TheInquisitor Podcast with Marcus Cauchi
Episodes
What You Need to Know About Exceptional Sales Managers
05 Dec 2019
Contributed by Lukas
#MattMcDarby, author of #TheCadenceOfExcellence and I explore the key habits, beliefs and values of excellent sales managers. Matt's distinguished car...
Why MoFu Matters: Can It Make or Break Your Sales or Management Career?
01 Dec 2019
Contributed by Lukas
#SteveNorman had a long and eventually successful career in sales and sales management for the like of Dell and Targus in APAC. He opens up about the ...
What Do You Need To Earn The Trust And Partnership of CXOs with Jaques Sciammas
24 Nov 2019
Contributed by Lukas
Jaques Sciammas Demonstrate value in the first 2 minutes or the #CXO will be needed elsewhere, urgently. #CSuite executives welcome great salespeople ...
What You Need To Know To Break Through Your Head Trash?
24 Nov 2019
Contributed by Lukas
This is THE #HeadTrash episode #PaulLanigan is a failed software engineer, failed salesman, raconteur, photographer, film maker, confused father, midd...
What You Need to Know About Digital Selling
18 Nov 2019
Contributed by Lukas
#MarioMartinezJr has been selling B2B for the past 22 years. He has recently merged 5 companies to form #Vengreso which is quite a feat. This intervie...
What You Need To Know About Making Your Training Excellent
13 Nov 2019
Contributed by Lukas
#DaveMattson, CEO of #SandlerTraining, multiple best selling author and 30+year veteran (I know he doesn't look it!!) of the #SandlerSellingSystem cha...
What You Need To Know About #DisruptiveMarketing
04 Nov 2019
Contributed by Lukas
#AlTepper founder of #TepFu is a master of #lazymarketing. Self-styled as the Barry White of marketing, 2 portly old geezers discuss the difference be...
Anthony Iannarino: Displacing Your Incumbent Competition
24 Oct 2019
Contributed by Lukas
"If you don't like change you are going like irrelevance even less" - Eric Shinsake #AnthonyIannarino is the author of 3 best selling books #TheOnl...
What you Need To Know About Selling to the C-Suite
22 Oct 2019
Contributed by Lukas
#SteveHall has carved a place for himself by helping others sell to the C-suite. He helps CEOs unblock the bottleneck to growth when sales have stalle...
What you need to know to build an international sales channel
17 Oct 2019
Contributed by Lukas
#NickJones has gone from start up to exit in the past 15 years. He built his business entirely through #internationalsaleschannels. The #alliances and...
What You Need to Know About Disciplined Execution
08 Oct 2019
Contributed by Lukas
#DaveBrock, former theoretical physicist, author of best selling #TheSalesManagerSurvivalGuide and globally renowned sales and growth expert discusses...
Selling From The Heart With Larry Levine
02 Oct 2019
Contributed by Lukas
Warning: Some salty, impassioned language, fuelled by fury and rage! What's wrong with sales? What's wrong with sales management? What's wrong with th...
Tony Hughes: What You Need to Know About Leading Salespeople
29 Sep 2019
Contributed by Lukas
#TonyJHughes is the most widely read sales expert on LinkedIn with over 100,000 followers, author of 2 bestselling books, #TheJoshuaPrinciple and #Com...
What Happens When You Stop Selling And Start Leading?
27 Sep 2019
Contributed by Lukas
#DebCalvert @PeopleFirstPS is best selling author of " #StopSelling#StartLeading " and " #DISCOVERQuestions ", founder and President of People First ...
Why You Need To Know What It's Really Like Being Your Customer
25 Sep 2019
Contributed by Lukas
Have you ever wondered what it's really like to be one of your customers? In the cutthroat world of technology, your customers' experience can mean th...
What You Need to Know About The Rise of the Shadow Channel
09 Sep 2019
Contributed by Lukas
#JayMcBain, lead analyst at Forrester coined the term #ShadowChannel in homage to a trend last decade called shadow IT or rogue IT. You brought your o...
Learning From Scar Tissue: Confessions of a Channel Sales Street Fighter
28 Aug 2019
Contributed by Lukas
#PaulLloyd has been involved in #channelsales for the past 35 years. He's made a lot of mistakes along the way. Failure is your best teacher - your ow...
Don't Try To Get Your Emotional Needs Met On A Sales Call
23 Aug 2019
Contributed by Lukas
#BradMcDonald was the captain of a nuclear submarine before he retired from the navy and became a salesman. Going from being the master of his own des...
7 Ways to Grow Your YouTube Sales Pipeline
21 Aug 2019
Contributed by Lukas
#DavidWalsh has a #YouTube subscriber base of over 150,000 people built by using the tactics he explains in this interview. He's taken his clients fro...
You Listen Your Way To A Sale; You Talk Your Way Out Of It
18 Jul 2019
Contributed by Lukas
#BarbGiamanco is VP Sales #ECHOListeningIntelligence, author of #TSW #TopSalesWorld #Top50SalesBook2019 #TheNewHandshakeSalesMeetsSocialMedia chats to...
F**k Money Not People!
12 Jul 2019
Contributed by Lukas
"Is curing people a viable business model?" - does this question asked by Goldman Sachs raise the hackles on your neck or make you think, "that sounds...
What Are Martech, Unified Business And 2-Tier Distribution?
11 Jul 2019
Contributed by Lukas
#PeteNicholls, CEO of #HubDo, is a pioneer. A pioneer is man with arrows in his back. Veteran of the channel, Pete has pioneered ideas that are now ...
"Spartans! Ready your breakfast and eat hearty… For tonight, we dine in hell!"
04 Jul 2019
Contributed by Lukas
#JayAllen is a friend and a client of mine. Founder of MyTrueNorth and the SCALE growth blueprint, Jay has studied the reasons behind 153 successful b...
How Come Sales Is The Best and Worst Paid Profession In The World?
03 Jul 2019
Contributed by Lukas
#DylisGuyan is a rabidly passionate about #sales and selling as I am. This is a firecracker of an interview. Dylis specialises today in helping SMEs s...
The Life & Loves of a Technology Visionary
01 Jul 2019
Contributed by Lukas
#SamSethi is a technologist with a powerful commercial vision. He was employee number 20 in #Microsoft in the UK, he worked at Netscape when you had t...
How To Scale By Upsetting the Status Quo
26 Jun 2019
Contributed by Lukas
#DavidSloly is an award winning marketer who has helped build some of the world's largest and most successful channels. Story teller, best selling aut...
How To Brand or Not To Brand, That Is The Question?
19 Jun 2019
Contributed by Lukas
I interviewed #GerardTannam, MD of Island Bridge, a branding agency with a difference. Gerard explains what branding is and isn't, how it affects your...
How to Get Better Answers: Ask Better Questions
04 Jun 2019
Contributed by Lukas
#RichardFosterFletcher discusses #CustomerExperience and #PartnerExperience with me. We explore culture, recruitment, training, leadership and technol...
How to Join Up Your Channel For Control & Profit
29 May 2019
Contributed by Lukas
An oft overlooked truth of partner/channel management is that you are dealing with people. People do things for their reasons, not your reasons. Chann...
How To Unlock Channel & Sales Success With 7 Stories
22 May 2019
Contributed by Lukas
#MikeAdams is best-selling author of "7 Stories Every Salesperson Must Tell". Mike has gone from zero to hero in 4 completely new vertical markets sel...
Kieran Krohn: How Do You Become the Best Channel Manager in The World?
21 May 2019
Contributed by Lukas
#KieranKrohn was named the world's best #channelmanager at #Hubspot. Now to do that in Hubspot means you have to be very special because they have a v...
How Are You Wasting Growth Opportunities?
16 May 2019
Contributed by Lukas
#HilmonSorey, co-Founder of #ClozeLoop, co-developer of #TriangleSelling and co-author of #TheSalesEnablementPlayBook,#SalesPlaybooks: The Builder's T...
Video Can Make Or Destroy Your Personal Brand
15 May 2019
Contributed by Lukas
The tastiest plate of food, that looks like dog food isn't nearly as appealing as one that is presented well. The same applies to video for business.G...
How To Secure & Explode Your Profits
11 May 2019
Contributed by Lukas
"The customer is not always right but when they wrong, it's often our fault" - Amy Woodall In this interview Amy shines a glaring light on the idiocy ...
How Values, Integrity & Honour Help You Win Big
01 May 2019
Contributed by Lukas
#TimRoberts is one of my role models. He is a deeply valued friend and an inspiration to me and many in our network. He was recognised in March 2019 b...
How The Right Marketing Will Make You Money
30 Apr 2019
Contributed by Lukas
#FraserHay is the most accomplished marketer I have ever met. He approaches marketing as a science, he is utterly obsessed with testing and measuring ...
Why Are You Hurting the Growth of Your Business?
29 Apr 2019
Contributed by Lukas
YAWN! Who the hell wants to listen to an hour of some Canadian trainer going on about planning and systems? If you're wise, you will. #AndrewWall rout...
How to find, engage & motivate the right channel partners
26 Apr 2019
Contributed by Lukas
#GeorgeDziedzic spent his career in the channel, building Intergraph into a channel powerhouse. He founded and ran #FosterMcCallum helping start ups t...
Dealing With Difficult People
24 Apr 2019
Contributed by Lukas
You can tell people to go to Hell and if you tell them in the right way they'll say "That sounds like a nice place at this time of year" How do you d...
What Is The #1 Mistake Every Bad Sales Manager Makes?
19 Apr 2019
Contributed by Lukas
#BillBartlett is #bestsellingauthor of #TheSalesCoachsPlaybook - unleashing the performance code and #DavidHSandler #AwardWinner I had the privilege o...
9 Things You Misunderstand About Motivation, Mindset & Mindfulness
18 Apr 2019
Contributed by Lukas
#Firewalker, #glasswalker, #influencer and #coach, @LottieMooreHere chats to me about the myths and facts around motivation and mindset A lot of cra...
10 Tips To Go Nuclear With Your Marketing At No Cost with #RianLanigan
15 Apr 2019
Contributed by Lukas
#RianLanigan is a feckless Millennial from #Ratoath in #Ireland who doesn't understand that the path to success is paved with years of hard work. Nor ...
Nuclear Marketing: Skinning the Cat
12 Apr 2019
Contributed by Lukas
How skinning the cat can 6x your revenues! This is 1 of 10 tips #RianLanigan gives on my next podcast to help you increase your revenues by 600% or mo...
Listen No Further If You Are Easily Offended
20 Mar 2019
Contributed by Lukas
The Evil Bald Genius, #JonMcCulloch, is a brick and mortar marketer whose opinions are frank, forthright and pointed. Don't listen if you are easily o...
Why Are You Making 9 Stupid Mistakes With Your Marketing?
18 Mar 2019
Contributed by Lukas
Louis Gudema, author of the excellent Bullseye Marketing, has developed a 9 point checklist to analyse whether your marketing is effective or not. L...
13 Remarkable Ways To Get Lucky With Your Content
15 Mar 2019
Contributed by Lukas
"Your Press Release is Breaking My Heart" is Janet Murray's warning shot across your bows about the dangers of producing bad, unremarkable, selfish c...
How To Prevent Your Corporate Sales Training From Failing?
13 Mar 2019
Contributed by Lukas
#BillMorrison, Managing Director of #SandlerCorporateAccounts EMEA explains why #CorporateSalesTraining fails and what to do to ensure you get buy-in ...
Mental Toughness With #GavinIngham: What Separates Winners From Wimps?
05 Mar 2019
Contributed by Lukas
#GavinIngham is a sales veteran, a #TEDxSpeaker and #founder of #IAm10. He specialises in helping companies build powerful sales teams on a foundation...
Are You Herding Cats? The Truth About Enterprise Selling
27 Feb 2019
Contributed by Lukas
Best selling author of one of the Top 50 Selling Books of ALL Time (according to Top Sales World Magazine), #SandlerEnterpriseSelling (published by #M...
#ScalingUp Your Business Without Losing Control
22 Feb 2019
Contributed by Lukas
Businesses stay small because the owner keeps them that way! #DaveHiatt is a 25 year #Sandler veteran who has run his own #SandlerFranchise and for th...
Your Credibility Comes From The Questions You Ask
21 Feb 2019
Contributed by Lukas
#AntonioGarrido, author of #AskingQuestionsTheSandlerWay discusses the power of questions in this lighthearted but not lightweight interview. Plenty o...
The Unapologetic Saleswoman: Why Women Make Great Salespeople
20 Feb 2019
Contributed by Lukas
Fewer than 12% of sales leadership positions are held by women. I interview #LorraineFerguson author of #TheUnapologeticSaleswoman where she explores ...
Why Are Your People Your Greatest Liability?
15 Feb 2019
Contributed by Lukas
Would it surprise you that the average length of time a company has been breached before a cyber-attack or physical theft happens is 242 days. #Jenny...
Motivational Management: Coaxing The Best Out of Yourself & Your People
01 Feb 2019
Contributed by Lukas
Mike Crandall and I discuss true Motivational Management (Audiobook). None of the ra-ra crap you read about or have to suffer at sales kick-offs when ...
Why More Has Changed in the Channel Over the Last 18 months Than the Past 36 Years
20 Jan 2019
Contributed by Lukas
The devil is in the detail. #JayMcBain, #Forrester's lead analyst on all things #Channel says that "More has changed in the last 18 months than in the...
#ProfitFirst - Why Profit is Sanity and Revenue is Vanity, Obligation and Stress with #MikeMichalowicz
09 Jan 2019
Contributed by Lukas
Entrepreneurs! Listen to to my interview with Mike Michalowicz and learn how to liberate yourself from entrepreneurial poverty! Are you sick of being ...
Win or Learn - Why Accountability Matters with Hamish Knox
20 Dec 2018
Contributed by Lukas
Accountability is freedom. It should never be used as a stick. Instead it should be used to ensure you and your people win or learn. Certainly, there ...
Partner Centric Channel Enablement for Scale Ups
13 Dec 2018
Contributed by Lukas
I interviewed Cees Quirijns, co-Founder of #Portland Europe (www.portland.eu) about the channel blindspots, traps, pitfalls and mistakes vendors commo...
MakingChannelSalesWork: A Future With A Smile In It
23 Nov 2018
Contributed by Lukas
I interviewed #DarraghPower who is a global corporate trainer for a major software vendor. We discussed how the changing channel environment is presen...
Selling Financial Services
11 Nov 2018
Contributed by Lukas
Veteran of the UK financial services industry, Nick Chisnall, discusses the challenges and future of selling financial services. We pinpoint several c...
David Sandler Was My Dad: Here's What I Learned
11 Nov 2018
Contributed by Lukas
This has to be one of my favourite interviews ever. Doug Sandler tells Marcus what he learned from his father, David H Sandler! If your life has been ...
Maximise The Effectiveness of Your LinkedIn Profile
19 Oct 2018
Contributed by Lukas
According to CSO Insights 2018, 64% of salespeople worldwide hit their quota in 2013. In 2018, it looks like that has fallen to BELOW 50%. The blind r...
What Does Your Social Selling Score Mean?
18 Oct 2018
Contributed by Lukas
Did you know you have a social selling score? Linkedin provides all users with a Social Selling Index (SSI). Does it have any value? How can you use i...
Why Do Media Agencies Get Easily Manipulated?
15 Oct 2018
Contributed by Lukas
Do you run a media agency? Or do you want to start your own agency and break away from a media group so you have more control over your own destiny a...
Rob Goddard: How Can You Double The Value of Your Business At Exit?
12 Oct 2018
Contributed by Lukas
Rob Goddard, founder of EvolutionCBS, has sold 353 companies for his clients. He really knows a thing or two about maximising the value for owners at ...
Jay McBain: The Future of Channel Sales and How It Will Affect You
01 Oct 2018
Contributed by Lukas
Over the next 6 years 3/4 of all people working in the channel will be Millennials. 2/3 of all purchases sold via the channel are made within the line...
Marcus Cauchi: How To Make A Fantastic Channel Sales Manager
18 Sep 2018
Contributed by Lukas
Channel sales management is the elite parallel career path to become Direct Sales Director. Why elite? It's much tougher and requires a broader and...
Stuart Pyle: Love Me Tender - The Awful Truth About Bids and Tenders
02 Sep 2018
Contributed by Lukas
Bids & Tenders are among the highest hidden costs in any selling organisation Pursuing a bid can cost £tens or even £hundreds of thousands. Do ...
Make Money Using LinkedIn with Christine Hueber
24 Jul 2018
Contributed by Lukas
Christine Hueber has one of the most visited profiles on LinkedIn. She is an internationally recognised LinkedIn coach and trainer. Christine discusse...
Dr Mark Goulston: Sell More With Empathic Listening
03 Apr 2018
Contributed by Lukas
Dr Mark Goulston wrote the book I wish I'd written, "Just Listen". He also wrote the other book I wish I'd written, "Talking to Crazy". His work has ...
Benjamin Dennehy: How to Fail BIG at Prospecting - 47+ Ways You Are Probably Preventing Yourself From Succeeding
26 Jan 2018
Contributed by Lukas
Welcome to The Inquisitor Podcast - Episode 1: How To Fail BIG at Prospecting In our first episode, I interview the UK's most hated sales trainer...