TheInquisitor Podcast with Marcus Cauchi

Episode Overview: In this episode, Marcus Cauchi hosts Mike Lander, a seasoned procurement director turned sales trainer, who shares insights from both sides of the procurement and sales processes. The conversation centers around improving sales strategies by understanding buyer psychology and removing uncertainties that often hinder successful sales. Key Highlights: Background and Experience: Mike Lander has extensive experience in procurement, having managed substantial budgets and vendor relationships. He now focuses on educating salespeople about what not to do when dealing with buyers. Buyer and Seller Dynamics: The discussion explores the common mistakes salespeople make, such as using manipulative tactics, which often backfire. Lander emphasizes the importance of building trust and credibility with buyers rather than using transactional sales techniques. Risk and Decision Making: A critical theme is understanding how buyers assess risk. Lander explains that buyers prioritize minimizing risk, which includes concerns about reputational, operational, and financial risks. Effective sellers help buyers mitigate these risks by providing clear, value-driven solutions. Building Relationships: The conversation highlights the significance of deepening relationships with clients, exemplified by Lander’s experience with a trusted vendor named Malcolm. Malcolm’s approach was relationship-first, offering timely and valuable insights that helped navigate complex decisions and risks. Negotiation and Value Perception: Lander discusses negotiation strategies, stressing that sellers should focus on adding real value rather than being seen as commodities. He advises that sales professionals should aim to understand the buyer's needs and co-develop solutions, thereby differentiating themselves in the market. Final Thoughts: The episode wraps up with Lander reiterating the importance of sincerity in sales. Tune in to hear more about navigating the intricacies of sales and procurement from a dual perspective!

In this episode, Jeff Standridge and Marcus Cauchi discuss the importance of a client-centred approach in business relationships. They emphasise prioritising relationship-building over immediate sales, focusing on finding lifetime customers, and avoiding high-pressure tactics that can lead to buyer's remorse.   The conversation highlights the value of delivering consistent, ethical practices and maintaining integrity, even in changing circumstances. They also touch on the importance of mentorship, continuous learning, and clear communication in leadership.   Standridge advises that leaders should be cautious with their words, as even casual comments can influence team actions. The episode concludes with a discussion on the significance of creating a culture of excellence and the role of continuous improvement in achieving long-term success.   Contact  Jeff D. Standridge, Ed.D. | LinkedIn Contact Marcus (Principled Selling®) Cauchi | LinkedIn   Test your sales strategy    https://mailchi.mp/laughs-last.com/satp.   Grab 30 minutes with me for free and get honest feedback on your results.  You'll learn one thing you don't know about yourself, 2 ways to start building pipeline certainty immediately and what you can start doing in 90 days without my help to get yourself started on the right track.

Roee Hartuv, a former combat helicopter pilot and current expert at Winning by Design, shares insights from his unique journey from the military to revenue architect. His profound understanding of the importance of process design helps identify what works, what doesn't, and what needs to happen to meet business goals. This episode delves into the nuances of sales processes, customer acquisition, and the hidden costs that can drain a company’s resources. Roee discusses how his interest in process design began during his time as a pilot, emphasizing the critical importance of understanding effective and ineffective processes in high-stakes environments. He provides an in-depth analysis of customer churn and its financial implications, revealing why reaching a Proof of Concept (POC) can cost $43,000 even if the customer does not convert. Salespeople are encouraged to rethink their training, recognizing that the buyer's journey is not linear and requires strategic adjustments. Roee critiques vendor-biased sales methodologies like MEDIC and BANT, highlighting the need to focus on desired customer impacts rather than just product features and pain points. Mapping the sales process to a non-linear buyer journey, understanding the Ideal Customer Profile (ICP), and their decision-making process are key topics. The episode also examines the conflicting goals of stakeholders, from VCs to profit-driven businesses, and how growth rate-driven valuations can harm long-term profitability. A deeper understanding of customer acquisition costs beyond surface-level metrics is necessary, along with evaluating data to genuinely understand company performance. Roee explains why some companies will never recover from an unprofitable foundation, even if they pivot to customer-focused strategies. He emphasizes that poor processes lead to amplified negative outcomes with AI implementation. To avoid over-investment, developing a solid growth plan and resisting investor pressure is crucial. Roee offers strategic advice for business success, stressing the difficulty of abandoning ineffective practices and the necessity of operational support for enterprise sales. The dangers of a poorly managed pipeline and the resulting increase in churn are examined, along with strategies to enhance customer success activities to improve reputation and reduce churn. Roee shares the benefits of customer advisory boards and the extended role of marketing teams beyond top-of-funnel activities. Addressing the skills gap among middle managers who thrived during the growth-at-all-costs phase is essential, preparing them for a changed business landscape. Finally, the importance of testing processes before scaling and having a measurable process to identify problems and opportunities for improvement is highlighted. Tune in to gain valuable insights from Roee Hartuv and discover how to perfect your sales processes and strategies to drive sustainable growth. Don't miss this engaging and informative conversation! Contact Information: Roee Hartuv: LinkedIn Marcus Cauchi: LinkedIn Winning by Design Read Jacco van der Kooij‘s book ‘Revenue Architecture” https://amzn.to/3xJ4k0G Subscribe, rate, and review our podcast to stay updated with the latest in sales strategies and business optimization.

Key Takeaways: Ditch Cold Outreach: Creates distrust; focus on building relationships early. Value First: Understand buyers deeply and empower their vision. Measure Right: Prioritize value per hour, not dials or meetings. Cultural Fit: Hire right, create great work environments, avoid micromanaging.   Rethinking Sales: Buyers engage salespeople to make confident purchase decisions. Instead of prospecting to active buyers, focus on companies that will be in the market 6-36 months out. Build relationships and understand their context before they start evaluating. When they do evaluate, you can guide them based on their specific needs rather than pitching features. Flaws in Sales Practices: Cold outreach has abysmal conversion rates (0.3% success), yet companies still invest heavily in it. Discounting and fake urgency often push buyers away instead of accelerating deals. Conventional discovery methods trigger buyers' fight-or-flight response by focusing on past pain. Metrics like dials, activities, and short-term pipeline drive self-oriented behaviors that are misaligned with helping buyers. Ethical Sales Approach: To be timely, relevant, and valuable, understand the buyer's context well in advance. Build trust by aligning with the buyer's intended outcomes, not your own sales agenda. Create "binary effects" that avoid triggering adrenaline or cortisol, and instead promote serotonin and dopamine. Operate with integrity to become the most trusted business advisor buyers know. Improving Enablement: Most sales managers are over-promoted individual contributors lacking real leadership skills. Recruitment and creating an environment for people to thrive should be top management priorities. Focus on coaching reps on value contribution per hour rather than micromanaging activity metrics. Consider a subscription-based coaching model to truly enable reps beyond one-time placement fees.   Contact Leah Borges 📕 | LinkedIn   If anything in this episode resonates, test your sales strategy and book a free  30 minute strategy session https://bit.ly/NewSellingAptitudeTest

Mary Gentile discusses her book "Giving Voice to Values" and insights on navigating ethical dilemmas in business. Key Takeaways Mary's approach focuses on rehearsing and pre-scripting effective ways to voice one's values when facing ethical conflicts, rather than just philosophical debates. Anticipating objections and finding ways to address concerns while upholding values is key, without requiring the other party to feel shamed. Self-knowledge, understanding motivations/fears of others, and normalizing ethical conflicts as part of doing business enables more constructive conversations. Practicing scenarios and developing scripts allows building "muscle memory" for voicing values effectively in real situations. Voicing Values Effectively Understand your most effective style (questioning, analysis, storytelling etc.) Anticipate objections and reasons/rationalizations for unethical behaviour Frame responses addressing the other party's fears and motivations Position yourself as solving a problem for them, not opposing Build trust by demonstrating understanding of pressures they face Practicing v Role Play Scenarios Unlike role-plays, GVV scenarios have all parties working towards voicing the ethical stance Avoids defaulting to embedded unethical arguments and rationalizations Focuses on developing new, constructive ways to reframe and address the situation Builds "muscle memory" for having these conversations effectively Managing Pressures and Ethical Conflicts Understand your strengths for persuasion that align with your values Explore the other party's fears, risks and what's at stake for them Provide substantive suggestions showing you understand their situation Position yourself as being on their side, not simply opposing them Normalize that ethical conflicts are a normal part of business life Contact Mary via her website: Giving Voice to Values – How to Speak Your Mind When You Know What's Right (givingvoicetovaluesthebook.com)   Contact marcus@laughs-last.com   #givingvoicetovalues #ethicalselling #innovation

The 1st of 3 Webinars in our hot revenue series.

This is the 2nd Webinar in our Hot! Revenue Series   Book  30 minutes with Marcus:  https://calendly.com/marcuscauchi/revenue-audit-debrief   Take the selling aptitude test https://bit.ly/NewSellingAptitudeTest

The smarter and more experienced you get, the more important it is for you to hear this.  You're facing dangerous pitfalls.  Listen and discover how to avoid them. Make sure you have a pen and paper ready.  Kyle Gray uses the life changing impact of the work he does to reinforce the power of story telling.  He explains how we can create credibility faster and change the direction of our client's lives through strategic communication.   One of the problems we face when we're teaching or selling is that we don't understand what our audience needs to hear.  We don't appreciate the limiting beliefs that keep them from working with us.  And when we present from the stage we can get so lost in our teaching that we don't have time to make our offer. Kyle suggests that if we can articulate our story better we start to understand our 'Why' better and our 'Purpose' better.  If you've been using the same old stories you crafted years ago and you've been winging it ever since, it's time to stop, listen and learn how to get the brilliance in your head to land in the minds of your prospects. If you're ready to learn how to let the world know that you're out there. Contact Kyle LinkedIn  https://www.linkedin.com/in/kylethegray Website  Homepage - The Story Engine   Contact Marcus LinkedIn https://www.linkedin.com/in/marcuscauchi Test Your Sales Strategy and 30 minute debrief https://bit.ly/NewSellingAptitudeTest Or https://bit.ly/TalkWithUsNow

Get ready for a mind-bending episode that will challenge your definition of success! Jamie Reeves and Marcus Cauchi team up to tackle the illusion of achievement and the quest for true fulfilment. Jamie, the mastermind behind a seven-figure business, shares his personal journey from near failure to finding balance and prioritizing what truly matters. Marcus, notorious for his no-nonsense approach, will poke and prod your beliefs about success, leaving you questioning the allure of material wealth and status. This episode is not for the faint of heart, as it delves into the ripple effects of missed moments and the power of discerning what truly brings happiness. Brace yourself for real-life stories, practical advice, and a wake-up call that will make you reassess your pursuit of success. Don't miss this thought-provoking conversation that will challenge your perspective and inspire you to redefine success on your own terms. Tune in now and prepare to have your mind blown! linkedin.com/in/jamie-reeves-3b902532 Websites thebestsingingwaiters.com (Other) thejamiereeves.com (Other) Phone: 0161 452 0014 (Work) Address: Wigan! Email: info@thebestsingingwaiters.com ** Pipeline Certainty = Revenue Certainty If you want to learn how you can achieve both take my pipeline certainty test. It'll take about 8 minutes, we'll send you a short report. Then visit thesellercode.org. Does it resonate with you? If it does, grab 30-minutes for free in my calendar. The link is offered to you when you complete the test. I look forward to giving you feedback. You are being compared to the top 4% producers who perform at the top of their game whatever the market conditions without excuses or blame. you aren't going to come out smelling of roses in every area, and by definition you will probably be in the 96-percentile. This is about learning what you can do to improve. No judgement. And I won't sell you coaching unless you ask me to. I don't need the business and don't take hostages! If it doesn't resonate or you think this will never work for you in your industry in this economy, what do you do to deliver revenue certainty?

Marcus Cauchi and Teddy Peck dive deep into the art of effective sales management. This episode is packed with insights for sales leaders and managers who value empathy, integrity, and continuous improvement.  Core Takeaways:- Empathy and Integrity: Building lasting client relationships through honest and transparent communication.- Coaching and Development: Regular, tailored coaching sessions that improve team performance and foster autonomy.- Welcoming Objections: Viewing objections as opportunities to engage more deeply with customers. Key Lessons:1. Pain-Free Selling: Attracting value-aligned clients through straightforward communication.2. Lifetime Partnerships: Building respectful, long-term client relationships.3. Adult Relationships: Fostering a respectful and accountable management culture.4. Value of Objections: Reframing customer objections to deepen engagement.5. Effective Onboarding: Setting clear expectations for new hires to ensure their success. What’s in it for You?- Leadership Insights: Learn to transition from individual contributor to empathetic manager.- Recruitment Strategies: Hire for fit and potential, then onboard effectively.- Culture Building: Create an authentic, productive work environment through empathy and vulnerability. Tune in to gain practical advice on enhancing sales strategies, improving management practices, and fostering a culture of empathy and continuous improvement. This episode is essential for sales leaders aiming to build high-performing, client-centric teams. Contact Teddy via linkedin.com/in/teddypeck Phone: +1 347 260 0898 (Mobile) Email: teddy.peck@icis.com *** Curious to see how empathy-driven leadership can transform your team’s performance? Let’s have a conversation to explore your goals and challenges. Take our sales strategy audit and book a 30-minute debrief call with me to discover if we’re the right fit for a coaching partnership. Together, we’ll chart a path to sustainable success. https://mailchi.mp/laughs-last.com/satp

Why Top Performers Struggle to Transfer Skills: Many top performers have honed their skills over time without fully understanding how they do what they do. When they move into management, they often tell, direct, and assume their team understands their instructions. This can lead to mismatched expectations, high turnover, and failure to deliver as a cohesive team. In today's market, many of you may face layoffs and move into coaching, training, or consulting. Based on over 20 years of experience and observing seven recessions, history repeats. Managers become force multipliers when they learn to coach on the job, responding in the moment to what they see and hear. Managers need to turn observations into practice moments, ensuring their team is prepared to handle real-world scenarios effectively. Is a manager's job to supervise and control, or to unleash talent, unify the team around a common purpose, and empower them to make good decisions under pressure? Training managers to impart essential skills to their teams is crucial. Do you think the role of managers and trainers should evolve further? Contact Chris on LinkedIn via: https://www.linkedin.com/in/chris-james-84bb4116/ Website: trainthesalestrainer.com/ (Company) Phone: +44 (0)7447500278 (Mobile) ** Elevate your sales and impact your results in the next 120 days. 30 days set up the foundations and swim lanes, 90 day execution - https://bit.ly/HotRevenueAudit Unlock Hot! Revenue that is trapped in your business, you've paid for it, invested time and money, and let it slip through your fingers. Great news. The worse your score, the more upside income and revenue you can generate. It starts with 90 seconds to identify 15 ways to 5x your close rate

Lloyd Stokes (Sauced) works with CEOs, Founders and Leaders of fast growth SaaS and Tech Companies & VC firms recruiting GTM teams. Lloyd shares some valuable insights about Sales & Leadership from a Hiring perspective, sharing stories from his 20+ years in the industry.   Key Takeaways Hiring & Management Employers say they want tenure but tech sales roles have high turnover Hiring focuses too much on metrics vs. motivations and environment Managers are overburdened - effective coaching is difficult at scale Need to develop people and create the right environment for retention Hire for authenticity, motivations, and ability to build trust Leadership & Culture Leadership needs to focus on developing people and culture Metrics are emphasized over environment and motivations There is a lack of trust between employers and employees Authenticity and understanding motivations is key for sales and leadership   Lloyd Stokes, Sauced Connect with Lloyd on LinkedIn   Marcus Cauchi Connect with Marcus on LinkedIn Sales Success hinges on critical factors. How you rate your performance across 11 key areas yields a wealth of insights that serve as a valuable road map for your future success.Complete the audit and you'll get a personalised report and an invitation to book a 30 minute consultation to discuss an area of your choice.  Test your sales strategy

Kent Bredahl drives company growth by enhancing customer loyalty and optimizing customer lifetime value. He challenges conventional customer engagement methods and provides a diverse toolbox, including tools for measuring customer satisfaction, loyalty, retention, and overall experience. Kent emphasizes the importance of capturing the voice of the customer and tailoring loyalty measurement methods to suit individual needs, addressing concerns about survey fatigue. Using Net Promoter Score (NPS) as an example, Kent demonstrates the impact of his approach through various customer interactions. He shares a success story from his experience working with a construction company, where engaging customers throughout the building process not only identified and rectified mistakes early but also fostered positive word-of-mouth, resulting in significant benefits. Additionally, Kent recounts another successful endeavour with a chain of stores. NPS results revealed that renovating a store led to a 7% increase in NPS, while effective management resulted in a remarkable increase of over 30%. These examples underscore the tangible benefits of prioritizing customer loyalty and engagement strategies. Kent's key message is to prioritize learning over metrics. He emphasizes that it's the actions taken with the insights gained, rather than the metrics themselves, that drive success. By focusing on learning and taking meaningful actions, the metrics will naturally align and improve.   You can find Kent on LinkedIn:  https://www.linkedin.com/in/kentbredahl Look out for his new book 'Customer Blind' in Feb 2025   Connect with Marcus Email us Test Your Sales Strategy

TheInquisitor Podcast, brings you Susanne Schuler, world class international mediator, coach, and facilitator, to delve into the nuances of communication, conflict resolution, and leadership in challenging times. We dive deep into strategies for fostering meaningful dialogue and understanding in both personal and professional spheres. Key Highlights: The Power of Dialogue in Rwanda: Susanne shares her observations from Rwanda, emphasising the country's commitment to unity and progress through dialogue and community solidarity. Managing Radical Differences: The discussion underscores the importance of embracing and managing differences, rather than seeking common ground, as a means to foster inclusive and productive conversations. The Role of Trust in Communication: Susanne introduces the ABI formula (Ability, Benevolence, Integrity) as a foundation for building trust and effective communication. Leadership and Self-Awareness: The episode explores the crucial role of self-reflection and accountability in leadership, advocating for a leadership style grounded in empathy and active listening. For Sellers: Discover strategies to enhance customer relationships through improved communication skills and empathetic engagement. Learn how to navigate objections and complaints constructively, transforming potential conflicts into opportunities for trust-building and deeper client connections. For Managers: Gain insights into leading with empathy, resolving team disputes effectively, and fostering an inclusive environment where diverse perspectives drive innovation. Susanne's expertise in conflict resolution and the ABI formula (Ability, Benevolence, Integrity) provides a roadmap for creating a cohesive, motivated team grounded in trust and mutual respect. Everyone Benefits: Embrace personal and professional growth by adopting Susanne's principles of active listening, empathetic leadership, and continuous improvement. Whether in sales techniques or leadership styles, applying these insights can enhance interpersonal skills, leadership abilities, and overall effectiveness in your role. Contact Susanne via linkedin.com/in/susanneschuler Websites cedr.com (Company) schulerteamediation.wordpress.com/ (Blog) ** If you are looking for Pipeline Certainty, take my selling aptitude test - https://mailchi.mp/laughs-last.com/satp. Grab 30 minutes with me for free and get honest feedback on your results.  You'll learn one thing you don't know about yourself, 2 ways to start building pipeline certainty immediately and what you can start doing in 90 days without my help to get yourself started on the right track.

In this episode of the Inquisitor podcast, host Marcus Cauchi sits down with Frank Byskov, a financial advisor and wealth manager at 44 Financial, to delve into the world of sustainable investment—a subject that has not been extensively covered on the show before. Byskov, with a rich background in financial economics and a personal journey from Denmark to establishing his firm in the United States, advocates for investments that align with one's life values, emphasizing the importance of environmental stewardship and social responsibility. The conversation navigates through the complexities and common misconceptions surrounding sustainable investment, shedding light on ESG (Environmental, Social, and Governance) factors and how they contribute to making informed, value-aligned investment decisions. Byskov explains the tangible benefits of sustainable investment, not only from a financial perspective but also in terms of the broader impact on society and the environment. Listeners are guided on how to start their journey towards sustainable investing, highlighting the significance of aligning investments with personal values and the positive emotional return that accompanies such alignment. Byskov stresses the importance of patience, research, and possibly seeking professional advice to navigate this nuanced field effectively. This episode is a must-listen for anyone interested in understanding how sustainable investment can contribute to personal wealth while fostering a positive impact on the world, emphasising that it is possible to achieve financial returns without compromising ethical values. ** Take the selling aptitude test. Learn something you don't know about yourself. Something you can improve within 30 days and a learning pathway for the next 12 months.  https://mailchi.mp/laughs-last.com/satp Then grab 30 minutes for an unvarnished feedback session. No charge and I won't pitch you coaching. If you want me to coach you, ask me.

In this dynamic episode of the Inquisitor podcast, Marcus Cauchi delves into the philosophical and transformative with Disco Dave Wynn. Wynn, an advocate for using music as a medium for profound personal development, shares his unique approach to coaching, encapsulated in his creation called "music mapping." This method intertwines music and coaching to unlock deep personal insights and catalyse change. Listeners are taken on a journey exploring how individuals can become the DJs of their own lives, using their agency to craft experiences that resonate deeply with their essence. The discussion uncovers the power of intentionality and choice in shaping our lives, emphasising the importance of being conscious about our decisions, especially in challenging moments. Dave's insights into overcoming personal narratives that limit potential, coupled with Marcus's probing questions, make for an enlightening conversation. This episode is not just about music's role in personal transformation but also about facing life's challenges with a creative and open mindset. This episode serves as a beacon for anyone looking to navigate the complexities of life with grace, understanding, and a bit of rhythm, reminding us that within the chaos of life's rapid changes, there lies an opportunity for growth and self-discovery. Ciontact Dave via linkedin.com/in/disco-dave-wynn Website: discodavewynn.com (Company) Phone: 07708 756403 (Mobile) ** Want to know what you're doing to frighten off buyers? And how to turn frowns into wynns! https://mailchi.mp/laughs-last.com/satp

Do what you love and you will never work a day in your life!   In this episode, Marcus Cauchi is joined by Julie Barlow, a prolific writer, for an engaging conversation that delves deep into the nuances of the writing business, the intricacies of negotiating with clients, and the art of principled selling. Barlow, alongside her partner Jean-Benoit Nadeau, has navigated the complex landscape of self-employment to build a successful writing business, encapsulating the journey in their book "Going Solo." The episode illuminates the often-overlooked aspects of starting and running a writing business, from understanding market needs to setting realistic expectations and the importance of communication. Julie shares valuable insights on the significance of aligning one's work with their core values, and how this alignment not only aids in achieving professional success but also in fostering meaningful relationships with clients. Listeners are treated to practical advice on how to approach negotiations, emphasising the need for clear communication and mutual understanding to create win-win scenarios. Julie also highlights common pitfalls for new entrepreneurs, such as underestimating the value of their work or failing to recognise when to say no to potential clients. This conversation is a must-listen for anyone considering or currently navigating the world of self-employment, offering a blend of practical strategies, personal anecdotes, and actionable advice to help listeners build a fulfilling and sustainable career on their own terms. *** Want to know what your buyers are really experiencing when you sell? https://mailchi.mp/laughs-last.com/satp 30 minute free debrief and consult

Margie Oleson, founder and CEO of Olson Consulting, chats with Marcus Cauchi to explore the transformative power of leadership and the importance of eliminating organisational silos. Margie shares her wealth of experience in developing the Top Team Accelerator, a programme designed to assist senior leaders and their teams in creating more cohesive, effective, and better-run companies. The discussion delves into the common blind spots leaders face, such as the misconception that they are the only ones experiencing challenges, leading to a culture of isolation and the perpetuation of dysfunctional communication practices within organisations. Margie emphasises the critical need for leaders to recognise their own areas for improvement and to embrace the art and science of leadership, which many may not realise they lack. The conversation also highlights the significant impact of leadership practices on organisational culture and success. Margie argues that most leadership issues stem from a disconnect between knowledge and implementation, often hindered by the human brain's resistance to change. By addressing these blind spots and implementing structured processes, Margie says organisations can achieve greater alignment, reduce workplace gossip, and foster a culture of trust and collaboration. Listeners will gain a deeper understanding of the vital role leadership plays in the success of an organisation, the importance of addressing and overcoming common leadership challenges, and the benefits of creating a more aligned, communicative, and effective leadership team. Margie's insights provide valuable guidance for leaders looking to navigate the complexities of organisational dynamics and lead their teams to greater success. Contact Margie via linkedin.com/in/margieoleson Website: oleson-consulting.com/ (Company) *** Grab 30 minutes with me for a debrief on your results from the Sales Strategy Audit. No charge. https://mailchi.mp/laughs-last.com/satp I believe buyers deserve beter. I sell  within the seller code. Do you? https://thesellercode.org

Are your buyers tired of the same old sales tactics that leave them feeling manipulated and disengaged? Join Marcus Cauchi and John Bissett as they expose the toxic underbelly of conventional selling wisdom. In this no-holds-barred discussion, these two grizzled sales veterans don't hold back. John rips into the self-serving nature of common qualification frameworks, arguing they provide zero value to the buyer. "We're taught techniques that are all about controlling the process, not facilitating the sale," he laments. Marcus chimes in with a blistering critique of the metrics that plague modern sales teams. "Leaders push for revenue without considering long-term customer relationships. This cascades down, perpetuating bad seller behaviours." If you're sick of being held hostage by arbitrary targets that encourage actions that make you a threat to your buyer's unconscious mind, prepare to have your eyes opened. These battle-hardened sellers aren't just playing backseat drivers. They offer a compelling alternative vision  where buyers and sellers are partners, equal business stature, different roles, and both can say no, they are sovereign. Appealing to your buyer's true motivation to change requires you listen deeply, apply empathy and acumen to ask questions that uncover the truth and what is possible - you guide them through change, not force them into it. Tired of the same old sales dogma? Ready to evolve beyond conventional wisdom and connect with buyers on a human level? Then strap in, because Marcus and John are about to take you on a journey that just might transform the way you sell. Contact John via linkedin.com/in/🐒-john-bissett-395b026 Website: slingshotedge.com (Company) ** Are you at a crossroads in your life and career, seeking a certain path that aligns with your values and allows you to make a meaningful impact?  How you sell and succeed matters. If you're ready to embrace a sales philosophy rooted in integrity, empathy, and service to others, we invite you to join our movement. Be the change. Lead by example. Visit thesellercode.org. If our values resonate with who you are at your core and how you want to be successful on your own terms you have an ally in me. My gift is a 30 minutes coaching session for free. Take my selling aptitude test and I will share what your scores mean to your customers, to your pipeline and identify what you can do immediately to improve results within 90 days: https://mailchi.mp/laughs-last.com/satp

The only constant is change and yet, you appear stuck doing what used to work, and doing more of it in the hope that will change the outcome! Do you feel constantly exhausted but fear you're failing if you're not grinding non-stop? My guest, James Cuss was burning the candle at both ends for empty praise and status, yet inside felt more drained and unfulfilled each day. In this raw, uncensored conversation you'll hear the gut-wrenching moment he realised chasing more of what was making him unhappy was madness. Hard-won insights strip away illusions to expose the hollow lie threatening everything that mattered most. Discover: How chasing external rewards and status, comparing to impossible expectations crushed his spirit, health and was hurting his most important relationships. He picked family and self-care over proving worth and dodging imposter syndrome. Which dialy practices kept his essence from being squeezed out by the pursuit of possessions and approval. In a no-holds-barred glimpse into reclaiming success on their own terms, learn to separate the phantoms of "success" from what nourishes your humanity. Dare to stop numbing out gripping fears through constant busyness and acquisition. Challenge cultural assumptions sacrificing your well-being to exhaustion and powering through burnout as the path to significance. Liberate yourself from empty noise dragging you under and discover prosperity, purpose and peace within. This raw, cathartic journey challenges everything you think you know about finding happiness. Are you ready to hit reset and live fully present, on your own intuitive path? Let's hit play and start living for our highest selves instead of lowest compulsions. Contatc James via linkedin.com/in/james-cuss-e-commerce-entrepreneur-subscription-marketplace-retail-consumer-finance Websites flexy.shop (Company) rocketindustries.co.uk (Company) rocketpod.uk (Company) Phone: +4407540287573 (Work) Email: james@rocketindustries.co.uk -- Free Yourself From Sales Dogma and Start Thriving on Your Terms! Are you a top performer who knows there's a better way than hustle culture, but can't quite breakthrough on your own? Marcus demolishes tired mental scripts and old thinking that are holding you back to liberate you to succeed according to your highest self. As a world-renowned sales coach, Marcus has navigated 7 previous recessions to understand how to help his client continually outperform regardless of conditions. Through thoughtful questioning, we will strip away hustle for an aligned mindset serving customers instead of metrics, serving your values instead of your fears. Marcus' coaching zeroes in beyond superficial fixes to uproot internal demons stealing your fire. By cultivating foundational human skills rather than weaponised techniques and manipulation,  you will find your rhythm enlisting prospects as allies instead of resisting targets. Let one session with Marcus unlock natural talents through guidance freely reflecting your essence, not dogma. And it's free. Take my selling audit and I will debrief you for free for 30-minutes. I won't pitch you coaching. You can buy it but I won't push it unless you ask. Take the first step to prosperity with soul by clicking https://mailchi.mp/laughs-last.com/satp

Are you ready to take your sales career to the next level? In my conversation with transformative coach, Emma Claire Davis, we discussed how top performers approach their work in a whole-life, values-led way. Rather than chasing the next deal or promotion, they align their careers with a deeper purpose of making a positive impact. Emma shared how understanding our true nature allows us to feel fully present in conversations without fear. This cultivates authentic connections that lead to increased sales. We explored how maintaining well-being across aspects of our lives actually boosts performance in the long run. Too often, overworking and an imbalanced lifestyle hold us back. But taking a whole-life approach means leaving space to invest in relationships, communities and personal growth. Emma also revealed how getting curious about our thoughts and emotions, rather than reacting to them, provides clarity and confidence. This inner work is key for navigating challenges that will only increase in today's uncertain world. This episode will invite you to reflect deeply, think differently and challenge your limitations. Connect with Emma on LinkedIn via linkedin.com/in/emmaclairedavis Websites coachingfortalent.com (Company) espanglis.wordpress.com (Blog) And be sure to ask about her leadership retreats! ** If you want to take your performance up several notches take my selling audit, grab 30 minutes in my diary, no charge. I won't pitch, just give honest feedback as if you were a paying client. If you want to talk about coaching by the end of that, ask me.  https://mailchi.mp/laughs-last.com/satp I'm taking on 5 private coaching clients this quarter. If you want to be one of them, click the link above, and tell me you want to talk about coaching.

Join us today as Patrick Boucousis shares his insights on "clean selling." For decades, Patrick dominated sales floors using both grit and smarts. Today, Pat and I are dedicated to reforming the sales profession through #TheSellerCode. Patrick will explain how "clean selling" makes customers the top priority. It demands truly understanding buyers rather than rushing deals. Active listening and empathy replace hard sells and tricks. The focus shifts to helping buyers succeed - not just hitting targets. You'll hear gripping tales from the field. One rookie thought sales meant persuasion until practicing clean techniques. Through helpful conversations, not pressure, he built trust and surprisingly landed a huge deal. Marcus challenges Patrick on whether sales cycles still work for customer-first methods. Patrick argues intuition and emotional IQ now matter more in guiding relationships. Clean sellers set their own pace by building bonds, not boxing customers in. Plus, get Patrick's insider advice on developing self-awareness. Most sellers lack insight but it's key to growth. Learn his tips for gaining perspective through feedback and thoughtful questions for buyers and oneself. By show's end, you'll understand clean selling as both an ethical philosophy and sales strategy with heart. Patrick aims to upend traditional tactics that ignore customers' humanity. Tune in for an revealing chat! Contact Pat via linkedin.com/in/value-selling-coach Websites salesroad.com (SalesRoad B2B CRM) thesalesnatural.com (Sales Training) Phone: +61414387825 (Mobile) Email: pboucousis@traxor.com Sign up to the Seller Code: https://thesellercode.org/ ** Are you ready to transform your sales practice? To align your career with your deeper purpose? To unlock your highest potential through principled selling? Take my sales aptitude audit to learn something you don't know about yourself, discover how you can improve your performance forever within 30 days and WHY you are triggering your buyer's brain to resist: https://mailchi.mp/laughs-last.com/satp

In this packed episode of TheInquisitor Podcast, Gabe Lullo, CEO of GabeLullo.com, spills the beans on the secrets to building and optimising a successful sales development function. With his wealth of experience in the industry, Gabe dives deep into the blind spots that hinder sales success and shares practical solutions to overcome them. As you listen, get ready to revolutionise your sales strategy with Gabe's expert insights. Hiring the Right Talent: Discover the blind spots when hiring sales development reps and why a more seasoned SDR is the key to success. The Power of Data: Uncover the blind spots in data management and learn how to leverage it effectively to drive results. Navigating Multiple Channels: Explore the challenges of managing different channels and tools in an SDR's role and how to simplify the process for maximum productivity. The Future of SDRs: Gain insight into the evolving role of SDRs and how to position them for success in an increasingly automated world. Frequently Unasked Questions: Learn the crucial questions to ask when building an SDR function, managing the team, and handling turnover, ensuring long-term success. Prepare to shift your thinking as we challenge the boundaries of what you believe is possible. Get ready for a journey into the possible as Gabe shares his expertise, uncovering your blind spots, and providing practical solutions to transform your sales strategy. What can you do to revolutionise your approach and unlock your peoples' true potential? Tune in now to find out. Contact Gabe via https://linkedin.com/in/lullo  Website: https://Alleyoop.io  (Personal) Phone: +1 716-713-7117 (Mobile) -- I’m going to work with a handful of private clients one-on-one in the new year. Would you like to work with me? Take my selling strategy audit and then grab 30 minutes in my diary to learn something you don't yet know about yourself. No pressure. If you want more, at the end of my "audition" with you, it'll be your turn to convince me why I should offer you one of handful of spots I'm making available for new clients. That seems the fairest way for us to assess if we're a good fit. What do you reckon?

Marcus sits down with customer success expert and high performance coach Irina Musteata to discuss how to sustain top performance in your career while still maintaining joy and balance in your life. Irina knows firsthand the challenges of juggling a demanding job with the demands of running her own coaching business. In this conversation, she shares insights on: The blindspots that prevent people from realising joy is a key component of success, not just a "nice to have" Frequently unasked questions people should be asking themselves and their teams about how to work smarter, not just harder Metrics and decisions at the top that can unintentionally create problems downstream in customer success Storytelling to help prospects imagine how your solution can transform their future Subtle ways leaders can bring more fun and meaning to people's daily work Tune in to hear their unconventional yet practical advice on achieving high performance without burning out or losing your passion along the way. This show is guaranteed to give you a fresh perspective on maximising your impact and enjoyment at work. Contact Irina via linkedin.com/in/irina-musteata-710b3422 Website: irinamusteata.com (High Performance Coaching) Email: contact@irinamusteata.com ** I’m going to work with a handful of private clients one-on-one in the new year. Would you like to work with me? Take my selling strategy audit and then grab 30 minutes in my diary to learn something you don't yet know about yourself. No pressure. If you want more, at the end of "auditioning" me, it'll be your turn to convince me why you we are good fit for each other. I only have a handful of spots I'm making available for new clients. That seems a fair way for us to assess if we're a good fit. What do you reckon? Drop me a line when you're ready.

Thomas Goubau Facing HR Hard Truths Thomas learned the hard way about outsourcing HR strategy. As his startup scaled, a "spaghetti network" of disconnected tools emerged without strategic oversight. He shares how Q7's People Model Canvas fixes this by bringing objectivity to difficult conversations about people. 3 Blindspots Hidden in Plain Sight Many leaders miss subtle but important distinctions. Thomas reveals how assuming all roles are the same leads to misaligned processes. Plus, why focusing only on performance instead of cultivating skills dooms companies to irrelevance. Rituals: The Secret to Alignment Consistency creates predictability, but many flounder without it. Thomas shows how quarterly offsites, weekly standups and 1:1 coaching sessions turn managers into the "glue that sticks organizations together." Leaders Adrift Without Clarity Ambiguity is confusing and leads to mismatched expectations, disappointment, failure to perform against unclear expectations lead to confusion, politics and underperformance. Executives must define direction to empower decision-making where it belongs, with the person closest to the action. Thomas explains how clarity of vision allows people to execute - and adjust course later if needed. Get Back to Basics HR complexity distracts from fundamentals. Thomas stresses the importance of compensation fairness, engagement and developing skills before building culture. A few well-executed routines can transform an organisation. Parting Wisdom: Keep it Simple...and Sharp Thomas distills leadership lessons into a single maxim: Focus on clarity, competence and empowerment over bureaucracy. Don't overthink HR - with the right framework, growth handles itself. Contact Thomas linkedin.com/in/thomasgoubau Website: scale-up.q7leader.com/ (Personal) Twitter:thomasgoubau Email: thomas@q7leader.com ** I’m going to work with a handful of private clients one-on-one in the new year. Would you like to work with me? Take my selling strategy audit and then grab 30 minutes in my diary to learn something you don't yet know about yourself. No pressure. If you want more, at the end of my "audition" with you, it'll be your turn to convince me why I should offer you one of handful of spots I'm making available for new clients. That seems the fairest way for us to assess if we're a good fit. What do you reckon?

Ryan Staley discusses how he leveraged data analysis and focus to scale his company from zero to $30 million in revenue with only four salespeople. He provides insights from his experience growing in a resource-constrained environment. Staley also shares his perspectives on integrating AI into sales processes to unlock new levels of performance and opportunities.

My guest is Usman Sheikh, CEO of XIQ Founded XIQ to build an AI-powered sales platform focused on behavioral science Has experience in product management, strategy development and digital transformation Passionate about how AI can enhance sales processes and drive better outcomes Key insights: Usman discusses how AI can be used to gain deep insights into prospects' motivations, challenges and emotional drivers He explains how AI has helped shorten the sales cycle by streamlining research and preparation Automating execution of processes like onboarding is discussed as a way to multiply impact Behavioral science and psychometrics are highlighted as important additions to AI systems The importance of focusing on opportunities rather than pain points with prospects is emphasized Takeaways for leaders: Learn how AI combined with behavioural data creates more personalised engagements Understand how to qualify prospects faster and gain a strategic edge Discover ways AI can free up time by automating repetitive tasks Consider augmenting sales methodologies with AI to enhance performance Reframe sales conversations around possibilities rather than problems LinkedIn: https://www.linkedin.com/in/usmanmsheikh/ Twitter: @usmansheikh_Email: usman@xiq.aiWebsite: www.xiq.ai -- How can you start making your boldest ambitions a reality beginning today? Take my selling strategy audit and grab up to 30-minutes with me for free. No charge. No pressure. https://mailchi.mp/laughs-last.com/satp You'll learn something about yourself you don't know, how you are getting between your buyers and their decision to buy from you.

Every post I've come across by Vlad Blagojevic for the past couple of years since stumbled across his content has been on the money. He is a long overdue guest and you won't be sorry you listened a few times and took notes. Vlad is the co-founder of FullFunnel, which helps B2B companies implement account-based marketing strategies. He has built a large, loyal and appreciative audience on LinkedIn sharing practical advice on topics like understanding buyers, content marketing, and challenging traditional sales assumptions. Key discussion points: Rethinking traditional sales/marketing approaches Focusing on relationships over transactions Understanding buyers' journeys rather than chasing clicks Questioning pushy sales tactics and short-term thinking Prioritising high-fit accounts Narrowing focus yields better ROI than spreadsheets approach Case study: Client increased deal size 10x focusing on 11 accounts Standing out amid noise on LinkedIn Engage wider networks including influencers and colleagues Deliver expertise addressing buyers' struggles, not self-promotion Downstream impacts of poor lead generation High failure rates waste resources and burden sales teams Disconnects between departments undermine customer experience Unethical practices in sales/business Tactics damaging trust in decision-making need reevaluation Short-term thinking at expense of people has costs Contact Vlad:To learn more about Vlad's work helping companies implement customer-centric strategies, check out fullfunnel.io or connect with him on LinkedIn. Website: fullfunnel.ioLinkedIn: linkedin.com/in/vladblagojevic *** Want 30 minutes of my coaching free? Take my audit and I'll coach you. No charge. No pressure. https://mailchi.mp/laughs-last.com/satp   Just honest insights to improve in 30 days.   Want more? Ask about paid coaching because I won't sell it to you! We'll go deep. We focus on what matters and let go of what doesn't.   Are you making sacrifices you don't want? Wrong reasons? What do you want from your career? What matters most? Is something missing? Let's discuss. Take the audit now. Book a free consult. Start the journey today. https://mailchi.mp/laughs-last.com/satp

In this episode of TheInquisitor Podcast, sales expert Andrew Barry takes the stage to share his invaluable insights on navigating the ever-changing landscape of sales. Prepare to be inspired as Andrew discusses the need for creativity, innovation, and emotional intelligence in the face of volatility. He sheds light on blind spots in sales, the power of storytelling, and the importance of building trust and human connection with customers. Get ready for a thought-provoking conversation that will revolutionize your approach to sales. Embracing Change: Andrew Barry highlights the challenges that traditional sales techniques face in today's volatile world and explains why creativity and innovation are the keys to success. Discover how to adapt and thrive in uncertain times. Overcoming Blind Spots: Dive into the often-overlooked blind spots in sales, including the lack of proper manager training and the reliance on logic-based problem-solving. Andrew offers practical solutions for addressing these blind spots and achieving sales excellence. The Power of Storytelling: Andrew Barry unveils the secrets of effective storytelling in sales and how it can enhance problem-solving skills. Explore the concept of "story thinking" and its role in adaptive intelligence, empowering you to connect with clients on a deeper level. From Sellers to Leaders: Learn about the crucial distinction between sellers, managers and leaders and why developing strong leadership skills is essential in today's economic environment. Andrew shares valuable insights on team dynamics and the power of harnessing self-belief. Trust and Connection: Discover the keys to building trust and establishing meaningful connections with customers. Andrew delves into the concept of primal intelligence and its impact on successful sales strategies, leaving you equipped to forge powerful relationships. Tune in to TheInquisitor Podcast as Andrew Barry shares his game-changing strategies and expert advice. Prepare to challenge your beliefs, overcome blind spots, and harness the power of storytelling. By the end of this episode, you'll have a fresh perspective on the tools to build trust, connect deeply with clients, and thrive in the face of uncertainty. Listen now and unleash your inner bard! Contact Andrew via linkedin.com/in/realandrewbarry   Websites curiouslionlearning.com (Corporate Training Strategy) leadstreamonline.com (Lead Generation) Phone: +1 347-915-4667 (Work) Twitter: Bazzaruto -- Get 30 minutes of my coaching free. Take my audit and I'll coach you. No charge. No pressure. https://mailchi.mp/laughs-last.com/satp Just honest insights to improve in 30 days. Want more? Ask about paid coaching. We'll go deep. I'm selective. I push for what matters, not distractions. Are you making sacrifices you don't want? Wrong reasons? What do you want from your career? What matters most? Is something missing? Let's discuss. Take the audit now. Book a free consult. Start the journey today. https://mailchi.mp/laughs-last.com/satp

In this episode of TheInquisitor podcast, join host Marcus Cauchi as he dives into the world of leadership with special guest Jay Weiser. Jay, a renowned consultant, shares his expertise in helping leaders thrive in the face of disruption and uncertainty. Get ready to uncover the blind spots that hold leaders back and learn how to unleash your leadership superpowers. Here are 5 points of interest from the episode: The Five Leadership SuperpowersTM : Discover the key attributes that can transform your leadership style and empower you to navigate challenging times. The Impact of Blind Spots: Explore the common blind spots that leaders often overlook, hindering their ability to respond effectively and think ahead. Moving from Firefighting to Future Thinking: Understand the importance of shifting your focus from reactive problem-solving to proactive, long-term strategies. Redefining Success: Learn how to align your definition of success with your team's and create a shared vision for growth and transformation. Challenging the Status Quo: Explore the boundaries and limitations that may be holding you back and discover new possibilities for leadership growth. Before listening, ask yourself: Are you aware of your blind spots and their impact on your leadership? Are you stuck in firefighting mode, unable to think about the future? Do you have a clear definition of success and is it aligned with your team's? Join Jay Weiser and Marcus Cauchi as they challenge your thinking and empower you to embrace your leadership potential. After listening, be prepared to shift your perspective, take ownership of your agency, and unlock new possibilities for success.   Contact Jay via linkedin.com/in/jayrweiser Websites: jayweiser.com (Company) youtube.com/@jayweiserconsulting (Other) medium.com/@jayweiser (Other) Email: jay@jayweiser.com Twitter: Jay_R_Weiser -- Struggling? Can't work out why your training and experience aren't delivering the results you need? Take my selling strategy audit and claim 30 minutes with me debriefing you on the implications of your results and how you can take control and improve within 30 days. Learn something you didn't understand about yourself and start on a journey of permanent improvement. I will not sell you coaching. you can ask about working with me but you are going to have ask, I don't push. I want volunteers not hostages. https://mailchi.mp/laughs-last.com/satp Learn how the top 4% sell whatever the market conditions, competitive landscape and close excellent deals at premium prices that customers love.

In this captivating episode of TheInquisitor Podcast Interview, join host Marcus Cauchi as he sits down with renowned marketing expert Mike Maynard to delve into the world of B2B marketing. Uncovering the blind spots and debunking common misconceptions, they explore the true essence of effective marketing strategies. Get ready to shift your perspective and rethink what's possible in the realm of business growth. In this thought-provoking conversation, Mike Maynard and Marcus Cauchi tackle five meaty points of interest. They discuss the importance of focusing on outcomes rather than the amount of hard work put into a project. They challenge accepted marketing opinions and emphasize the need for tailored approaches that consider individual markets and audiences. They also shed light on the power of testing and encourage marketers to explore new avenues for lead generation. Plus, they highlight the significance of aligning marketing goals with overall business objectives. Before you hit play, take a moment to ponder these powerful questions: How well do you truly understand the blind spots in your marketing strategies? Are you too focused on the work itself rather than the desired outcomes? Are you open to testing and exploring new approaches to generate leads? Prepare to challenge your beliefs and expand your horizons as Mike Maynard and Marcus Cauchi provide eye-opening insights into the world of B2B marketing. After listening, you'll be equipped with fresh perspectives and empowered to revolutionize your own marketing efforts. Contact Mike on linkedin.com/in/mikemaynard Website: NapierB2B.com (Company) Twitter: Mike_Maynard -- Do you want to raise your performance and experience permanent improvements in the next 30 days? https://mailchi.mp/laughs-last.com/satp Complete my selling strategy audit to see how you compare with the world's top 4% performers and how you can move the needle to the right to perform more like them. No pressure. Free 30 minute consult. You'll have to ask me if you want more coaching. I won't sell it to you. You will ask for help if and when you're ready and you don't need any pressure from me to know if you need my help.

In this captivating episode of The Inquisitor Podcast, join CEO of Nucleus Research, Ian Campbell, as he delves into the world of creating value and unlocking its true potential. From mastering the art of persuasion to maximising return on investment, Ian shares invaluable insights and techniques that will transform your approach to sales. Get ready to shift your perspective and discover what's truly possible! Key Points of Interest: Learn how to articulate the benefits and value of your offering to captivate your customers. Understand the different types of benefits and how to leverage them in your business case for accelerated success. Discover the secrets behind crafting a compelling value proposition that turns features into irresistible value. Uncover the blind spots that may be hindering your ability to create value and overcome them. Gain expert advice on handling the ROI conversation with finesse and avoiding common pitfalls. Listen to this episode to challenge your beliefs, expand your boundaries, and tap into the limitless potential of value creation. Prepare to be inspired and empowered to take your sales game to new heights. Powerful Questions to Shift Your Thinking: How can I use value to truly help my customers and accelerate my deals? Have I been overlooking the different types of benefits and their impact on my sales success? What changes can I make in my approach to turn features into a compelling value proposition? Am I aware of my blind spots when it comes to creating value, and how can I overcome them? How can I navigate the ROI conversation with confidence and unlock new opportunities? Listen to this thought-provoking episode now and experience a paradigm shift in your sales strategy. -- Get 30 minutes of my coaching free. Take my audit and I'll coach you. No charge. No pressure. https://mailchi.mp/laughs-last.com/satp Just honest insights to improve in 30 days. Want more? Ask about paid coaching. We'll go deep. I'm selective. I push for what matters, not distractions. Are you making sacrifices you don't want? Wrong reasons? What do you want from your career? What matters most? Is something missing? Let's discuss. Take the audit now. Book a free consult. Start the journey today. https://mailchi.mp/laughs-last.com/satp

In this captivating episode of The Inquisitor Podcast, join Marcus Cauchi as he delves into the fascinating career path of Andy Cunningham, a positioning and branding expert who had the incredible opportunity to work alongside the legendary Steve Jobs. Discover how Andy's journey led her from Silicon Valley to collaborating with one of the most influential figures in the tech industry. Gain insights into her role in launching the Macintosh and the profound impact it had on her expertise in positioning and branding. Get ready to be inspired by Andy's remarkable career journey and learn how her experiences with Steve Jobs shaped her approach to business and innovation. Key Points of Interest: Andy Cunningham's early days in Silicon Valley and her introduction to the world of technology. Her pivotal role in the launch of the Macintosh and collaboration with Steve Jobs. How working with Steve Jobs influenced Andy's expertise in positioning and branding. The lessons learned from her experiences in the tech industry and their impact on her career path. Insights into Andy's unique approach to business and innovation, shaped by her time with Steve Jobs. Discover how Andy's collaboration with Steve Jobs and her expertise in positioning and branding have paved the way for her unique approach to coaching. Andy coaches me through rebranding, repositioning, and realising my message. Andy guides me through a process for developing a strong message architecture. Tune in now to unlock the secrets of creating a compelling brand message and witness the power of message architecture coaching in revolutionizing your marketing strategy. Prepare to shift your thinking and discover what's truly possible for your business. Are you ready to elevate your brand to new heights? Contact Andy via linkedin.com/in/andreacunningham Websites andycunningham.com (Personal) cunninghamcollective.com (Company) Twitter: andycunningham4 -- Get 30 minutes of my coaching free. Take my audit and I'll coach you. No charge. No pressure. https://mailchi.mp/laughs-last.com/satp Just honest insights to improve in 30 days. Want more? Ask about paid coaching. We'll go deep. I'm selective. I push for what matters, not distractions. Are you making sacrifices you don't want? Wrong reasons? What do you want from your career? What matters most? Is something missing? Let's discuss. Take the audit now. Book a free consult. Start the journey today. https://mailchi.mp/laughs-last.com/satp

Discover how simplicity can be the key to unlocking your inner sophistication and brilliance. In this episode of TheInquisitor Podcast, join Marcus Cauchi as he interviews Ben Guttmann, a marketing executive and professor at Baruch College. They dive into the topic of clear communication and its importance in messaging and design. Ben shares insights from his book, "Simply Put: Why Clear Communication Matters and How to Achieve It," where he outlines five principles: beneficial focused salient empathetic minimal Do you waffle? Is your communication confusing? The meaning of your communication means nothing if the other person cannot receive it or understand it. YOU are responsible for making sure your message is fit for purpose.   - - If you want to raise your performance to the role you are in or prepare for your next role, take a few minutes to complete this Selling Strategy Audit, then book your free 30 minute consult with me. If YOU want to talk about working with as your coach we can discuss that but I won't be selling you coaching. You'll learn something you didn't know about yourself, something you can act on and improve within 30 days and how you affect your buyer's perception of risk and how they perceive you - you know the stalls you can't explain - the buyers who ghost you - deals that drift. https://mailchi.mp/laughs-last.com/satp Happy selling.

Dan Pfister says "When you winback a customer, their lifetime value more than doubles." Dan is my guest on ep.508 of #TheInquisitor podcast Higher ROI due to significantly lower marketing and sales costs required. This improves overall profitability. More predictable and stable revenue stream from reactivating known customers versus unpredictable new prospects. Increased customer retention and lifetime value as #winbacks are more likely to reorder than one-time buyers. This cultivates a more durable customer base over time. Ability to highly target winback campaigns using past customer data and insights, improving conversion rates versus unfocused prospecting. Lower risk profile since value has already been proven with past customers, unlike acquiring unknown prospects. Contact Dan via linkedin.com/in/danmpfister Website: winbacklabs.com (Company) Email: dan@winbacklabs.com -- Looking to gain an outside perspective on your sales approach? Take my quick 10-minute Sales Strategy Audit to receive personalised insights and recommendations. You can grab a free 30 minutes in my calendar for a detailed debrief once you complete it. I'll give you my analysis and we'll look at the unintended effects of your current sales strategies through an unbiased lens. You'll discover new opportunities and blindspots. Increase conversion rates now Grow pipeline faster Land bigger deals Shorten the sales cycle Beat quotas sustainably https://mailchi.mp/laughs-last.com/satp.

In this episode, Nicky Parker immerses us in the world of customer interviews, unveiling their significance for executives seeking genuine insights. Beyond relying on metrics like Net Promoter Score, Nicky emphasises the need for structured conversations, cautioning against the limitations of digital surveys that often capture only extreme sentiments. Discovering the real meaning behind customer data is an art, and Nicky underscores the transformative power of third-party agencies in turning disgruntled customers into raving fans. Third-party involvement takes emotion out of the equation and fosters objective discussions, ensuring a more nuanced understanding. For those opting to conduct interviews themselves, Nicky advises keen observation for unspoken cues, highlighting the importance of what customers don't say. Buyer and customer interviews have the potential to break down internal barriers and unveil unexpected product uses, providing invaluable insights for business growth. Nicky advocates letting customers take the lead in conversations. Post interview, sharing findings becomes a crucial step, making customers feel heard and valued. Offboarding interviews are a key opportunity for learning and improvement. Customer understanding, Nicky asserts, is a collective responsibility, urging board members to take an active role. True customer-centric success involves empathy, walking in your customer’s shoes to really understand their struggles.  Nicky explains how focus groups can really help refine your message. The episode concludes with a thought-provoking question.   Nicky can be contacted at LinkedIn or via email: info@bangconsulting.co.uk   Test your Sales Strategy: https://bit.ly/SalesStrategyTest

Leaders, listen up! An inclusive culture is your shortcut to success. Nothing fluffy about it, but it does mean you're going to want become OK with difference because of the incomparable value delivered by teams of diverse thinkers with range, and breadth of life experience. Your job and the job of your managers will be harder to begin with as you adapt. When you surrender to the idea that the right mix of people looking at a problem, working on projects, selling, buying, running operations, leading and managing works so much better if your team can think AS your customer. A fraction are genuinely aligned around the customer and the outcomes they intend to rent. Fewer still play nicely with others to ensure the customer gets the best possible outcome and their risk is reduced to zero or as close to. A smaller fraction would be willing to recommend a competitor if it was better for the customer. And their leadership will probably not be happy if the experience of my clients is anything to go by! But the results are well worth it ... Too many companies leave talent and treasure on the table by ignoring diversity. Just like top teams scout far and wide for recruits, you need all hands on deck to win consistently, repeatedly, predictably in today's uncertain, fast paced, ultra competitive market. A diverse team often sees what a homogenous group misses - they connect with a wider customer base and bring in more revenue - but the best thing is they catch the negative consequences one department's success inflict elsewhere in the value chain. This can give you back 1-4 days PER MANAGER and PER SALESPERSON per week. How? Listen to Raymona and me discuss: The importance of understanding different perspectives and backgrounds Common challenges with D&I, such as lack of focus on culture change and middle management training Recruiting for culture add vs culture fit and screening in vs screening out The importance of identity and the previously confusing world of pronouns while maintaining civility in discussions Overcoming fear and bias through self-awareness, interaction and difficult conversations Aligning D&I with business goals like maximising talent and customer connections The business case for diversity is a no-brainer, but most pay lip service to it or miss it entirely by confusing a better future for everyone with political squabbling. Forget labels, focus on our shared humanity. Make understanding each other a priority. Diverse perspectives lead to better decisions and more innovation - talents you can't afford to leave on the bench! For those facing glass ceilings, developing self-awareness is your game-changer. Know thyself and seek out of uncomfortable but important conversations to strengthen crucial skills. Emphasise common goals over perceived differences. With the right coaching, middle managers can remove  barriers facing most of their peers in the competition.  In today's marketplace, diversity dictates your fate. Will you be victims of your own blindspots or victors with vision? The choice is yours - but choosing inclusion unlocks unlimited potential for your people and profits. The winning team has a place for everyone's talents. Will you build one? Connect with Raymona via linkedin.com/in/drraymonahlawrence. -- If you'd like to learn what you can do to improve your results in the next 30 days growing your pipeline raising your prices with confidence and no reduction in close rate, accelerating deal velocity maximise your close rate Click here to complete the Sales Gap Audit. If you want the detailed report and some cold hard truths we need to talk it through so you don't misinterpret what it tells you No charge, 30 minutes. Obviously, I make my living through coaching so it'll come up once. If you want to talk about working with me as your coach, that's your call. I won't pressure you. If you ask me, I'll happily discuss it. We'll spend the last 5-10 minutes discussing next steps - what you can

Listen to #negotiationcoach Al McBride on ep 503 of #TheInquisitorPodcast with Marcus Cauchi. Join Al and Marcus as their fascinating discussion finds connections between hard-earned lessons. Al shares how dealing art taught him the power of emotion in sales and the quirky characters that schooled him. "Sell hope, not objects," one eccentric advised. Building on decades of experience, Al explains how truly internalizing your value is key to confidently assuaging customers' every concern. "If they sense doubt in your pitch, the deal is doomed," he explains. Listen closely as Marcus draws out priceless insights, like how to make prospects feel fully understood without coming off as disingenuous. Hear Al's best practices for establishing trust and meeting both sides' needs from the start. Discover how to understand your counterpart fully so cooperation can create value for all. As one client said, "With Al's help, agreements feel effortless - he has a gift for joint problem-solving." Absorb Al's wisdom on keeping discussions solution-focused, not positional or simply transactional. Learn to see beyond initial demands to hidden interests, find value that transcends cost, unlocking innovative options where compromise is unnecessary. He trusts that serving mutual interests consistently creates common ground and dry land upon which to build bridges for the long-term. Contact Al via linkedin.com/in/alistairmcbride Websites: almcbride.com/category/podcast/ (Dealing With Goliath Podcast) almcbride.com (Coaching & Consulting) almcbride.com/one-to-one-coaching/ (Schedule a Call With Me) Email: al@almcbride.com Twitter: AlMcBride -- If you want to grab time in my calendar for a coaching call complete the Selling Aptitude Test. You'll probably learn something you didn't know about yourself and at least one way you can improve your performance in the next 30 days. https://mailchi.mp/laughs-last.com/satp Happy selling!

Mark Consigli is a coprorate lawyer with decades of experience and a particular interest in the Law and AI. Listen to the implications and opportunities presented by this fab new tech we don't understand! This isn't our first rodeo with potentially dangerous new tech. The printing press, industrial revolution - all sparked alarm about instruments that might unbridle an underclass. But stifling innovation is rarely the wisest solution. Curbing AI may numb humanity's progress - which ethically speaking, seems questionable. Still, some control is prudent. Without reins, AI could become a raging bull bearing down on civilisation. Regulations should focus on nefarious applications, not neutering the tech itself. If you've used AI of late and ask it anything that might offend, you will have a hell of a time getting the answers you want if it triggers the "I'm offended" switch. I write to offend, challenge, provoke and it's a pain in the ask not questions! Banning deepfakes? Reasonable. Demanding open-source models? Dodgy. Transparency welcomingly weeds out biases. Opaqueness rightly raises eyebrows. But a model's IP has pecuniary value. Are transparency demands ethical? Are the LLM creators ripping off creators? Give people agency over data-privacy, sure. But don't be daft - zero risk means zero innovation. Trial and error is innovation's bosom buddy. Any of you Web 3.0 or crypto folks got anythng to say about this? Education counteracts blind AI faith. Remember - garbage in, garbage out. AI isn't a soothsaying sage - it's a data-crunching calculator. A very obedient 8 year old who does what you tell it. If you responses aren't good THAT's ON YOU and your terrible questions! Involve all stakeholders when hatching regulations - technocrats, academics, ethicists, lawmakers. Deliberately balance. Reactiveness is reasoning's Achilles heel. Uphold ethics and principles, don't throttle progress. Freedom of expression needn't foster mayhem. This is a technical tightrope, not a legislative see-saw. Walk wisely. AI could either augur our ascent or trigger our downfall. The choice is ours. Choose judiciously. And wait for Quantum and Ai to go together! BOOOM! Contact Mark via linkedin.com/in/mark-consigli Website: calendly.com/mark_consigli/30min (Company) Twitter: ConsigliMark -- Are you curious to learn whether your strengths are your strengths and how you stack up? For 4 listeners who take the NEW Sales Aptitude Test, you will get a chance to guest on the show on 31 October for our Hallowe'en Raise Your Dead Deal Fest 2023. Click now to secure your spot on the show.

Ep. 501: Today's Big Idea is  ... Effective, sustainable marketing requires strategic thinking, customer focus, and adapting to changing contexts. Marketers should align with sales, build trust, and provide timely, relevant value. No shit Sherlock ... but how many of you are doing anything even resembling what Aaron talks about. Aaron Hassen has been at the sharp end of marketing for the past 19 years since he left the military. He advocates taking the hard path: Align your marketing strategy tightly with sales to deliver an exceptional unified customer experience. Listen intently to identify your own blindspots. Perhaps an over-reliance on metrics versus strategy or you have a feature you love so much you have to tell them about it, even if it means talking your way out of the sale? Aaron reminds you that buyers change, their stage in their business lifecycle differs and unless you adapt, you will become irrelevant and be dropped. Embrace new contexts and buyer behaviours. Imagine the customer's emotional perspective. Nurture personal branding and networks to boost leadership. Engage frontline staff for insights. Determine the brand purpose that resonates emotionally. Diagnose the problems to address through organisational alignment. We dig into these blindspots: Not realizing how specialized and metrics-driven marketing has become, losing strategic value Focusing too much on short-term results vs long-term brand building Not aligning marketing initiatives tightly with sales and the rest of the organization Not adapting strategies and messaging to fit changing economic contexts Over-relying on technology like AI without a human focus Contact Aaron on LinkedIn - linkedin.com/in/aaronhassen Websites aaronhassen.com (Company) aaronhassen.com/expert-interviews (Portfolio) Twitter reviewsbyaaron ---------------------------- Are you curious to learn whether your strengths are your strengths and how you stack up? For 4 listeners who take the NEW Sales Aptitude Test, you will get a chance to guest on the show on Hallowe'en 2023. Click now.

Ep 500:A Question of Ask, Listen, Outclass Your Competition. Ep 500: The Art of Asking Questions - A Masterclass in Curiosity  In this special 500th episode, Marcus Cauchi shares his a few of his best insights and techniques for asking powerful questions. Through coaching real sellers and founders live, he demonstrates how carefully crafted questions can uncover obstacles, open minds, and drive conversations forward.   What You'll Learn From This Episode - Observe how Marcus listens intently and focuses on understanding the other person's real problem before jumping to solutions. - Notice how he peels back layers of confusion by asking simple but thoughtful follow-up questions. - See how he builds trust and credibility by not applying pressure or giving unsolicited advice.- Learn several of Marcus' frameworks for crafting open-ended, imaginative questions that provoke creative thinking.- Discover how patience and curiosity are key to guiding people to their own breakthroughs and decisions. "I've carried my sales team's quota the last 2 months by applying tactics I learned from this podcast. I recently closed two of my biggest deals ever ($400k and $300k) thanks to insights from The Inquisitor." Ed, Account Executive, Fintech, Mid-Market Sales Thank You! Thank you to you, our loyal listener for supporting the growth of #TheInquisitor over 500 episodes and rapidly over 180,000 downloads! Suzanne and I ask a favour, that you share this episode with others who could benefit from improving their questioning skills. And please give the show a review, good or bad, witty or serious. We depend on you sharing the show. We don't charge, we don't carry advertising - please support us by telling others. And talking to us about what you learn, what you want to learn. This is a great adventure we share - have your say and tell us what you need, how we can make the show even better, more useful. And recommend great guests, please. Also check out Marcus' coaching for more in-depth learning on powerful strategies to immediately improve your sales conversations and remove friction from your buyer's decision to buy from you. P.S. Want to know something about yourself and your selling that you don't know now? Complete the new and vastly improved Modern Selling Aptitude Test v3.0 - Click here to get your SATv3.0:  Book a free 30 minute results review and I will share your #BuyerSafetyScore and your #PipelineCertaintyScore, and help you pinpoint one obstacle over which you have control that is holding you back.

Simon Severino lives by the ethos, "Fast as a cheetah, Happy as a dog!". He has been transforming companies with StrategySprints(TM) and elegantly simple tools to remove your risk and uncertainty, and to drive momentum.  Simon Severino as a specialist in helping entrepreneurs succeed by getting to the core of what makes their business work. He explains that they will discuss topics like using weekly sprints to rapidly test what's working, strategies to simplify sales and marketing, tools for better financial management, and avoiding common blindspots. For 21 years, Simon has helped entrepreneurs crush it in the market. He loves solving the big questions and intellectual challenges of building a business. After working with big brands and agencies, he now runs a super lean company coaching solo- and micropreneurs to get their lives back and work just 6 focused hours per day. Key Conversation Points: Using weekly sprints to identify what's working vs. not working helps focus time on high-value activities. Refining your offer also simplifies marketing and sales.You never waste longer than a week before adjusting if it isn't working Smart cost-cutting and the entrepreneur's budget provide visibility into money flows to inform decisions and reduce expenses. Defining your strategic value around helping clients prepare for the future sets you apart as a niche expert. Increasing sales through frequency, conversion rates, and pricing is achievable through small optimisations. Building a lean team with systems, software and freelancers allows scaling without more people. Creating clear sales pipeline stages, from engaged prospect to proposal (remember your proposals are STATEMENTS OF WORK, never works of fiction penned by you, the author. Your buy, streamlines the process. Blind spots like lack of self-awareness and financial literacy hold entrepreneurs back from success. Happiness comes from focusing on what you control daily, weekly, and monthly. Excuses like lack of time are lies we tell ourselves. Contact Simon via linkedin.com/in/simonseverino Websites strategysprints.com (Company) strategysprints.com/love (Portfolio) calendly.com/strategysprint/discovery-call (Personal) Email severino@strategysprints.com Twitter simonseverino --- Are you curious to learn whether your strengths are your strengths and how you stack up? For 4 listeners who take the NEW Sales Aptitude Test, you will get a chance to guest on the show on Hallowe'en 2023. Click now.

Discover the transformative potential of mental toughness in leadership and team building. Tune in to his insightful podcast with Anthony Taylor, a recognised expert in mental toughness and author, to delve into the art of cultivating resilient leaders and high-performing teams. Understand the power of mental toughness, the balance of sensitivity and toughness, and the tools to build mental fitness. Dive deep into the world of empathetic leadership, mental fitness, and innovative recruitment strategies. Take your leadership skills to the next level and meet the challenges of the modern work environment head-on. Ready to start your journey? [Book a coaching session with Marcus](https://calendly.com/marcuscauchi). Mental toughness is more than just a buzzword; it's a critical personality trait that dictates how we respond to stress, pressure, and challenges. It's not about being macho; it's about the power of the mind. This podcast will guide you through the complexity of mental toughness, its benefits, and its impact on performance. The MTQ+ test offers a glimpse into people's mental responses in varying situations, can be an invaluable tool in recruitment, leadership development, and team building. Cultivating mental fitness requires understanding one's mental toughness profile, developing emotional intelligence, and fostering good mental health through exercise, healthy eating, and volunteering. Being a good leader is not about controlling but about influencing others with praise, empowerment, and delegation. Remember, setbacks should not affect one's self-concept or self-worth. Instead, they should be seen as opportunities for growth and learning. Contact Anthony via LinkedIn - linkedin.com/in/ant-taylor-mentaltoughness Mobile 07771 892479 Web www.threefifty9.com  Email anthony@threefifty9.com Twitter: AntTaylor72 -- Ready to transform your leadership skills and create high-performing teams that thrive in the face of pressure? [Book your coaching session with Marcus Cauchi today](https://calendly.com/marcuscauchi).

Mark Schaefer, marketing strategist, keynote speaker, university educator, and bestselling author of "Marketing Rebellion," "KNOWN," "Cumulative Advantage" and his latest book, "Belonging to the Brand." We discuss community, how to build it, how to get out of the way, the temptations to avoid if you want your community to flourish. 🔥 Are you ready to revolutionise your marketing game and soar above your competitors? 💡 Uncover the power of personal branding as Mark shares the untold secrets to crafting an unshakable reputation that opens doors and boosts your career like never before. 💪 Embrace the disruptive potential of building thriving communities and interconnected ecosystems. Unleash the force of your collective strength to dominate your target market with unparalleled authority. ⚡️ Mark and Marcus shatter the illusion of being just another source of information. Instead, they empower you to deliver bold insights that command attention, admiration, and unyielding loyalty. 🌐 Navigate the dynamic world of marketing with confidence. Embrace change, adapt to shifting trends, and seize new opportunities to future-proof your business against any challenge. 🚀 Are you prepared to embrace the future and conquer your industry? Tune in and unleash your marketing superpowers with Mark Schaefer! 💥 How will you wield these cutting-edge strategies to jump your business to new heights? Be unstoppable in the ever-evolving marketing landscape Contact Mark via linkedin.com/in/markwschaefer Websites businessesGROW.com (Company) businessesGROW.com/blog (Blog) youtu.be/gehWpd4AGyE (Speaking video) Email: mark.schaefer@businessesgrow.com Twitter: markwschaefer -- Grab 15 minutes with Marcus for a chat about your career in sales and what you can do to thrive in a tough economy and uncertain times. https://calendly.com/marcuscauchi

My guest this time is Patty Block, CEO of The Block Group and author of "Your Hidden Advantage." Patty,  former political lobbyist today helps $1m+ women business owners to grown and achieve exit readiness. Patty shares her realisation about selling her business, tips for avoiding common pitfalls like underpricing, and strategies to maximise profits. Discover valuable insights on effective communication, personal growth, and building real business value.  Key Points: Realising Your Business's Value and Exit Strategy Potential Overcoming Limiting Beliefs for Business Growth Navigating Emotional Decision-making Avoiding Underpricing Eliminating Wasteful Spending in Business Frequently Unasked Questions (FUQs) for Successful Exits Tackling Ego's Impact on Business Value Red Flags and Lobbying Lessons Striking the Balance in Women's Sales and Business Embracing Responsibility and Accountability Strategies for Business Enrolment and Empowerment Taking Action for Profitable Growth Setting Boundaries for Success Reflections on Money and Vulnerability Contact Patty via linkedin.com/in/pattyblock Websites theblockgroup.net/ (Company) theblockgroup.net/your-hidden-advantage (Other) theblockgroup.net/exit-readiness-index (Other) Email: pwblock@theblockgroup.net Twitter: TheBlockGroup -- If you'd like to talk to either me or Suzanne about coaching and learning more about Principled Selling, https://calendly.com/marcuscauchi

Unlocking Sales Success for Founders and Startup CEOs Tal emphasises why identifying ideal customers, tailoring approaches, and focusing on meaningful conversations over mindless dials is key. He challenges common founder induced sales foul ups due to their  over-reliance on their technical backgrounds. Tal offers strategies for building customer-centric sales operations that serve both the customers and the company. We dig into the need to adapt if/when recession hits you on sales execution and the adoption of sustainable sales practices to weather economic storms. We share real-world examples, case studies, and practical advice to help founders navigate these challenges. In addition to addressing prospecting, go-to-market strategies, and sales metrics, the episode sparks debates around ego, incentives, and the mindset required for founders to admit their need for sales help and reform. This episode is filled with actionable insights and inspiring stories that will empower founders and startup CEOs to unlock their sales potential. Tune in now to gain the knowledge and tools needed to drive sales success in your entrepreneurial journey. Contact Tal on linkedin.com/in/talpaperin Websites: ksw.solutions (Company) Phone: +972-54-5308119 (Mobile) Email: tal@ksw.solutions -- In the final quarter of 2023 through the first quarter of 2024, Marcus will be dedicating 50 focused hours of immersive coaching to three exceptional founders. This hands-on, intensive coaching period aims to drive significant development and optimization of your business strategies and execution plans. Our primary objective will be to formulate or fine-tune your vision, crystalising it into a compelling strategy that can attract high-caliber talent to your enterprise. We'll then work on effectively engaging these individuals, clearly outlining their roles and the expectations associated with them. This will ensure they fully understand their contributions to the overall mission and the specific tasks they are responsible for executing. This in-depth coaching will also involve a comprehensive review of every aspect of your organisation. We will meticulously scrutinise every process, role, individual, system, and structure within your enterprise, with a view to identifying areas of strength, weakness, and opportunities for improvement. This isn't about change for the sake of change, but about aligning every element of your organisation more closely with your overarching goals. Furthermore, we'll be laying out a robust strategy designed not only to achieve short-term wins but also to build a foundation for long-term success. We'll work on fostering a cohesive and driven team, one that is fully committed to the mission and capable of delivering exceptional results. Ultimately, our work together will culminate in the development of a resilient and adaptable customer strategy that turns every client interaction into an opportunity for building enduring relationships. By the end of our time together, you'll have the strategic blueprint, the dynamic team, and the loyal customer base you need to propel your organisation forward in a sustainable and meaningful way. For a #SalesBreakthrough https://calendly.com/marcuscauchi

Elodie Lavasseur is an accomplished branding and marketing leader with a history in hospitality, travel and the record business. Today she is a neurocoach who empowers women entrepreneurs, founders and professionals to unlock their true potential, to achieve success on their own terms. Elodie shares invaluable lessons that will open you to new possibilities. Unleash Your Confidence: Break free from self-doubt and self-sabotage. Learn how to build unwavering self-belief and tap into your intuition, allowing you to trust yourself and make confident decisions that shape your destiny. Journal Your Way to Clarity: Explore the power of journaling as a transformative tool. Gain insights into uncovering hidden patterns, values, and desires, enabling you to create a life aligned with your true passions. Conquer Writer's Block: Say goodbye to creative roadblocks. Discover a game-changing technique that banishes writer's block forever. By asking yourself targeted questions and letting your thoughts flow freely, you'll tap into a wellspring of creativity and unlock your true writing potential. Unveiling Blindspots: Delve into unasked questions and explore the blindspots that may be holding you back. From achieving work-life balance to bouncing back from setbacks, uncover practical strategies to navigate challenges and reach new heights. Tune in and unlock your true potential today! Contact Elodie on linkedin.com/in/elodielevasseur Email: info@theshinebrightacademy.com Website: https://www.theshinebrightacademy.com/ 90-day Accountability Programme: https://www.theshinebrightacademy.com/manifest --Prepare4PowerQs: Uncover your potential, embrace discomfort & reach new heights. I'll ask you the questions that'll challenge and expand your limits. https://calendly.com/marcuscauchiUse the same link to book a 45 minute planning session where you will form the basis of your plan for what you want your business to give you in life, or to sit in on one of my live LearningLabs.

J. Peter Wheeler is a fresh voice who needs to be heard. Listen and learn "why?"   In the realm of go-to-market operations, confusion and disagreement run rampant. Different teams have their own goals and metrics, causing inefficiency and distrust. Sales teams, driven by short-term objectives and quotas, are pushed to behave poorly. This damages relationships with both customers and employees. To regain trust, businesses must listen to their customers and align their objectives with what the customers truly need. Recruiting, onboarding, and compensation often miss the mark. Instead of focusing on values, trustworthiness, and mindset, companies prioritise competencies alone. Communication and cooperation between teams like sales, marketing, product, and customer success are lacking. They must find ways to collaborate more effectively. Over-reliance on tools and technology without proper employee training has made the sales profession dull. Companies should prioritise essential skills like interpersonal relationships and communication. To improve collaboration, businesses should appoint individuals who can identify gaps, foster communication, and resolve conflicts between teams. This is a critical juncture. Will businesses rise to the challenge and address their issues, or will they succumb to the consequences of chaos? The future of go-to-market operations hangs in the balance, and the world watches with anticipation.   Contact Peter via linkedin.com/in/jpeterwheeler Websites: calendly.com/productledgrowth (Other) jpeterwheeler.com (Portfolio) Phone: +1 619 703 7162 -- If you want to grab 15 minutes with me to discuss how you can: Ignite Sales Excellence. Elevate Performance. Unleash Revenue Growth. Click this link https://calendly.com/marcuscauchi

David Kurkjian is a sales consultant and author of the book "6X Convert More Prospects to Customers". The book focuses on helping salespeople construct high-value discovery calls and build conversations that rightly communicate value to prospects. We explore: The Importance of Early-Stage Selling Conversations Early-stage selling conversations are critical because they set the tone for the rest of the sales process. If you can't build rapport and establish trust with your prospect during these early conversations, it will be very difficult to close the deal. How to Master Early-Stage Selling Conversations There are a few key things you can do to master early-stage selling conversations: Focus on the prospect's problems, not your product. Use contrast to show how your solution can solve the prospect's problems. Ask questions to get to the root of the prospect's concerns. Be honest and trustworthy. Compensation plans that reward salespeople for closing deals, regardless of outcomes, incentivise the wrong behaviours. Leadership sets the culture of the company. David offers a powerful litmus test for founders considering taking investment. Additional thoughts: I agree with David that salespeople talk too much about their products and not enough about the value that their products can provide to prospects. This is a common mistake that many salespeople make, and it can be a major obstacle to closing deals. I also agree with David that leadership sets the culture of the company. If the leadership team is not supportive of sales, it will be very difficult for salespeople to be successful. I think the advice to ask VCs how they would handle real-life employee issues is very insightful. This is a great way to get a sense of their values and how they would treat employees. Finally, I think the advice to pay attention to the words that you use when talking to prospects is very important. The words that you use can have a big impact on how prospects perceive you and your product. Connect with David via linkedin.com/in/david-kurkjian-1891901 Website: mastermessaging.com  -- If you wish to unlock your sales team's potential, drive certain, sustainable growth, exceed targets, and dominate your market without manipulation, coercion or deception - https://calendly.com/marcuscauchi

Philipp and Marcus dished out some storytelling secrets in their latest chat on sales, just enough to pique your curiosity. They've got this mysterious yet effective SURF formula: Surprising, Emotional, Relatable, and Visual. Want to know more? Well, you'll have to dive in! Imagine meeting a prospect and instantly clicking with a short, engaging connection story. And what if you could level up their game with thought-provoking scaling questions? Intrigued? We thought so. Success stories that turn customers into heroes, with snappy dialogue and irresistible benefits, are just the tip of the iceberg. Exciting story openings, a human touch, and a sprinkle of ChatGPT's creative flair – that's the recipe for storytelling magic. But wait, there's more! Philipp and Marcus share extra nuggets of wisdom to leave you hungry for the full conversation. Open questions with customers, razor-sharp editing, and storytelling that genuinely connects – it's all there. Making customers the stars, inspiring change, and transforming small talk into memorable moments – the secrets are waiting to be unveiled. Are you ready to uncover the power of live storytelling clinics and stories tailored for the buyer's journey? Join Philipp and Marcus as they ride the wave of storytelling in sales, applying the SURF formula to captivate and compel audiences. Don't miss out on this thrilling adventure! Contact Phillip on linkedin.com/in/philipphumm Website: power-of-storytelling.com (Personal) Email: p.k.humm@gmail.com -- If you want a coach who will always tell you what you need not what you want to hear, who will leave you nowhere to hide from your excuses, and will give you the firm, fair and focused direction you need to make and realise your plan for the certain future you want for yourself and those you care about. Book 15 minutes for free or 45 minute paid initial coaching call https://calendly.com/marcuscauchi For details of my coaching, consulting, predictive hiring and other services https://www.laughs-last.com/training-and-coaching/#successfulsellingshowmore

AI FOR THE REST OF US: How To Outsmart Big Tech And Become An AI Master Does AI mean the end of businesses like yours? Think again. In this no-holds-barred discussion, AI expert Lisa Palmer and strategist Marcus Cauchi reveal how underdogs like you can outsmart Big Tech and become an AI master. Lisa argues AI fear-mongering misses its TRUE benefits: efficiency, productivity and solving wicked problems. The key? Setting guardrails while leveraging AI's potential. But how can we gain the upper hand? Lisa notes companies often lack a deep understanding of their data to ask the right AI questions. Marcus proposes a disruptive approach: a team of advisors researching companies simultaneously to reveal opportunities traditional approaches miss. They discuss the challenges of integrating AI into inflexible cultures and outdated business models. Lisa believes an agile culture is pivotal for success. Marcus cites examples of how AI is transforming sales - from automating content to tailoring customer interactions. In this episode, you'll discover: ✅ How to regulate AI responsibly while capitalizing on its advantages✅ How to develop an agile culture that EMBRACES - not fears - AI✅ Tactics for using MULTIPLE AI tools to gain original perspectives✅ Strategies for using AI to REINVENT business models and gain competitive edges Don't miss this robust discussion on the realities - and possibilities - of how AI can give YOU the upper hand against Big Tech. You'll learn how to develop the RIGHT attitudes, habits and outlooks to navigate the AI revolution and gain an advantage today.

Arnold Beekes and Marcus expose hidden truths hindering personal growth. Society's conditioning and crisis blind spots are revealed, empowering listeners to find transformative solutions. No word wasted, only powerful insights. Arnold's career weaves technology, leadership, psychology, coaching, and startups. Unveil the impact of conditioning and critical thinking, balancing profit and societal well-being. Beware of advanced technology's dangers, challenging norms and revealing hidden connections. Embrace self-awareness, ignite change through emotional intelligence. Address burnout, align values in the workplace. Govern with structured thinking, embrace diversity, wise technology use. Discover top business lessons, unlock potential in this charged journey of hidden truths and transformation. Arnold Beekes chats to me about: Living Someone Else's Life: Symptoms and Blind Spots - Marcus and Arnold discuss the signs of individuals living someone else's life and explore the blind spots that hinder personal growth and fulfilment. Finding Solutions in Crisis: Societal Conditioning and Critical Thinking - Arnold explains the reasons behind people holding back from finding solutions during crisis moments, including societal conditioning and lack of critical thinking. He emphasises the importance of asking critical questions and recognising blind spots. Arnold's Career Journey: Technology, Leadership, and Startups - Arnold shares insights from his career, which spans new technologies, personal leadership, psychology, coaching, and starting startups. Impact of Conditioning and Critical Thinking on Individuals and Organizations - Marcus and Arnold explore the influence of conditioning on individuals and organisations, stressing the significance of critical thinking and diversity in innovation teams. They also discuss the need to balance monetisation with societal well-being and caution against the potential dangers of advanced technology. Self-Awareness and Ownership: Moving Beyond Individualism - The hosts emphasise the importance of self-awareness and taking ownership of one's life. They advocate for a holistic approach in problem-solving and highlight the necessity of understanding the whole picture to address critical issues effectively. Emotional Intelligence and Enabling Change - Arnold discusses his approach to enabling people to change by asking questions about their emotions, highlighting the role of emotional intelligence in personal growth. Burnout, Values, and Mental Health in the Workplace - Marcus and Arnold explore the prevalence of burnout and compromised values in the workplace. They emphasise the connection between the brain and the body, as well as how stress and emotional issues can manifest as physical problems. Governing Actions with Structured Thinking - Arnold advises on consistently allowing thinking to govern actions rather than being reactive, emphasising the importance of structure, systems, and considering opposing opinions. They also discuss the value of multiple perspectives and avoiding narrow-mindedness. Technology, Informed Discussions, and Brain Fitness - Marcus and Arnold stress the importance of being informed and using technology wisely to engage in meaningful discussions and challenge arguments. They recommend listening to podcasts on various topics to broaden knowledge and suggest resources such as "The Founders" podcast and books on human nature, mental health, and conditioning. Recognise and overcome societal conditioning to live authentically. Develop critical thinking skills and ask critical questions to find solutions. Embrace self-awareness and take ownership of your life. Foster emotional intelligence to enable personal and organisational change. Address burnout and prioritise mental health in the workplace. Govern actions with structured thinking and consider opposing viewpoints. Utilize technology wisely for informed discussions and growth. Explore brain fitne

My guest is the maverick academic, neuroscientist, behavioural psychologist and polymath Jordan Bridger. If you don't know his work you are in for a treat and a few uncomfortable wriggles in your seat. We discuss the challenges of change and uncertainty in business and society.    We explore how self-limiting mindsets and internal chatter code individuals based on the past, rather than inherent human nature. Reimagining uncertainty as opportunity and reframing change activates positive potential within us. Emotions shape our reality more than inherent biases, so recognising how they limit us expands possibilities. True power lies within oneself and by distributing it through communities.   Technology should be seen as extending human capacities rather than threatening them. Social change emerges from the bottom-up through heterogeneous communities modelling alternatives from within.   Asking the right questions reveals growth potentials that shift mindsets and behaviours, harnessing internal resources for adaptive growth.   Listen 2 or 3 times if you want all the goodies from this episode. Contact Jordan via linkedin.com/in/jordanbridger58   Websites: bit.ly/3hny6Lq (Company) bit.ly/387BkwN (Company) Email: thejourneyalive@gmail.com Twitter: atravelersnote -- Am I the coach you need or the one you want? I'm here to ask you the questions you've been avoiding. If you're prepared to face your own barriers, I'll be there, guiding you to step out of your own way. Ask me your most pressing question about sales. It's free and no pressure to buy either now or in the future.  https://calendly.com/marcuscauchi

Breaking Barriers: Reclaim Your Success in a Shifting Market In an era marked by volatility and mistrust, trust and empathy play a critical role in building customer loyalty. Mark Stouse of #ProofAnalytics highlights the strong links between trust, deal velocity, cash flow and customer loyalty. Short-sighted tactics aimed at quick sales may backfire as customers feel deceived. Focusing on customers' authentic needs and delivering a stellar experience unlocks exceptional sales performance, profitability and longevity. Yet, the majority of sales cultures cling to aggressive tactics and revenue targets. Stouse warns that the "lone wolf" salesperson, overcoming objections through bravado, breeds narcissism and customer disconnect. To thrive, sales teams must prioritise trust, empathy and genuine value—putting customers first. Embracing this sales ethos will enable companies to forge long-lasting, trust-based relationships and transform their businesses for the better. Email: mark.stouse@proofanalytics.ai Twitter: markstouse -- If you're looking for clear direction navigating the changing market, build a consistent pipeline of quality leads, close more profitable deals, more often, let's talk. Let's find 15 minutes, we can see if there's a fit. Click the link https://calendly.com/marcuscauchi.

🤿Today we dive deep into the entrepreneurial mindset with Jake Rosenberg, founder of Krete, a successful skincare company.  🚀 Discover how Jake demystifies the process of starting a business and creating a winning product, even with limited resources. He breaks down tasks, leverages available resources, and optimises efficiency to achieve remarkable results. 🚀 💪 Jake understands the struggle of getting started on something new, but he shares his secret weapon: embracing the power of AI  and online resources like Google and YouTube. With these tools by your side, the learning process becomes a breeze, saving you time and boosting your productivity. 💪 🔎 Learn from existing examples! Jake encourages aspiring entrepreneurs to analyse successful products, businesses, and podcasts to gain valuable insights. By studying competitors, understanding packaging, formulas, and customer experience, you can make informed decisions and adapt your approach to stand out in the market. 🔎 ⏰ Resource management, strategy, and time management are key ingredients for success. Jake shares how his experiences in high school shaped his entrepreneurial mindset, allowing him to excel in various areas. Find out how to optimise your performance and think critically about efficient solutions. ⏰ 🌟 This episode of offers powerful insights into the mindset and strategies of successful entrepreneurs. Demystify the initial steps of starting a business. 🌟 📚 Get ready to increase your chances of success in the dynamic business landscape by adopting a systematic approach, learning from examples, and embracing continuous improvement. 📚   Contact Jake on LinkedIn www.krete.club

Join us for an insightful interview as Jay Allen, the visionary entrepreneur behind My True North, takes the spotlight. In this captivating episode, Jay fearlessly shares his remarkable journey, revealing invaluable insights and hard-earned lessons that will propel your business forward. Discover the four key questions that will revolutionise your business strategy. Jay's expertise will empower you to make strategic decisions that drive growth while avoiding common pitfalls. Gain a deeper understanding of the real impact of business failures on employees and suppliers, and the importance of purpose and values in building ethical and thriving enterprises. Jay's research uncovers hidden causes of business failure, providing you with the knowledge to safeguard your business, align stakeholders, and build a talented team. Explore the realm of people-centric leadership as Jay and Marcus discuss the pitfalls of overemphasising finance, technology, and data. Learn how to foster collaboration and ensure customer satisfaction throughout your organisation. Avoid hitting a glass ceiling by mastering the art of identifying and hiring top talent. Jay shares valuable insights and the four key questions that will help shape the future of your business. Discover the power of purpose-driven leadership, diversity, and adaptability in building sustainable enterprises. Prioritise customer interests and navigate change for long-term success. Gain inspiration from captivating books and concepts as Jay explores history, financial cycles, and societal dynamics. Learn from his experiences to avoid prioritising commercial success over customer-centricity. Uncover the secrets of business success with Jay Allen. Tune in to this unforgettable episode and propel your business to new heights of growth and fulfillment.

My guest is Brent Keltner, CEO of Winalytics. We dig deep into the impacts of self centred selling, we delve into the need to ask yourself better questions and reflect on the ripple effects of our decisions, our actions and how we think about our customer. This is not going to be a pretty episode as there are several moments where we hold up the ugly mirror. Buckle up. So much value packed into one show. Bring a means to make notes. Book recommendations: Brent Keltner - "The Revenue Acceleration Playbook" Todd Capone - "The Transparency Sale" Marcus Sheridan - "They Ask, You Answer" Carol Mahoney - "Buyer First" Charles H Green - "Trust-Based Selling" Andy Paul - "Sell without Selling Out" Bob Moesta - "Demand-Side Sales" Smibert, Maloney, Clulow - "The Wentworth Prospect"  Connect with Brent Keltner via email at bekeltner@winnalytics.com  Contact Brent via linkedin.com/in/bkeltner Website: winalytics.com/ (Company) Email: bkeltner@winalytics.com - - Book 15 minutes to explore if coaching with me is a good fit for you or if you're familiar with my work and you prefer to dive straight in, we will help you develop your plan for making sure you succeed and enjoy life in the process - https://calendly.com/marcuscauchi   Work to live, don't live to work!

Unleashing Sales Success: Key Insights from Evan Kelsay Show Notes: Evan Kelsay, an experienced sales leader, shares his valuable insights on sales strategies, team dynamics, and organizational success in this episode of TheInquisitor podcast. Key Points: The importance of understanding customers: Gain deep insights into customers' language, pain points, and desired outcomes to create timely and relevant solutions. Orchestrating internal collaboration: Foster cooperation across departments, remove egos, and align teams towards shared objectives for effective execution. Embracing dissent as a virtue: Encourage diverse viewpoints and open discussions in critical decision-making processes to avoid blind spots and improve outcomes. The significance of financial literacy: Develop financial acumen to understand how professionals think, interpret financial statements, and navigate business conversations effectively. The value of long-term thinking: Focus on the long-term success of your company, considering governance, change management, and resource allocation beyond immediate results. In conclusion, Evan Kelsay's extensive experience and insights shed light on crucial aspects of successful sales strategies, team collaboration, and financial literacy, offering valuable guidance for sales professionals and business leaders aiming to drive revenue growth and create lasting impact.   linkedin.com/in/evankelsay   Phone: +1 347-849-7284 (Mobile) Email: evankelsay@gmail.com Twitter: EvanKelsay

Are you ready to embark on a transformative journey? The latest episode is an absolute must-listen for those brave enough to venture down "The Road Less Stupid." In this riveting discussion with Matthew Dashpher Hughes of Gunner Cooke, you'll explore the profound significance of Values and how they shape our organisations and our lives. 🔑 Unlocking the Power of Values One of the central themes of this conversation is the paramount importance of defining values. You’ll understand the value of diversity in many aspects of your organisation. However, when it comes to Values, Matthew stresses that diversity must take a backseat:"Hire for diversity in everything but Values". Hiring individuals who align with your organisation's values is crucial to prevent toxicity from seeping into your team and tarnishing customer relationships. 💡 Illuminate the Concept of Values It's remarkable how often we overlook the profound significance of values.  Matthew skillfully illuminates this blind spot, urging us to delve deep into our own understanding and interpretations. He emphasizes the importance of ensuring clarity and alignment when communicating with others about values, so that everyone is on the same page. 🌐 The 6C's: Building a Community Based on Values Matthew introduces his captivating concept of the 5Cs, which magically evolve into the 6Cs during their conversation. Their discussion revolves around building a community founded on values, trust, and honesty. Together, they explore the significance of communication, coordination, cooperation, collaboration, community, and common purpose. And they offer invaluable insights on striving for both the minimum and world-class levels in each area. The challenges of cultural dissonance and the dangers of incentivising the wrong behaviours with compensation plans are touched upon. The duo also explore the elusive concept of trust and share practical ways to demonstrate it. As always, the podcast combines personal experiences with wisdom from renowned authors. Matthew draws inspiration from Peter Drucker's letters and Benjamin Franklin's 13 virtues, offering a wealth of knowledge for those seeking to unlock their leadership potential.  He unravels the intriguing concept of "meatware," shedding light on why People often play a central role in failures. And a reason for excellent interview performance which we might overlook. 📚 Unlock a World of Knowledge As always, this episode offers a plethora of book recommendations that will leave you hungry for more. Discover thought-provoking works such as: "The Road Less Stupid" by Keith J. Cunningham  "The Solution"  “Loonshots” by Safi Bahcall,  "The Brand Bucket" by Barnaby Wynter  "Demand Side Sales" by Bob Moesta  "Trust based selling" by Charles Green  "The Trusted Advisor" by David H Maister  "Selling transformed by Philip Squire   Matthew also recommends listening to TheInquisitor episodes with Darryl Stickle and David Allison   Contact Matthew via linkedin.com/in/matthewdashper-hughes Phone: 07715 269724 (Mobile) Email: matthew.dashper-hughes@gunnercooke.com Twitter: mdh_matthew   Talk to me about coaching and training https://calendly.com/marcuscauchi   Book me for your podcast https://calendly.com/marcuscauchi/bookme

Ultimate transparency nerd, sales historian, collector, author, teacher of many of the world's most successful sales producers, Todd Caponi is my guest on this week's episode #481. We dive deep into the history of sales, exploring its cyclical nature from being trusted and respected to being terrible and back again. We shed light on the striking similarities between the current economic situation and that of 1921-23, emphasising the need for salespeople to adapt and embrace new strategies in a rapidly changing world. A Mirror to the Past: Comparing the current economic situation to 1919-1922, with high salesperson turnover rates and the need to be prepared for upcoming changes. Arthur Sheldon's Timeless Wisdom: "True salesmanship is the science of service" - how this principle still holds true today. The Evolution of Sales Processes: From the AIDA model to the shift towards seller activity-based approaches and recognising buyer behaviour. The Modern Buying Journey: Understanding the needs of today's well-informed buyers and questioning outdated sales techniques. Honesty, Service, and AI: How technology can enhance sales by predicting objections and providing valuable information. The Pitfalls of Metrics Obsession: Avoiding a decline in win rates and an influx of wrong prospects by focusing on quality over quantity. IKEA's Lesson: The importance of expectation setting and branding to improve customer satisfaction. Building a Customer-Focused Team: Hiring and compensating individuals who prioritise long-term relationships and customer satisfaction. Intrinsic Motivation in Hiring: Identifying candidates driven by a thirst for learning to reduce turnover. Sales Management & Leadership: The crucial role of skilled managers in a tight economy. Creating a Positive Work Environment: The benefits of transparency, ethical selling, and a supportive atmosphere on performance and creativity. Sales have come a long way, and it's time for businesses to embrace change by understanding their customers' needs, adopting modern approaches, and fostering a positive work environment. Let's learn from history and build a future of ethical, transparent, and service-oriented sales. (ROFLMFAO!) Enjoyed this episode? Don't forget to subscribe to The Inquisitor Podcast and share it with your friends and colleagues. Help us transform the world of sales one conversation at a time! Contact Todd via linkedin.com/in/toddcaponi   Websites: toddcaponi.com (Company) toddcaponi.com/blog/ (Blog) Phone: +1 847-999-0420 (Work) Email: tacaponi@gmail.com Twitter: tcaponi  -- I'm auditioning 3 new clients. If you'd like to be considered to be invited to join my exclusive Successful Selling programme, book 15 minutes to discuss what's involved and what you can expect to gain from participating - https://calendly.com/marcuscauchi

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 Websites HumanAI.Institute(Company) rebeccamurtagh.com (Blog) milliondollarwebsite.tv (My Book) https://successwithrebecca.com   Twitter: VirtualMarketer -- To talk to me about coaching, mentoring or training - https://calendly.com/marcuscauchi DM to learn how you can use ChatGPT to get your next job without going through the advertised job market or use recruiters.

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 Websites: wiglafpricing.com (Wiglaf Pricing) wiglafjournal.com (Wiglaf Journal) depaul.edu (DePaul) Phone: +1 8728292495 (Work) Email: tsmith@wiglafpricing.com Twitter: timo437 -- Contact me to chat about coaching and training https://calendly.com/marcuscauchi

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

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 Email: jamie.h.snow@gmail.com - - If you want your career in sales to give you more in life, let's talk about training and coaching: https://calendly.com/marcuscauchi

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 Website: onrhythm.io (Company) Excellent Resource Library: https://www.onrhythm.io/resource-library   - - Contact me about Learning, training and coaching - https://calendly.com/marcuscauchi

-- 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

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 Website: rsegroup.agency/ (UK Company Website) Phone: +44 (0)7823 887982 (Mobile) Email: therealmartinellis@gmail.com Twitter: RSEHeadhunter - - 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/

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 Website: teamaligned.com/ (Company) Phone: +972 542 080 422  -- Book a call with me to explore the choices ahead of you in life, in work, and for your sanity. https://calendly.com/marcuscauchi/

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 Websites getsmartcue.com (Company) SmartCue.substack.com (Other) Email: robinsinghvi@gmail.com Twitter: robinsinghvi -- Book time with me to discuss what's not working in your career and your life> Let's see if some unconventional coaching might be what the doctor ordered for you - no risk, no charge, just an honest conversation and no bullshit - https://calendly.com/marcuscauchi/

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   Websites allies4me.com (Turning Strangers to Customers) allies4me.com/inbound-marketing-services/ (allies4me Inbound Marketing) allies4me.com/systematic/ (allies4me Systematic Approach) Phone: +1 512-333-1533 (Work) Email: craig.andrews@allies4me.com Twitter: allies4me -- To chat about coaching with me https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Drew Sechrist, founder of Connect the Dots was Salesforce's 36th employee. Drew shares his experiences and insights about the power of relationships and how they can be leveraged in sales and management.   Drew discusses the importance of warm relationships in sales efforts, the blind spots salespeople have when it comes to referrals, and the need for a management apprenticeship. He also talks about the culture of collaboration and equity in Salesforce.com that enabled its success, and shares his own personal journey transitioning from individual contributor to manager.   Drew's message is that relationships between two people form the atomic unit of larger groups, and unlocking the power of these relationships can lead to success. Take notes, and apply.   Contact Drew via linkedin.com/in/drewsechrist Email: drew.sechrist@gmail.com Twitter: drewsechrist -- Looking for a coach who can help you up your sales game, deliver exceptional results and won't ever be bland, boring or baffle you with bullshit - https://calendly.com/marcuscauchi/ - plain speaking, no faff, no fluff. Let's chat

Dr Carolina Billings discusses entrepreneurship and building successful ecosystems. We explore the power of leveraging ecosystems, the importance of self-care and emotional independence, the need for diversity of thought and experience, and dig deep into these topics. Carolina also shares insights into her membership-based business model, which offers different tiers of investment and trust, and explores how to create momentum for a community with a common purpose. This is of specific interest to me as around 100 of my closest friends have built an ecosystem of go-to-market experts who work as a cooperative.  Whether you're an entrepreneur or someone looking to build a successful ecosystem, this episode offers valuable insights and actionable tips for achieving success. Contact Caroline on linkedin.com/in/carolinabillings Website;powerfulwomentoday.com (Company) Email: info@powerfulwomentoday.com Twitter; carolina_CHRP -- Are you considering how to take your career up several notches? Let's chat about coaching and training. No pressure, just an honest conversation about what you want from life and how you can accomplish it all without selling your soul or selling out - book a free 15 minute call to establish is I'm what you're looking for to help you - https://calendly.com/marcuscauchi/

Harris Kenny is a sales mercenary. He chats to me about the changing landscape of smart outbound, the clamp downs by Google, warming tools and email jail. We delve into best practices worst practices and practices that will get you blocked. Lively and fast paced, clear practical tips. linkedin.com/in/harriskenny   Websites introcrm.com/ (Company) harriskenny.com/ (Personal) -- Contact Marcus to book a free 15 minute coaching call - https://calendly.com/marcuscauchi If you want to be a guest on #TheInquisitorPodcast email marcus@laughs-last.com

Peter Wheeler Ep 467: Dive deep into the world of entrepreneurship with this captivating episode! Join host Marcus Cauchi as he sits down with accomplished entrepreneur Peter Wheeler to discuss the highs and lows of building a successful business. From the importance of setting boundaries and asserting oneself, to the dangers of isolation and burnout, this conversation covers it all. Get ready to be inspired by their candid and personal stories of failure and growth, and learn valuable lessons from their experiences in the world of self-employment. This podcast is a must-listen for anyone looking to start their own business, or for those simply looking for inspiration and guidance on their entrepreneurial journey. Don't miss out on this engaging and informative episode! Contact Peter via linkedin.com/in/jpeterwheeler   Websites: portfolio.mirthfulpolymath.com (Portfolio) calendly.com/auth0peter/30min (Other) jpeterwheeler.com (Personal) Phone: +1 (314) 651-3245 (Mobile) Book Time with Peter: https://calendly.com/auth0peter/30min -- Book time with me to discuss your career, life and how you want sales to make the choices you want in life, possible - https://calendly.com/marcuscauchi/

In this episode 466 of The Inquisitor podcast, I chat with Andrew Mallia, a former naval officer and expert on the maritime industry, about the industry's underbelly. Andrew shares his experiences with maritime piracy, human trafficking, and the dangers of the open sea, and discusses the legal frameworks that underpin the industry. The conversation also touches on the future of the industry, including the impact of space exploration on maritime conflicts. If you're interested in learning more about the maritime industry and the hidden issues that underpin it, this episode is a must-listen. Contact Andrew via linkedin.com/in/andrew-mallia-53443441 Email: marsecmalta@outlook.com -- If you are looking for an unconventional coach then book a time for a chat with me and let's explore your options - https://calendly.com/marcuscauchi/

Gal Aga chats to me about working in cooperation and in alignment with your customers and prospects. Aligned provide a shares space for sellers, partners and customers to meet, share ideas and assets, advancing the relationship and understanding of the problem together. The genius of this approach is that it removes friction and barriers to communication, enables you to keep track of all account related activity in one place - for you, your partners and your customers. The potential for this to amplify and speed up ramp up times has yet be explored but I will definitely be researching how even more value can be squeezed out of this goldmine of insight into your buyer. Anyway, have a listen. Check out Alignedup.com to try the product yourself and see how your customers love being looked after and ambiguity form the buying process removed. Contact Gal on linkedin.com/in/galaga Website: teamaligned.com/ (Company) Phone: +972542080422 (Mobile) -- #wannacatchwhales? I coach salespeople, not in a very conventional way, but the results are what you're buying. I've messed up, failed and shot myself in the foot in all the ways you're likely to. Think of my history as your future. You can learn from my mistakes and stupidity, or you can repeat them same mistakes and be just as dumb and lose just as much or more. My clients get incomparable results, stress less, get promoted, make more money, have more fun https://calendly.com/marcuscauchi/

Tamara McMillen is a sales leader with successful operational and private equity experience. Gifted at both, Tamara helps you glimpse past the emotional fog that the topics of diversity, equity and inclusion evoke. We seek to explain why diversity of thought is critical in a healthy, and sustainably profitable organisation, and the impact investors, leaders, managers and down to the individual choices that salespeople and managers might have on customers, on employees and the areas to pay attention to as signs that a course correction might be needed. Tamara is a strident advocate for her people, for giving them permission to fail, to dissent, to think for themselves. Her style of leadership develops leaders not followers and swallowers of dogma. This creates a very different type of salesperson and sales experience for buyers. You'll like Tamara because she brooks no bullshit and calls me out a couple of times (as she always does and why I value and trust her counsel even when we disagree). And that brings me to our key point. You learn by rubbing against people and opinions you disagree with. Great diversity creates intersectional moments where people with different histories, perspectives, competencies, relevant or opposed views all come together to understand a problem and solve it. That is tapping into Humanity's 5 superpowers - cooperation - communication - codevelop understanding & solutions - choreograph who does what, when and to what level, standard or force - co-elevate everyone involved by finding what we share in common. Working towards a unifying, common purpose means we will be OK waiting to get our needs met in pursuit of the higher purpose. Tamara discusses how you build, empower, equip and lead a truly diverse team. It's not easy but the rewards are massive and leaders require the humility to be vulnerable, to encourage dissent, and leave their egos behind. Contact Tamara via linkedin.com/in/tamaramcmillen Email: tamara.mcmillen@me.com Twitter: Tamara_McMillen -- If you want to talk to me about coaching you grab a time https://calendly.com/marcuscauchi/. You can get 15 minutes with me for free, or book a paid for 45 minute initial coaching call to help you develop a personalised plan for your career in sales to give you everything you want in life. Now doesn't that feel like a light at the end of the tunnel?

Gin Lalli chats to me about solutions focused therapy. If you're in sales, management, leadership or customer success, you really want to pay attention to both content and form in this interview. We listened deeply a few episodes back with Beshlie Donaldson. In this episode with Gin we learn how to uncover someone's real motivation to change and work past resistance without resistance. Seriously folks this is a gem of an episode.  Contact Gin via linkedin.com/in/ginlalli Website: ginlalli.com (Solution Focused Therapy) Phone: +44 (0) 7590 317 318 (Mobile) Email: gin@ginlalli.com Twitter: GinLalli -- To chat to Marcus about what you want your career in sales to give you in life and how you plan to make that your reality - https://calendly.com/marcuscauchi/ Use this link to register for #ChatGPT4Sellers - Saturday 1 April 1600-1730

Konrad Sanders and I talk about the power of your words on episode 461 of #TheInquisitorPodcast with Marcus Cauchi. If you want to raise your performance in sales, https://calendly.com/marcuscauchi   Konrad opens your eyes to exciting possibilities with 7 stages of the funnel:   1. Unaware2. Problem Aware3. Solution aware 4. Product/Brand aware  5. Most Aware  6. Seal the deal 7. Truth aware - after funnel aware So much good material you can use and apply.   Contact Konrad on linkedin.com/in/konradsanders   Websites creative-copywriter.net (The Creative Copywriter) creative-copywriter.net/about-us/ (6 Reasons Why to Pick Us) creative-copywriter.net/copywriter-portfolio/ (Case Studies) Phone: +44 7951515921 (Mobile) Email: konrad@creative-copywriter.net Twitter: konradsanders ******************************************************** Explore coaching and training with Marcus Cauchi: https://calendly.com/marcuscauchi/let-s-explore-coaching-training   Let's jump on a call to audition each other. Let's see if we like and trust each other to believe that if we work together you will get the outcomes you want in life and in your career.   Sell Hot Not Cold:   Audition to join my Rapid Results programme: https://calendly.com/marcuscauchi/rapid-results-audition   Audition to join my Successful Selling programme: https://calendly.com/marcuscauchi/successful-selling-audition

Julia Nimchimski is the brains and execution behind the #GTMGames. She partnered with Justin Michael to produce what are the world's first gladiatorial games between sales and marketing to foster cross pollination of ideas, alignment and the application of the best behaviours by some of the biggest names in tech sales whose job it is to coach the contestants, then judge and disqualify.  Julia and I talk about the way #Events are changing, how technology is equipping us to do things in ways that were never possible before. This is a glimpse around the corner. Julia is coauthor of Reinventing Virtual Events, very smart marketer and a serial getter of things done. Watch her. A name to watch today and the future. Level headed, smart, commercial, driven, organised and a rare eye and the patience to develop  unmet demand. Contact Julia on linkedin.com/in/julia-nimchinski Website: hypcccycl.com (Company) Email: julia.nimchinski@hypcccycl.com Twitter: JNimchinski -- Considering a coach? Want one who helps you get results you want confidently, fast and keep getting them?  https://calendly.com/marcuscauchi/

"10% of series A make it to series B, and 13% of series B make it to a liquidity event." says AJ BrunoCEO of Quota Path." That means 1.3% make it to series C or a trade sale at that point! Playing the lottery AJ Bruno exited his previous business for $225m. Today he is in series B with his second, QuotaPath. We discuss the impact of the unicorn narrative on founder's thinking and the toxic distraction that happens when founders forget why they started in business - to help someone (a person) solve a problem - and their focus turns to the first or next raise, and satisfying the valuation metrics of short term thinkers with money.  Pragmatic, humble, and humane AJ talks candidly as a second time founder in series-B, an investor with Stage 2 Capital, and a sales professional. This is worth bringing along a notepad and pen. We cover a lot. We dig into compensation which is AJ's passion, customer acquisition, retention and service. Aj's views on sales dogma and playbooks align with mine but won't be popular. Listen to learn why.  You will find particular value if you a manager people because his insights and advice are golden Contact AJ on https://www.linkedin.com/in/ajbruno3/ Twitter: @TrendKite -- Contact me on to discuss what you want your career in sales to give you in life and how you believe coaching may help you, or go right ahead and book a coaching call - https://calendly.com/marcuscauchi

"Active listening is the enemy of deep listening", says Beshlie Donaldson. She is a deep listening coach who I met when she was a headhunter many moons, 2 businesses and she balanced all that whilst raising boy twins! Superwoman? Perhaps, but more than that Beshlie helps you hear yourself. It is a profound experience. We explore, what is deep listening, why it isn't active listening and we dig into why active listening can go wrong and it so often does without the salesperson realising.  We took a bit of a risk on this show because rather than just talk about it, we wanted you to witness someone experiencing deep listening. I admit, it doesn't make a great spectator sport. We did it so you could see how deep listening works in action. No one was hurt in the making of the show and the subject, me, was a willing volunteer. If you were ever curious to take a peek into the workings of my mind, here's your chance. Is this helpful? I'm open to criticism as I still don't really know what I'm doing and the show is an ongoing experiment. Let me know what you think.  I urge you to contact Beshlie if you want to break through your roadblocks, your self-concept is taking a bit of a knock or you are at a cross roads and have conflicting opinions and fears about the decision you're facing. I found this and the subsequent sessions revealing in ways I know I couldn't have readily got to without her gentle help. She's on LinkedIn at linkedin.com/in/beshlie Websites: linktr.ee/beshlie.coach (Company) mailchi.mp/fbe0652a42eb/beshlie (Company) Phone: +44 (0) 7540742001 (Mobile) Email: hello@beshlie.coach -- Book an initial coaching call - https://calendly.com/marcuscauchi/first-experiment-in-coaching-chemistry-and-planning (45 mins, £300 including VAT sales tax) To explore your options - https://calendly.com/marcuscauchi/let-s-explore-coaching-training?month=2023-02 (15 mins, free)   When you book, you'll get some prep work. You won't have all the answers. That's normal. Do your best.

Laura Ashley-Timms is coauthor of The Answer is a Question. She and her husband and business partner Dominic, have been running Notion, a management performance improvement firm for over 20 years. They have served executives and managers as coaches and facilitators, brokering highly charged industrial negotiations, turning around failing leadership team and latterly focusing on equipping middle managers to shift their management from command and control to an operational coaching™ management style. Notion is now capable of changing the behaviour of thousands of managers simultaneously and a London School of Economics study conducted in conjunction with BEIS (UK Gov, Business, Enterprise, Industry and Strategy) showed that this shift in management behaviour delivered an average ROI of a 74x (7400%). Laura and I discuss the power of the right question and accountability to transform performance and improve lives. Powerful stuff and definitely get the book. Highly recommended. Contact Laura on linkedin.com/in/laura-ashley-timms Websites STARmanager.global (Company) Email: hello@starmanager.global.co.uk Twitter: STARmanager_HQ Link to The Answer is a Question by Laura and Dominic Ashley-Timms: https://amzn.to/3E5NPM4 ************************************************************************************* If you reckon I might be the person to help you, let's jump on a call to find out - https://calendly.com/marcuscauchi/let-s-explore-coaching-training ************************************************************************************* Maximise your enterprise sales impact with my Successful Selling class on 21st Feb 2023. Just for principled, results driven, growth oriented sales leaders & professionals. Success in real world high ticket/high stakes sales. Email me now for details: marcus@laughs-last.com  *************************************************************************************

David Kübler, senior consultant from operational VC, Project-A discusses investment, revenue operations and human beings. We dip into the problem of over-emphasising what's easy to measure at the expense of measuring what matters. We talk technology, process and people and dig into the interesting investment-partnering model over at Project-A. Contact David on https://www.linkedin.com/in/david-k%C3%BCbler-b3b8b318a/ -- Contact me to discuss joining my #RapidResults programme: 8 x 90 minute  weekly sessions to unlearn bad habits and beliefs, reset and replace adding skills, frameworks and habits to ensure you to do meaningful work and succeed without compromising your values - £1800+VAT (one off fee)  https://calendly.com/marcuscauchi/rapid-results-audition If you are committed to creating the life you want and putting in the work necessary to make it real, let's discuss #SuccessfulSelling - designing your sales career to give you what you want in life £1500+VAT per month - https://calendly.com/marcuscauchi/successful-selling-audition

"What would your leadership report card look like today? A's across the board?" asks Antonio Garrido, CEO of My Daily Leadership and author of the book My Daily Leadership - a powerful roadmap for leadership success.We discuss the surprising power of journalling for leaders.  "If you aspire to leadership start journalling" he advises. "You'll stumble at first trying to understand what you want to write, how much time to invest in your journal. You'll wonder about the ROI (it may be worth calculating the COI (cost of inaction), how and if it will help you. You'll never know until you give it a go" He invites you to ask yourself, "Am I future-proofing myself, my people and my business? How close to achieving my full potential am I? How close to our full potential are we achieving collectively as a team? How do I know I am learning what I need to learn?" Antonio highlights 4 core components in need of a leader's special and consistent  attention - * People* Company* Self* Strategy I took 2 pages of notes during our call. Bring a notepad and pen, turn on "airplane mode" or "Do not disturb" and learn. Antonio learned his leadership skills in the trenches at the feet of a great leader. He describes an economy of effort and the achievement of success through concerted collective effort. That comes from deep reflection and understanding of the circumstances, the context and choices to be made. Keeping a calm head whilst those around you are losing theirs marks out those who might lead. Contact Antonio via linkedin.com/in/antoniogarrido Website: mydailyleadership.com  Email: antonio@mydailyleadership.com Phone: (+1) 786 527 0277 (Mobile) -- Feeling the weight of having to sacrifice your ethics for the sake of your quota?  Does your self-concept wince when you're asked to use unprincipled ruses, tactics and bribes to force a deal over the line before your customer is ready, and you do it even though you know it isn't in your buyers' best interests? What if you can be successful and prioritise your values to find meaning and satisfaction in your work. For Rapid Results: https://calendly.com/marcuscauchi/rapid-results-audition Let's talk if you're looking for someone  to help you. I help principled salespeople, managers and leaders navigate their own environment to succeed AND minimise or eliminate the need to behave in ways that conflict with your values. You'll decide if we're a good fit when we speak. At the end we can agree next steps or part as friends. Either way. no pressure. Click the link to book

Jay Melone, founder of New Haircut shares some very powerful lessons all salespeople and their leaders should heed. Jay and I explore the power of customer interviews that help you to understand our customer's real buying journey, their triggers, their struggling moments, their moments of clarity and how to identify and attract more of the correct customers. This systems thinking has added benefits since it often surpfaces non-buyers (people who could buy but don't), non-customers (people who could buy if you shift your message or rethink how to apply what you offer), unmet demand (gaps you and your competition are currently missing), unusual uses for your products, work arounds and reversion to their old system. The customers' words are so much more powerful than ones we assume they'll like. Get in contact with Jay via linkedin.com/in/jaymelone Websites newhaircut.com (Company) newhaircut.com (Company) Phone: +1 (732) 339-3864 (Work) Twitter newhaircutco jaymelone -- Do you feel like you're sacrificing your principles for the sake of the job? Let's chat. No pressure. i'll ask some questions and listen. You can decide if you can work with me and we can decide if we keep talking, park it or part as friends knowing we won't work together either now or in the future. What do you say? Shall we talk? https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Ricky Pearl, founder of Pointer, #SalesAsAService and I discuss how to use outbound most effectively. It's not what you think and it's not what you are doing at the moment. Most of you are going through the motions of outbound but your haste is getting in the way of your success. Patience is lacking. Deep thinking and joint attention on the real problems and true intended, shared outcome is needed because at the moment the VAST majority (97-99% of the effort, money and time is WASTED TRYING TO CUT THROUGH THE NOISE marketers and salespeople have created. Think about it for a moment. Playing the "numbers game" works for a very few. Playing the "long game" works for everyone except those who get churned through the machine and spat out the other side. Ricky and I explore a much better way, a more thoughtful way and a way that gets more of you to the intended destination with substantially fewer casualties, significantly lower costs, eliminate the majority of your unwanted staff turnover, provide a steady stream of quality meetings with the right people who are already warm and receptive to you and how you can help. Selling warm beats selling cold 6:1. Selling HOT outsells selling cold 18:1. But most of you will say, "It sounds like a lot of work, I can't be bothered", to which I ask, "Is it 18x more work, because that is the cost of inaction?" Have a listen. Disagree if you have a strong case. Tell us why we are wrong. If you agree, tell us how we can improve our thinking. This is a topic we all need to consider because as times get tougher and the economy continues to throw uncertainty our way, we need to find ways to create #PipelineCertainty, #CRMhygiene and #BuyerSafety. Lots more besides in this episode. Watch Ricky. He is one of the leaders of the future and you will do well to understand how he is building his sales operation and culture. Contact Ricky via linkedin.com/in/rickypearl Website: pointerstrategy.com.au (Sales as a service) Phone: +61361847175 (Work) -- Would you like to be a guest on #TheInquisitorPodcast? Have you got a topic you believe will help salespeople perform better AND act with integrity. Let's plan out a show:  https://calendly.com/marcuscauchi/podcast-planning-call Want to Work With Me? I help principled sales professionals operating in unprincipled environments who are being asked to do things they know are not in their customers’ best interests, but they are expected to do them anyway. They count on me, firstly, to help them navigate the narrow, and sometimes obscured path between doing what is expected, and doing what's right, and ultimately, to help them develop and execute a viable, sustainable plan to control their future on their own terms. If you want to to find more meaning, more satisfaction and more certainty in your career, talk me about your personal vision and goals, or what you want for your team: https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Dr Darryl Stickel is a specialist in building trust in high conflict environments. Darryl talks to me about how perceived risk is created by multiplying uncertainty by vulnerability. Vulnerability is putting yourself in harms way, knowing you might be hurt. The problem is when someone is uncertain enough and their risk threshold is breached, they stop thinking rationally, and they go into self-preservation mode. If you go back and listen to my interview with Matt Dixon on the JOLT effect, my interviews with Moeed Amin, Mark Herbert, Mark Goulston, TRUST is at the heart of all of them. Some things that separates great salespeople and leaders from average and weak performers are their empathy and compassion. Darryl's online course is excellent BTW. Just going through it now and I have learned SO much. Contact Darryl on https://linkedin.com/darryl-stickel-phd-b544b Website: https://www.trustunlimited.com/ Trust Building Online Course: https://courses.trustunlimited.com/ ***** 5-Star programme, highly recommended email: darryl@trustunlimited.com -- Contact me to discuss training and coaching: https://calendly.com/marcuscauchi/let-s-explore-coaching-training If you wish to be considered for the next Successful Selling intake, please audition here: https://calendly.com/marcuscauchi/successful-selling-audition If you'd like to audition be a guest on #TheInquisitorPodcast: https://calendly.com/marcuscauchi/podcast-planning-call

Kate Laine-Toner is #neurodivergent. She spent 30 years hiding in plain sight as a marketing professional rising to the level of Marketing Director. Inside she was having to be who she wasn't on the outside to hide her condition, her gift. In part it made her good at what she did. But she didn't much like to socialise and party with the troops. It's not that she's antisocial but noisy places and lots of people are not how she relaxes or does her best thinking. Be clear about what you need and leave her get on with it. Odds are you know many neurodivergent people, perhaps you write them off because they lack the verve of their more dynamic, socially lubricated, extraverted colleagues. Perhaps you don't hear their suggestions because they haven't found their voice. What a waste of perfectly good talent. Listening to those who make the most noise over those who say the thing you need to hear. Contact Kate via linkedin.com/in/katelainetoner Websites theautismtrainingcompany.com/ (Company) wdiscourse.com/the-masterclass-intro/ (Company) Email: kate@theautismtrainingcompany.com Twitter: Kate_LT

Carole Mahoney of Unbound Growth and author of Buyer First chats to me about why buyers really buy and how salespeople get in their own way. Friction and uncertainty are created in the buyer's mind through selfish, ill considered sales motions and behaviours that are ill timed with the buyers buying journey. Frank, unfluffy and packed with usable insights, Carole rips the scales from your eyes, leaves you nowhere to hide when it comes to excuses and does so without making you feel like a fool. This episode is a belter. Thank you Carole. Please come back. We'd love to hear from you. Please please your comments, questions, thoughts and challenges. We love to be wrong. If you have strong and well founded opinions, or you hit upon a lucky experiment and have worked out how to systematise it, drop me a line via the link below Carole's contact details. Contact Carole via linkedin.com/in/carolemahoney Websites unboundgrowth.com (Company) unboundgrowth.com/blog (Blog) Phone: +1 207-604-6287 (Mobile) Email: e@carolemahoney.com

Amal Ismail is a functional medicine practitioner. What is #functionalmedicine? Functional Medicine is a systems biology–based approach that focuses on identifying and addressing the root cause of disease. Each symptom or differential diagnosis may be one of many contributing to an individual’s illness. Can you see the link between FM and functional selling? We only help the customer solve their problem by treating the causes. By uncovering the root causes of stress and inflammation FM practitioners get to solve "wicked problems" - multiple causes, multiple influence(r)s, changing context and priorities, timing, motivation, commitment, (in)consistency . The parallels between healthy living and healthy business become clear very quickly in this conversation. Prescription before diagnosis is malpractice. When you listen to Amal's process she seeks to understand the interplay between complex physiological, psychological and environmental factors to understand the problems at their cause. These have been formed and compounded over many years. Her process starts by listening forensically to her patient.  It takes a lot of time and effort to form a diagnosis, but instead of shifting the symptoms to another part of the body or stressing another system, you remove the source of the problem and the downstream symptoms stop happening. If you've worked with me you'll know this is my philosophy towards selling and working with customers. I want to produce elegant, sustainable solutions without the negative unintended consequences. In sales, if you start by looking for what you have in common, what is working, and looking for balance, working with your partners/customer/peers to find solutions instead of trying to gain dominance and control for you own personal advantage. Contact Amal on Linkedin via linkedin.com/in/amalismail Email: hello@amalismail.com She runs free masterclasses: https://us02web.zoom.us/meeting/register/tZElcuyvrT4sH90ZrMHehI91EZ4uVnQu36ct Amal's Instagram: https://www.instagram.com/amalismail_ifmcp/ The Masterclass registration link: https://us02web.zoom.us/meeting/register/tZElcuyvrT4sH90ZrMHehI91EZ4uVnQu36ct This is the payment link for the group programme: https://amalismailfmp.practicebetter.io/#/60d054562a832607202cbe31/bookings?c=637be3c01f0684a93b9c08af&step=course -- Contact me to be a guest on the show https://calendly.com/marcuscauchi/podcast-planning-call If you want to explore how I may be able to help you personally or your team, https://calendly.com/marcuscauchi/let-s-explore-coaching-training Happy selling!

Before you sign another contract for a major purchase, get a loan or seek investment, listen to this episode with THE REAL Chris Martin from #OriginFinance, who turns the world of commercial finance on its head. The range of options open to many businesses who instead eat into personal finances, make personal guarantees, give away equity, is vast. It can be confusing. Chris clears the fog with jargon or fluff.  Chris discusses a range of commercial finance options that don't involve giving away equity or control of your business, offer flexibility and help you to manage your cash flow. I had my eyes opened to so many useful options I'd previously not considered before. Chris's refreshing approach to advising about finance turns the whole experience of being a buyer into a valuable education. Chris has invited anyone who wants to discuss their finances and commercial alternatives to funding without any pressure, drop him a DM on linkedin.com/in/chris-martin-origin   Website: originfinance.co.uk (Company) Phone: 07935 220 402 (Mobile) Email: chris@originfinance.co.uk -- Amazon/Audible: https://lnkd.in/eMsPcgT2Podcast Addict: https://lnkd.in/e34gpqQWApple: https://lnkd.in/ePuQkWChSpotify: https://lnkd.in/eGBQp8AY -- If you have ideas for a show and would like to be my guest on #TheInquisitorPodcast ping me - https://calendly.com/marcuscauchi/podcast-planning-call Put your nightmares to bed and explore if I'm the right balance of experience, grumpy old curmudgeon and Yoda-like wisdom to help you in your sales career and building your team - https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Daniel Hulme, CEO @ SATALIA, Chief AI Officer @ WPP, Investor, Speaker @ TEDx & SingularityU, EIR @ UCL, Lecturer @ LSE, Co-founder @ Faculty, Advisor @ CogX & Syntropy - phew. After that build up, once you listen, I think you'll agree, Daniel doesn't disappoint. Pragmatic, realistic, experienced and humane, this snappy interview covers more ground in 40 minutes than you'll get in a week in English politics (maybe not quite that much but close!). We cover: 1. Rethinking what AI is actually useful for 2. Challenging the noise around AI ethics 3. Macro problems Contact Daniel via linkedin.com/in/danielhulme Websites: satalia.com (Company) hulme.ai (Personal) Phone: +447773765097 (Mobile) Email: daniel@satalia.com Twitter: TheSolveEngine IM: daniel@satalia.com (Skype) -- If you'd like to be a guest on #TheInquisitorPodcast let's explore producing an episode together - https://calendly.com/marcuscauchi/theinquisitor-podcast-2023 To explore training and coaching for you and your team, https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Tash Cleeve is an old school headhunter who takes care of her candidate's careers by matching them with the right company, in the right role in the right team to do the right job at the right time, where they can succeed and stay. This means investing time in her relationships with candidates, hiring managers, Boards, investors, potential reports. She's not afraid to get down into the weeds, because she knows that no one wants to make a hire. People want to hire someone who is a good fit with the team, succeeds, improves over time as they grow into the role, and stays. When they leave they want to leave a strong and positive legacy having done the job for which they were hired and successors who will surpass their achievements. And they will delight in their being eclipsed. We discuss how to make that possible. Great chat with someone who is totally sincere and committed to excellence. No wonder Tash and the ineffable @Martin Ellis are like peas in a pod. Contact Tash via linkedin.com/in/natasha-cleeve-a151b34 Website: cleevepartnership.com (Company) Phone: 07702 133097 (Mobile) Email: nc@cleevepartnership.com Twitter: TashCleeve -- If you like the sound of how I approach sales, management and leadership and want to explore if I can help through coaching, training, consulting or my network let's chat over Zoom.  https://calendly.com/marcuscauchi/let-s-explore-coaching-training To explore if we can make a good episode together with you as my guest, please find a time to jump on a planning call - https://calendly.com/marcuscauchi/podcast-planning-call

Chris Bogue is a former stand up comedian and salesman who eats his own dog food (I reckon he would for a laugh!)   Chris says that you must be clear about your answers to these questions:   "What do you say?""How do you get people to respond?""Can you explain to me, how is what you promise possible?"   "When you're addressing the camera, are you treating it as if it's another person? Do you realise that the voice you use on stage is different to the voice you use on camera?" We spend time exploring the difference between #digitalnatives and #analoguenatives use of the technology. Funny, practical and something you might want to spend some time over Christmas putting into action while you have some down time. Check out his video course below. I'm going to be learning how myself so you can see how stupid and inept I am when I release my new video channel in 2023.   Contact Chris via linkedin.com/in/chris-bogue Websites: christopherbogue.com (Company) tiktok.com/@chrissellshissoul (Personal) twitter.com/ChrisSellsSoul (Personal) Online Video Course: (chrisbogue.io): https://chris-bogue.thrivecart.com/complete-guide-to-selling-on-video/partner/ Phone: +1 708-712-3972 (Home) Email: chris@christopherbogue.com Twitter: octavarius -- To audition to join me as a guest on the show please book some time here - https://calendly.com/marcuscauchi/podcast-planning-call To recommend a guest email marcus@laughs-last.com with "Inquisitor Guest Suggestion" in the subject line To explore working with me to help you meet your full potential let's find some time to learn more about what you want and if I'm the right person to help you: https://calendly.com/marcuscauchi/let-s-explore-coaching-training

"Take action in December before you close the books for the year", says Dan Goodman, founder of #TruCommish. Dan's a man on a mission - to make salespeople's pay transparent and fair and help employers attract and retain their top sales talent. Imagine a brand that could say that all commissions are subject to independent verification that they are complete, paid on time and fair. What effect would that have on attracting and keeping top talent? Dan offers this for free for now for salespeople so if you want to be certain you are being paid what you are owed, and if you feel you aren't ... to be able to evidence your case unequivocally and irrefutably. He's built an algorithm he claims can decipher any compensation plan and push out accurate commission statements If you earned it, you should be paid. If you didn't it helps to know why so you don't make the same mistakes again. If your contract is 36 pages long or you have a 12 page dress code, odds are you compensation plan looks like a PhD thesis in astrophysics ... call Dan! If you believe you've been stiffed, or you landed a mega deal and now you think your CFO is going to reduce what you're owed  through clawbacks, moving the goal posts or other shenanigans, have a listen. Dan points you towards some great big fat clues that you might have a problem with #nonpayment #underpayment #wrongpayment of #commissions. Contact Dan via linkedin.com/in/daniel-goodman2001 Website: trucommish.com (Company) Email: dgoodman@trucommish.com -- Contact marcus@laughs-last.com if you'd like to be a guest or if you want to explore how working with me could propel your career and your team to predictably better results https://calendly.com/marcuscauchi/let-s-explore-coaching-training