lie, the o...

Forget SMART! Big Hairy Arsed Audacious GoalsDeliver Great Outcomes

09 Dec 2020

Contributed by Lukas

David Hyner says, "SMART goals are bollocks. The goal needs to be something that sends shivers down your spine and makes the hairs on the back of your...

Lead Like A Drug Addict

08 Dec 2020

Contributed by Lukas

Why do 70% of employees hide from difficult conversations? Why in an age where we are hyperconnected in true connection at an all time low? (Did you k...

Achieve Crazy Hypergrowth Through Your Channel Partners

07 Dec 2020

Contributed by Lukas

Gilad Friedman shares his experience of driving manageable hypergrowth in technology scaleups. We really get stuck into the weeds around what works, w...

"To Train or Not To Train?", That Is The Question

06 Dec 2020

Contributed by Lukas

Anyone who knows me knows I am a HUGE fan of good training. But there are critically important questions need to be asked before enterprises make ...

Predictive Hiring, Occupational Psychology And Mental Health

05 Dec 2020

Contributed by Lukas

Hiring well is every manager's number 1 responsibility. Hire well, and 95% of your management problems disappear before they happen. Hire badly and yo...

Are You Shoving Your Loyal Customers Out The Back Door?

04 Dec 2020

Contributed by Lukas

"It's not all about you. It's all about your customers" says Janice B Gordon, Customer Growth and Retention Expert. We discuss the sales profession's ...

Hire For What You Cannot Train, Not To Fulfil Tasks

03 Dec 2020

Contributed by Lukas

Travis Miller, VP Operations, Miller Resource Group builds powerful sales teams. He doesn't hire for skills, experience or historical sales results be...

The Lessons of Leadership From 18 Years in The SAS & 3 Everest Expeditions

02 Dec 2020

Contributed by Lukas

Krish Thapa is one of the gentlest souls you will ever meet. Which is surprising since he was the first Ghurka to be invited to join the SAS and has b...

If What You're Doing Isn't Working, Look In The Mirror

01 Dec 2020

Contributed by Lukas

The Statler & Waldorf of sales, Paul Lloyd and Marcus Cauchi jump on their soapboxes and let fly. These grizzled old veterans go at sales, marketing, ...

Ambiguity Is The Mother Of All FUBARs, Clarity Is King

27 Nov 2020

Contributed by Lukas

"Nuance is uncomfortable ... Embrace discomfort" says Frank Garten. Frank helps executives and their people communicate with clarity, vulnerably, incl...

Sell The Way You Buy

24 Nov 2020

Contributed by Lukas

David Priemer, author of #SellTheWayYouBuy, is a proper sales nerd. My kind of chap. Formerly a research scientist, he joined a start up in the naught...

Sales Enablement 3.0 Is Here. What Is It & Why Do You Need To Care?

23 Nov 2020

Contributed by Lukas

Rod Jefferson is a multiple return guest on #TheInquisitorPodcast and he is discussing Sales Enablement 3.0, the next generation of #salesenablement f...

Mapping The Motivation Of Your Team

22 Nov 2020

Contributed by Lukas

Mark Terrell is a performance coach who specialises in identifying and leveraging individual motivation. We explore the different types of motivation,...

Why Measure Your Success By Your Level Of Consciousness?

21 Nov 2020

Contributed by Lukas

Amy Woodall measures her personal, professional and ultimately spiritual success by her level of #Consciousness. Here is what Amy is constantly ask...

Why Sales And Marketing Misalignment Is Fatal

20 Nov 2020

Contributed by Lukas

Andy Culligan is CMO at #leadfeeder. A self-confessed salesperson trapped in a marketers body, Andy explores the importance of alignment and collabora...

Collaborating With Customers, Procurement, Partners & Competitors Is The Future Of Enterprise Selling

17 Nov 2020

Contributed by Lukas

What do you call a roundtable made up of Bob Moesta. Jill Robbins and Tom Williams? Awesome! In this roundtable we discuss customer centred selling, c...

Sales Secrets with Bob Moesta: From Mindless Process to Sophisticated Profession

15 Nov 2020

Contributed by Lukas

Bob Moesta builds products, thousands of successful products. In building products he had to learn to sell them. This is a bring a note pad and pen an...

Are You Attracting Diverse Candidates But Creating The Conditions So They Leave?

12 Nov 2020

Contributed by Lukas

Kura Dione-Warren is Strategic Development Director for #RareRecruitment, a firm dedicated to placing BAME talent in law firms and other high quality ...

Meet The Impossible Enterprise Saleswoman From Splunk

09 Nov 2020

Contributed by Lukas

I LOVE Carolaine Pino. By the time you listen to this, you will too. She is in a league of her own. In January 2020 she started a new job at Splunk an...

You Will Never Listen Your Way Out Of A Sale, But Talk Your Way Out of Plenty

07 Nov 2020

Contributed by Lukas

Listening is the unsung superpower of every great salesperson. Effective listening enables you to feed of your prospect's responses and ask contextual...

What Is The Perfect Close?

05 Nov 2020

Contributed by Lukas

James Muir, author of #ThePerfectClose has been building, managing, developing and leading sales teams for the past 13 years. He has been a student of...

Unlocking Sales Success: Navigating the SDR Battlefield with Justin Michael

03 Nov 2020

Contributed by Lukas

Justin Michael is a legend in the SDR space. He is radical, irreverent and creative, never dull and highly effective. Justin and I explore why so many...

Why And How To Build Your PERSONAL Brand On LinkedIn

31 Oct 2020

Contributed by Lukas

Wendy van Gilst is a personal branding expert who also happens to work at #LinkedIn as a Client Solutions Manager. She shares a plethora of insights o...

Unlocking the Salesperson's Secret Code

29 Oct 2020

Contributed by Lukas

Mark Ridley and his team have researched the qualities and behaviours consistently exhibited by the top 5% of salespeople and sales leaders. We discus...

What Is Positive Psychology?

26 Oct 2020

Contributed by Lukas

"Decid[ing] whether you should run your business to maximise the wellbeing of your people or to maximise the financial interest of the people who own ...

Why The Top Salespeople Are Buyer Centred

23 Oct 2020

Contributed by Lukas

Tom Williams has been a salesman, CEO, and trainer. He is the author of 2 best selling books Buyer Centered Selling and The Sellers' Challenge. We exp...

How To Maximise Your Employee Engagement And Earn Consistent Discretionary Effort

23 Oct 2020

Contributed by Lukas

Erynn Bell of #Degreed and Michael Puck of #UKG #UltimateKronosGroup get stuck into the weeds as to why only 13% of employees are actively engaged. Wh...

What Is Enterprise Influencer Marketing And Why You Should Care?

20 Oct 2020

Contributed by Lukas

Unless you are thinking as the customer, you are probably leaving most of the potential in your markets and your accounts, untapped. Chris Germann is ...

Michael Grinder Explains The Power of the House of Communication

17 Oct 2020

Contributed by Lukas

Michael Grinder is one of the earliest practitioners of NLP. His brother John co-developed NLP with Richard Bandler, and Michael learned at the same t...

Why Are Your Strengths Your Best Development Areas?

15 Oct 2020

Contributed by Lukas

"You could put me in a room and train me on Excel for 2 weeks and at the end of it, I'd still be crap at it", says I, "but put me in a room and teach ...

Why Success In The Future Will Depend On Collaboration

15 Oct 2020

Contributed by Lukas

Ayman Husain shares example after example of how the smartest companies and best sales organisations are taking a #collaborative approach to #selling....

Selling is a Learning Profession

12 Oct 2020

Contributed by Lukas

David Masover has been selling almost a long as I have and we both started out very, very badly. we talked about product and got no where, fast. Early...

Gabrielle Blackwell's Hero's Journey In Technology Sales

10 Oct 2020

Contributed by Lukas

Gabrielle Blackwell is an extraordinary young saleswoman. Over the past 5 years she has already carved out a meteoric sales career. Her story echoes s...

Why Sales Is In Need Of A Good Old Fashioned Bloodbath

09 Oct 2020

Contributed by Lukas

Steve Hall and I are like the ghosts of Statler and Waldorf in this episode, scary and grumpy. Putting the human cost aside of Corona virus, we are bo...

What's Happening In Fintech with Ali Paterson?

07 Oct 2020

Contributed by Lukas

Ali Paterson has become one of the most influential voices in FinTech. An idea that blossomed started over the kitchen table has blossomed into a glob...