TheInquisitor Podcast with Marcus Cauchi
Episodes
It Takes Guts, Resilience & Intentional Practice To Be A Successful SDR
06 Oct 2020
Contributed by Lukas
Many of you will be familiar with Morgan J Ingram. He runs a popular podcast & YouTube channel called #TheSDRChronicles. We explore his own journey ...
Learn Why Alexine Mudawar Is A Sales Superstar
04 Oct 2020
Contributed by Lukas
In my interview with Alexine Mudawar, she charts her journey from green behind the gills rookie to sales superstar. We discuss her pathway, the lesson...
How Do You Recover 50% Of Your Time And Double Performance?
01 Oct 2020
Contributed by Lukas
David Henzel discusses the imperative of coaching to maximise performance and eliminate repeated mistakes. David owns and runs several £multi-million...
Stop Treating Your Channel Like The Bastard Ugly Step Daughter
01 Oct 2020
Contributed by Lukas
Marc Sumner runs one of the UK's most successful channel recruitment agencies, #RobertsonSumner which has been recognised by CRN as the UK's best in 2...
A Young, Successful Salesperson's View Of The Reality Of The Early Years In The Sales Profession
29 Sep 2020
Contributed by Lukas
#EmilyLam is a bright, capable, young sales professional. She shares her experience of the first 5 years in professional selling. It's not a pretty st...
Why Are You So Bloody Stupid?
27 Sep 2020
Contributed by Lukas
Humans don't understand humans. It's a fact. And we don't seem to be getting any better at it despite the advances in technology intended to help us c...
Your Customers Buy For Their Reasons Not Your Reasons
24 Sep 2020
Contributed by Lukas
Anita Nielsen and I discuss why you must customise and personalise your approach to selling. The days when the one size fits all approach to selling a...
How Emotionally Intelligent Are Your Salespeople?
23 Sep 2020
Contributed by Lukas
Jon Treanor explores why #EmotionalIntelligence #EI #EQ is so critical to the success of every salesperson and manager. What is emotional intelligen...
Who Will Help You Sell The Most?
22 Sep 2020
Contributed by Lukas
Who Will Help You Sell The Most? Your customers! If you apply the principles of #CustomerExperience / #UserExperience in your product development, in ...
Is Your Playbook Helping You Play To Win?
21 Sep 2020
Contributed by Lukas
Good sales teams use playbooks to help them stay on course. The best sales teams use playbooks to help them adapt to each customer. I interviewed #Yur...
Systems Set You Free And Constraint Facilitates Creativity
20 Sep 2020
Contributed by Lukas
"Systems set you free" #DavidJenyns is author of SYSTEMology. He's taken what #MichaelGerber started in #TheEMythRevisited and pushed it to its logica...
Patty Hatter: How Pricing Drove 98% Revenue Growth In 90 Days
17 Sep 2020
Contributed by Lukas
#PattyHatter is SVP Global Customer Services at #PaloAltoNetworks. Learn how one simple idea driven by the desire to improve the experience for there ...
Negotiating Is Not An Art, It's A Science
16 Sep 2020
Contributed by Lukas
The Morecombe and Wise of negotiation, Allan Tsang and Dan Oblinger share their thoughts on the science of negotiation. Packed with practical tips and...
Joe Mullings: Why Are You So Crap At Recruitment?
15 Sep 2020
Contributed by Lukas
#JoeMullings recruits for some of the biggest names in lifesciences but what makes him stand apart is his consultants out-bill their rivals by 3 to 5x...
How Will Emotional Intelligence Improve Your Bottom Line?
15 Sep 2020
Contributed by Lukas
"We don't run a holiday camp" is the stupidest and most self-defeating thing investors and business leaders say when confronted with the challenge of ...
How Can You Partner Effectively With Procurement?
14 Sep 2020
Contributed by Lukas
#JillRobbins has spent her career as a professional buyer. She's seen every trick, tactic and act of seller manipulation known to man. She has purchas...
Will You Please Shut Up Long Enough To Hear What Your Customers & Employees Are Telling You?
10 Sep 2020
Contributed by Lukas
"I've never listened my way out of a sale. I've talked my way out of plenty", I explained to #IanMarsh. Ian teaches people how to listen. I mean, real...
Are You Managing The Gap In Your Prospects' Business?
09 Sep 2020
Contributed by Lukas
Keenan, author of #Gapselling and CEO of #ASalesGuy discuss what is Gap Selling, why salespeople fall short and disappoint themselves, their companies...
Are You Earning Your Customers' Permission to Engage?
08 Sep 2020
Contributed by Lukas
A roundtable conversation with Paul Alexandrou, Martin Lucas and Alex Moscow about how you earn the right and win permission to engage with your custo...
Conflict Is A Catalyst
08 Sep 2020
Contributed by Lukas
#JaneGunn is a corporate mediator who has been helping people resolve their differences for the past 37 years. As a lawyer she saw the damage of adopt...
Learn Why Sales Is A Thinking Process
07 Sep 2020
Contributed by Lukas
"Carl von Clauswicz used to hire Prussian officers for intelligence and laziness. You should hire salespeople for the same reasons. Minimum effort and...
Do Your Bloody Research! Be Relevant!
07 Sep 2020
Contributed by Lukas
#SteveHall helps salespeople perform at their peak when selling to the C-suite. We both started selling when Moses was in short trousers and have been...
The Phone Is Dead: Long Live The Phone
06 Sep 2020
Contributed by Lukas
#MartinStevens, founder of the #PipelineDoctors, is a grizzled old veteran salesman with nearly 3 decades of telephone prospecting experience under hi...
How Can YouPredict Which Prospects Will Buy Before You Call Them?
02 Sep 2020
Contributed by Lukas
"Imagine 3 impossible things before breakfast", says #RobTurley, cofounder of #WhiteRabbitIntel. His mission is to democratise Ai and put the technolo...
How Are You Unintentionally Hurting Your Customers?
01 Sep 2020
Contributed by Lukas
#AmyBrown, founder and CEO of #AuthentiCx is a pioneer in the field of bidirectional conversational AI to improve: #CustomerExperience #CX #Sales #Mar...
The Most Important Thing In Life Is Your Territory
31 Aug 2020
Contributed by Lukas
"A map tells you where you’ve been, where you are, and where you’re going — in a sense it’s three tenses in one.” - Peter Greenaway #Anthon...
Why The Increase In Technology Is NOT Helping Increase Win Rates
28 Aug 2020
Contributed by Lukas
"Most salespeople aren't willing to make any changes at all because they are entirely self-serving", says #ChrisOrtolano, and I agree. Service is unde...
How Tough Are The Early Years For Your Young Salespeople?
24 Aug 2020
Contributed by Lukas
#RinkuBanger is a new business founder. We discuss the journey from his early years, how he was forged into a top sales perfomer, the ups and downs, t...
What Are The Secrets To 20 Straight Quarters of Compound Growth
23 Aug 2020
Contributed by Lukas
5 years ago Thycotic was an unknown start up. Today they are on the lips of virtually every Fortune 500 Boardroom conversation. #SilkeAhrens is their ...
Listen To Your Buyers & Let Them Teach You How They Want To Buy
21 Aug 2020
Contributed by Lukas
"To be vulnerable is the be the most courageous", says #VictoriaBoxallHunt, Group Operations Director at the Private Equity group, MARCOL. We discuss...
What Is The Cost of Inaction In Channel Enablement?
20 Aug 2020
Contributed by Lukas
"Direct sales leaders are passing on the same bad genes to the kids. Learn this one thing. The channel can open doors that you don't even have the key...
Are You Playing To Win or Playing Not To Lose?
19 Aug 2020
Contributed by Lukas
#SuhailKhan says that where marketing is asking for budget, they should also agree what they are going to deliver to the functions they support and th...
Why Sales Enablement Is Betraying Its Stakeholders?
18 Aug 2020
Contributed by Lukas
How Do You Earn The Faith of Loyal Customers For Life? "In the absence of value we will discuss price ... discuss the value of the experience of worki...
How Do You Go From Start Up To $1bn Valuation in 5 Years?
16 Aug 2020
Contributed by Lukas
"If you live your life in balance sheet you are back to an account telling an entrepreneur telling them how to run their company". #CallumLaing lifts...
How Can You Increase Your Profits by 430%?
14 Aug 2020
Contributed by Lukas
"Engagement cannot be fixed; engagement is a symptom not a cause" says #MichaelPuck, Senior Partner HCM Advisory Group at #Kronos Companies that deli...
What Happens When You Are Addicted To The Process?
13 Aug 2020
Contributed by Lukas
#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 ...
How To Make Your B2B Marketing Work
12 Aug 2020
Contributed by Lukas
#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 dire...
What Can Help You Better Understand Customer Decisions?
09 Aug 2020
Contributed by Lukas
"Humans are bad at understanding other humans", says #MartinLucas, CEO of #GapInTheMatrix. Together with #PaulAlexandrou and #AlexMoscow, we explore h...
Remember What It's Like Selling At the Sharp End?
06 Aug 2020
Contributed by Lukas
#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 #Reven...
How Do You Argue With An Idiot?
05 Aug 2020
Contributed by Lukas
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? ...
Are You Failing In Private with Paul Mort
02 Aug 2020
Contributed by Lukas
"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...
Are You Applying Neuroscience in These Uncertain Times?
30 Jul 2020
Contributed by Lukas
"The key is curiosity. When we learn we better our thinking" says Dr #LyndaShaw is an applied neuroscientist who has travelled widely, and investigate...
Sales Channels Succeed When You Are A Good Partner First
28 Jul 2020
Contributed by Lukas
#DanielGraffRadford, CEO of #Allbound explains the critical importance of enabling your partners to succeed. We discuss how effective #PRM #PartnerRel...
How Are Getting The Best From Volatility, Uncertainty, Complexity and Doubt?
26 Jul 2020
Contributed by Lukas
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...
Is Your Growth Being Driven By Your Customers?
24 Jul 2020
Contributed by Lukas
If your customers aren't driving your growth, then you are missing a massive trick. You'll pay a heavy price for ignoring Colin's advice in this episo...
Why The Swiss Have The Best Salespeople In The World
21 Jul 2020
Contributed by Lukas
The world's best salespeople come from Switzerland, according to OMG's research (2020). Why is that? #FredKermisch helps salespeople in #privatebanki...
You Can Recruit So Much More Effectively Today
17 Jul 2020
Contributed by Lukas
#OliverParker is an executive recruiter with a difference. He doesn't let his clients make bad hires. He challenges them. He does the ground work by i...
How Can You Increase Your Channel Effectiveness 18x?
15 Jul 2020
Contributed by Lukas
#PaulLloyd discussed how he increased his own effectiveness running his channel by 1800%. His approach is radical, you'll find it scary and you'll que...
Are You Courageous Enough To Join The Sales Rebellion?
12 Jul 2020
Contributed by Lukas
"My best example of service is my father. The man who was the CEO in that office didn't look at himself as a CEO. He looked at himself as an enabler, ...
When The Tide Goes Out You Get To See Who Is Swimming Naked
10 Jul 2020
Contributed by Lukas
How you retain clients as we go into the toughest economic conditions any of us have ever experienced is going to be critical. #VictorAntonio discusse...
Not Sure How To Help Your Kids Handle Lockdown?
08 Jul 2020
Contributed by Lukas
#DrMarkGoulston is the world's leading expert on #EmpathicListening. Author of #JustListen, a highly sought after international speaker and passionate...
Leaders and Managers, Why Are You The Problem?
04 Jul 2020
Contributed by Lukas
"Expose the cracks, don't paper them over", says #TamaraMcMillen. She is a breath of fresh air in sales leadership. Until recently she was the EVP of ...
How Do You 10X Sales From Mainstream Pharma To Medical Marijuana
02 Jul 2020
Contributed by Lukas
"The world doesn't respond to stepwise evolution or innovation any more. The world is moving so fast, they respond to disruption. Don't do little step...
Why The Most Human Company Wins
30 Jun 2020
Contributed by Lukas
"The evidence is there and the results aren't", says Mark Schaefer about the utter waste in global marketing. If you are a business leader, you are in...
How to Boost Your Time To Coach and Maximise Your Talent
28 Jun 2020
Contributed by Lukas
#KateLewis is founder and CEO of #e4enable. She is a passionate advocate of coaching of developing your salespeople and equipping your managers to coa...
Do You Choke On The Stench Of Fresh Paint On Ridealongs?
25 Jun 2020
Contributed by Lukas
The Queen probably thinks the world smells of fresh paint because whenever she shows up, they've spruced the place up for her. When you go out into th...
Juliana Vida: You Sell More When You Think As The Customer
24 Jun 2020
Contributed by Lukas
#JulianaVida is Chief Technical Advisor to #Splunk's #PublicSector sales team. 27 years in the US Navy, combat pilot, deputy CIO to the US Navy, 3 yea...
Alex Moscow’s and Martin Lucas: Your Customers' Context Is At The Heart Of Their Decision To Buy
21 Jun 2020
Contributed by Lukas
Pinpointing why your customer buys is critical to eliminate waste, inefficiency and lost sales. Only by aligning with your customer and the context in...
Imagine Turning The Worst Performing Part of Your Business Into Your Best Performing
18 Jun 2020
Contributed by Lukas
Let's pretend it is possible to implement 100% of your change programmes successfully! #IanDodds has been a champion and practitioner of #inclusivenes...
Why Is Helsingborg A Model For Cities Of the Future?
14 Jun 2020
Contributed by Lukas
Public sector innovation in Sweden is a shining example of what's possible with a small team of committed innovators, a modest budget and a mandate to...
Why Do You Have No Right Not To Sell Now?
09 Jun 2020
Contributed by Lukas
#JodyWilliamson discusses the surprising aspects of #SalesEthics with me. We debate when you have no right not to sell, and it's not in a time of cris...
How To Provoke Growth and Value Through Partnerships
05 Jun 2020
Contributed by Lukas
#DavidDavies, the Cod Father, former #1 frozen fish salesman and international DJ has spent the past 35 years helping small technology businesses. Dav...
When You Realise The World Is Mad, Everything Makes Sense
02 Jun 2020
Contributed by Lukas
#GeoffBurch is back! Geoff's childhood was unorthodox. His parents escaped the Gestapo in Vienna in 1938. They were out with friends at the opera, and...
Jeff Hunter: How To Make Your Marketing Savagely Effective?
31 May 2020
Contributed by Lukas
#JeffJHunter has a background in developing virtual teams, serving founders of tech start ups to develop their personal brand and become known as expe...
David Abbott: How To Price Your Way To A Strong Bank Balance
26 May 2020
Contributed by Lukas
**** This is a MUST LISTEN episode if you are on my sales training programme **** This is a masterclass in pricing genius. #DavidAbbott, author of #Ho...
How To Phone Your Way To A Strong, Full Sales Pipeline: Caryn Kopp
23 May 2020
Contributed by Lukas
#CarynKopp has been opening doors by phone for her business clients for nearly 3 decades. She has built a team of experienced door openers, accumulati...
Are Your Customers Telling Powerful Stories About You?
21 May 2020
Contributed by Lukas
#PaulAlexandrou is a seriously effective storyteller. Founder and CEO of #ModernEquivalent, Paul helps fast growth companies adapt to moments of deep ...
Are You Qualifying Conceptually To Deliver High Performing Relationships With Your Prospects?
19 May 2020
Contributed by Lukas
#JohnRosso inspires me. He's been an inspiration to me for the past 17 years and is someone all Sandler trainers and clients have been influenced by. ...
How To Engage Your Customer With Emotion and Powerful Stories
12 May 2020
Contributed by Lukas
At least 19 / 20 marketing attempts completely miss their mark if you lead with features and benefits or talk about the logical reasons why custome...
Is Your Need For Control Killing Your Salespeople's Motivation?
09 May 2020
Contributed by Lukas
Did you know it takes 38 months to recover the sales you lose after you lose a salesperson? #Phill McGowan is a serial entrepreneur who has built 8 bu...
Games Your People Need to Play
07 May 2020
Contributed by Lukas
Tore Byström, Sales Director of #Celemi. He plays games for a living. Celemi is the world's leading experiential learning company and for the past 16...
Lisa Magnuson: How Can You Win Deals That Are 5X Your Average Deal Size?
05 May 2020
Contributed by Lukas
#LisaMagnuson is author of #TheTopSalesLeaderPlaybook and #TheTopSellerAdvantage. Her expertise is helping tech companies chasing large, #complexenter...
Never Waste A Good Crisis
28 Apr 2020
Contributed by Lukas
Crises don't create weaknesses, they expose them. The Covid-19 crisis exposed massive deficiencies in many businesses: in their sales approach, their ...
If You Want To Make Enemies, Recommend Change!
26 Apr 2020
Contributed by Lukas
Prof #EddieObeng is CEO of #PentacleVirtualBusinessSchool and founder of #Qube. Eddie is the most famous business guru you've never heard of. An exper...
Who Is The 1 Constant In All Your Dissatisfying Relationships?
23 Apr 2020
Contributed by Lukas
#AmyWoodall is back for the 3rd time discussing why you must own your 50% of every interaction. We explore how to stay out of psychological games is p...
Why Your Attachment Is Hurting Your Sales Results?
21 Apr 2020
Contributed by Lukas
If you don't understand the principles and underlying psychology of human interactions, people appear unpredictable, sales will be misunderstood as an...
Understanding Your Prospects, Your People & New Hires To Scale Up
20 Apr 2020
Contributed by Lukas
#DrewDAgostino is CEO and founder of #Crystal. Crystal uses AI to give you insights into the preferred communication and behavioural style through the...
Why You Need To Coach Your Salespeople Properly With Genuine Data
18 Apr 2020
Contributed by Lukas
I hope this interview upsets a lot of you. You need a kick up the arse if you are not coaching effectively. Telling is NOT coaching. Coaching is NOT O...
Can You Really Predict Who, What, When And Why People Will Buy?
14 Apr 2020
Contributed by Lukas
#MartinLucas, tells the brutal truth about human behaviour. Irrational is normal. Emotional is normal. We buy emotionally and we justify using reason ...
Why Is Compromise Harmful To You in Negotiations?
11 Apr 2020
Contributed by Lukas
#ToddLCamp is Founder of the Pareto Group and Co-Owner of Camp Negotiation Systems. His father, Jim Camp, wrote the BEST book about negotiation you wi...
Channel Sales & Covid-19 With JayMcBain from Forrester
08 Apr 2020
Contributed by Lukas
#JayMcBain is Lead Analyst with #Forrester for #Channel, #Alliances, #Partnerships. He shares his research on how he sees 2020 panning out and the fut...
This Is The Time You Need To Lead With Strength, Bravery And Courage
04 Apr 2020
Contributed by Lukas
Covid-19 has thrown us all into a state of unwelcome change. The economy has been kicked in the crotch but it's not dead. Now is NOT the time for you ...
How Can Digital Help You Win Clients and Attract Talent?
27 Mar 2020
Contributed by Lukas
My guest is #KurtShaver, Chief Sales Officer at #Vengresso. He is a tech sales veteran of 36 years who moved into digital B2B social selling. Kurt e...
Why Telling Your Customers' Story Is The Key To Success
20 Mar 2020
Contributed by Lukas
#AlexMoscow, CEO of 9mmPR has been working with CEOs for the past 20 years helping them to tell their story through the voice of their customers. Alex...
Wouldn't You Prefer Your Salespeople To Be Closing More Opportunities?
16 Mar 2020
Contributed by Lukas
#JohnBedwany is a seasoned sales veteran who is the the world's leading expert in #AuthenticRelationshipManagement. What is #ARM? The best salespeople...
Why You Need To Understand The Truth About Your Salespeople's Behaviour?
13 Mar 2020
Contributed by Lukas
#KevinBeales is CEO of #Refract.ai. Refract is a canny technology that uses #AI to help managers and salespeople slice and dice sales conversations wi...
Why Top Sales Managers Are Always Learning
09 Mar 2020
Contributed by Lukas
#IanMoyse is a veteran sales director of 25+ years experience with 13 years in #cloud #technologysales. What's impeding your sales team from achieving...
How Can 2 Old Farts Fix The World of Selling?
28 Feb 2020
Contributed by Lukas
#GeoffBurch is like Marmite. He's wasp honey! We explore example after example of shit selling, fuelled by awful management and non-existent leadershi...
Secrets of The World's Best Business Leaders
21 Feb 2020
Contributed by Lukas
The plan never survives contact with the enemy. #DrJeffreyMagee explains why most of us only hit our peak revenue building years in our 50s, unless yo...
How to Build A Profitable International Sales Channel
18 Feb 2020
Contributed by Lukas
#ZachSelch has helped build sales channels across 130+ countries. As a good Jewish boy he's built successful and sustained channels in Saudi Arabia, t...
Mike Weinberg: Why Are Managers Failing Their Salespeople?
10 Feb 2020
Contributed by Lukas
#MikeWeinberg is one of the most authentic, sincere and dedicated sales thought leaders on the planet today. He gloriously pulls no punches. His brill...
Allan Tsang: Negotiation - Why You Never Meet On The Halfway Line
07 Feb 2020
Contributed by Lukas
"When a man asks to meet you halfway, he probably thinks he's already standing on the halfway line" - JD Rockerfeller #AllanTsang is a globally recogn...
Jeff Bajorek: The Mystery of Lies, Heresies and Excuses in Sales
05 Feb 2020
Contributed by Lukas
#JeffBajorek believes #salesmanagers need to treat their salespeople as customers. They have to ask their people to do things they might not ordinaril...
Secrets of High-Stakes Negotiation with FBI’s Gary Noesner
28 Jan 2020
Contributed by Lukas
#GaryNoesner is the former head of the FBI's National Crisis Unit. He was responsible for 350 FBI negotiators worldwide resolving kidnappings, robberi...
Amy Frank’s: Do You Make The Cut As A Modern Seller?
14 Jan 2020
Contributed by Lukas
#AmyFranko, LinkedIn 2019 Top Sales Voice, Author of #TheModernSeller and Board Chair for the Girl Scouts casts the spotlight on what makes the differ...
Glenn Robertson: Why Your Channel Marketing Is Crazy Stupid
11 Jan 2020
Contributed by Lukas
#GlennRobertson is MD of #PureChannels, the #ChannelMarketingAgency. We discuss why most #MDF (#MarketingDevelopmentFunds) is better spent on buying l...
Irish Dhanam: Why Is Sales A Force For Good?
08 Jan 2020
Contributed by Lukas
"With integrity you have nothing to fear because you have nothing to hide" - Krish Dhanam #KrishDhanam worked with the legendary #ZigZiglar for 25 yea...
What You Need To Know About Building Killer Sales T.E.A.M.s
17 Dec 2019
Contributed by Lukas
5 times #bestsellingauthor #HilmonSorey and co-founder of #ClozeLoop is back on #TheInquisitorPodcast. Hilmon spends his life helping tech scale ups ...
What You Need To Know To Make Your Value Based Marketing Win & Keep Premium Clients
12 Dec 2019
Contributed by Lukas
#IanBrodie chats to me about #ValueBasedMarketing. We discuss why so much marketing misses the mark, why #LinkedIn is drowning in spam (when will Link...
Saudade is the Missing Element in Sales
09 Dec 2019
Contributed by Lukas
#ChrisMurray of @vardakreuz, author of #SellingWithEase and #TheExtremelySuccessfulSalesmansClub discuss what's broken in #sales and #salestraining. C...