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PODCAST

TheInquisitor Podcast with Marcus Cauchi

Marcus Cauchi, Laughs Last Ltd

Business Insights & Strategies From Experts: Unveiling Simple Truths Behind Success.I’m always grateful for Reviews and remember to Subscribe

business careers

All Episodes

44:06

Are You Helping Or Are You Part Of The Problem?

TheInquisitor Podcast with Marcus Cauchi ·

2022/05/05

Chris Prangley has risen through the ranks from a territory development rep (TDR/BDR/SDR) to Regional VP for Sales. His journey has exposed him to every stage of a fast growth business achieving pace and results, not without their challenges. Author of #TechSalesWarrior, he shares his experience rising through the ranks. We have a very candid conversation about the highs and lows of a modern sales career, the path into management and leadership, how you need to prepare your people for what is coming

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58:16

Playing Nicely With Others Doesn’t Mean You’re Soft...

TheInquisitor Podcast with Marcus Cauchi ·

2022/05/04

Amelia Taylor is one of the new generation of fast, paced, bright, ambitious sales leaders of the future. By day she sells RevOps-as-a-Service, and by night she helps other salespeople who are struggling to find their rhythm in sales. We discuss why cooperation is an undervalued and mostly untapped resource that salespeople fail to tap into at their personal cost. Humanity's superpower as a species is cooperating to solve problems by putting lots of our big brains together to understand the problem

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01:00:40

Why Promote Your Top Salespeople Into Management And...

TheInquisitor Podcast with Marcus Cauchi ·

2022/04/28

Alex McNaughten and his partner Scott Freeman founded #Apprento.io to help salespeople enter the #SalesProfession, get trained well, and placed in good companies with good bosses. Alex and I explore a range of topics from good and bad management, technology, culture, better questioning to developing your people. Alex's approach is refreshing, inclusive and highly effective because people get to think, grow, be highly engaged. Make sure you follow Alex on LinkedIn. His content is great. Contact Alex

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50:15

When Did Intelligent, Hard Work Go Out Of Fashion In...

TheInquisitor Podcast with Marcus Cauchi ·

2022/04/26

"Maybe 3% of your market is in the market to buy what you have to offer today. There's 40% that have problems you can fix that have no idea you exist or that they have the problems you fix. Your job is to get to speak to them" Pat Joyce is back. We unpick how he penetrates accounts and builds big pipeline, fast. It's messy and requires you to put in a LOT of HARD WORK. And it pays massive dividends. And it's predictable and reliable. Pat has repeated his success multiple times applying what we

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58:27

12 Strategy Sprints To Accelerate Growth For An Agile...

TheInquisitor Podcast with Marcus Cauchi ·

2022/04/21

Simon Severino talks to me about building velocity and resilience to thrive in times of high inflation and high uncertainty. Simon says "Never correlate goals with metrics and incentives". He is a design thinker applying the scientific method to his business, his systems and sprints. Simon shares how he's mitigating his exposure and maximising his potential upside in his personal investment portfolio. We dig into how he's refocusing his costs in preparation for what's to come. We are in for a tough

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55:52

Why Must You Go Looking For Bad News?

TheInquisitor Podcast with Marcus Cauchi ·

2022/04/19

"You must go looking for bad news. That's how you eliminate surprises." Steve Barnhurst is Enterprise Sales Director at Ebsta. "My job has always been to create the conditions where other people can be successful." Steve brings his wide range of experience as a sales leader through start ups to major PE backed corporates to bear as we explore why tracking engagement is such a critical indicator or deal and pipeline health. "More time, more fun, enjoy work more, get more done, do better work. We're

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56:16

Eric Steeves: Are You Intentionally Winning By Design...

TheInquisitor Podcast with Marcus Cauchi ·

2022/04/14

Eric Steeves is someone who has really impressed me. In the past 2 weeks he has opened my eyes to the future of #SalesManagement and #RevenueOperations. His approach is one I find deeply refreshing. Listen and you'll understand why. He is measured, humble and committed to helping others succeed. Hear how differently he approaches sales, how he involves others, his diagnosis of the true problems his customers need to addess. Listen to his approach towards competition, cooperation and partnering. Eric

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56:45

If You Want To Change The World Start By Taking Care...

TheInquisitor Podcast with Marcus Cauchi ·

2022/04/12

Johan Taft is half Swedish-English-Belgian. He left school at 16, and after a couple of years in the navy, he left and worked his way up the fast food industry. At the age of 19 was managing the world's busiest restaurant. In this high pressure, fast, paced environment he developed his management approach. Deeply spiritual and a martial artist, Johan's thinking is disciplined, humane and is focused on building people up, helping them meet their true potential. Contact Johan

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59:47

No Mother Ever Had An Ugly Child ... Until You

TheInquisitor Podcast with Marcus Cauchi ·

2022/04/07

Patrick Boucousis is a veteran salesman, sales manager and sales leader. He's been in the trenches and managed from the front. And he has led from behind creating the conditions for many moving parts to work in unison, and many people to thrive, grow and do their best work towards common purpose. We explore his mistakes and lessons learned selling locally, nationally and internationally from selling farm equipment to farmers through to complex strategic investments by global multinationals. And we

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01:00:59

Humanising S&M: Knowing How To Scale Is Often About...

TheInquisitor Podcast with Marcus Cauchi ·

2022/03/24

Rahul Chauhan says you have to, "Only 1 in 200 start ups become scale up. Start by defining your market fit. Who is the customer you are intending to serve? How do you know whether you have uncovered your true market fit? Do what you do better. Innovate with purpose" Rahul is Group MD at Foresight Digital, a digital consultancy for scale ups and challenger brands. He explains why you need to be thinking Now - New - Next Is your product fit for now? (70%) Is your product able to innovate with

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44:28

Coach For Results: Metrics Are Not A Motivator

TheInquisitor Podcast with Marcus Cauchi ·

2022/03/22

"Prospecting is an opportunity to have a profound engagement on both sides", says Denis Champagne, former multidisciplinary international sportsman, practicing Buddhist and founder of #LotusCommunications. Having made hundreds of thousands of #coldcalls, Denis is more qualified than most to talk on the subject. Prospecting by phone is alive and well. Companies buy sales training to improve results. Mostly, they're disappointed. The needle might jump for a couple of weeks and then almost everything

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52:51

GTM Ecosystems: Learn Why They’re A Force Multiplier...

TheInquisitor Podcast with Marcus Cauchi ·

2022/03/17

You are in for a treat. My guest is Majid Zafer. He's one of the next generation of business leaders that is ambitious, competitive and love to win but without the sting in the tail. Listen to how he has created an ecosystem of trusted partners which produces a steady flow of hot, inbound customers for his business and his partners' businesses. There is a healthy volume of reciprocation which means that a good proportion of everyone's business comes from within the ecosystem. This creates intimacy

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51:22

Do You Really Know HOW Your Customer Buys?

TheInquisitor Podcast with Marcus Cauchi ·

2022/03/15

Ian Meharg delivers impact by focusing on what is real and controllable. He challenges you to focus on the how you get things done. We dig into how buyers really buy, why buyers really buy, and why you're missing more than hitting your prospective customers' buying triggers. Are you exploring what happens if … It does/doesn’t go ahead? Who…? Can trip you up? Has another agenda? What kind of drama can you expect? How do you prevent it? Who can help you? Who will fan the flames? Who cares enough to

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53:06

Why You’re Failing At Enterprise Sales And How To Fix It

TheInquisitor Podcast with Marcus Cauchi ·

2022/03/10

John Smibert, co-author of bestselling #TheWentworthProspect, silver medal winner at the #TopSalesAwards 2021, #TSA21, and more than 30 year veteran selling complex, high value, multi-decision maker, strategically important technology enterprise sales. He's seen and perpetrated the good, the bad and the ugly. We chart his journey, the impact having a coach and mentor early in his career has had on his personal performance and his approach to management. We offer insights into the causes of failure

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45:08

Manage To Make Yourself Redundant And Celebrate When...

TheInquisitor Podcast with Marcus Cauchi ·

2022/03/09

Nadja Komnenic head up sales for bootstrapped scale up, LEMlist. She is an elite sales leader who has helped LEMlist grow from $0 to $10m in ARR in 4 years. We discuss her approach to hiring, developing and listening to her people. She is competitive, driven, ambitious and truly collaborative. She discusses the importance of demonstrating vulnerability as a manager to encourage individuals in her team to have a voice, and reach their full potential. In a time when 15% of salespeople are reported to

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53:42

Are You Prepared To Lead In Times Of Stress And Crisis?

TheInquisitor Podcast with Marcus Cauchi ·

2022/03/03

Shelley O'Donovan gives a deep dive on building the soft skills that give leaders resilience and their team confidence. She shares several leadership triage approaches. We dig into psychology, values, and beliefs. As always, Shelley is great value for your time. Contact Shelley via linkedin.com/in/shellyodonovan Website: authenticinfluencegroup.com (Company Website) Twitter: ShellyOdonovan -- Contact me via DM or marcus@laughs-last.com

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52:50

Buyer Enablement

TheInquisitor Podcast with Marcus Cauchi ·

2022/02/26

"Buying is difficult. It's a salesperson's job to help their buyers navigate complexity," Kevin Dixon spent 20 years at Ericsson and achieved the status of top salesman so many times he got to keep the trophy. One year he hit 1012% of his profit target and was the highest paid person in Ericsson, worldwide. Founder and CEO of Boxxstep, he's a grizzled old sales veteran with an axe to grind against the insanity of current sales, sales management and sales leadership thinking. We got on like a house

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01:00:45

Consider A Truly Novel Approach To Enterprise Selling

TheInquisitor Podcast with Marcus Cauchi ·

2022/02/22

Wayne Moloney is the co-author of #TheWentworthProspect, a business novel tracking the seller's journey through her largest opportunity. Her mentor dies and is replaced by a terrible manager. Luckily her mentor left her a playbook on how to do it well. Wayne and I unpack what's wrong with enterprise selling and what works in the real world. Bristling with usable content including the EDVANCE system. Contact Wayne via linkedin.com/in/waynemoloney Websites: edvance.sale/ (The Wentworth

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01:03:21

Is This Quarter REALLY More Important Than Every...

TheInquisitor Podcast with Marcus Cauchi ·

2022/02/15

Andy Champion is a breath of fresh air in tech sales leadership. Have a listen to understand why. He's not alone. I have been fortunate enough to meet several through #TheInquisitorPodcast. Andy, and leaders like Tom Schodorf, Tom Castley, Gerry Hill, Andy Shaw, Mark Herbert, all carry an air of calm. They exude an air of steady,, reasoned intelligence. You know that their decisions won't be rash or rushed. Neither do they dither. And they are always fair. They love their people. And their people

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01:07:35

How Do You Thrive In A Hybrid Selling World?

TheInquisitor Podcast with Marcus Cauchi ·

2022/02/12

What is #HybridSelling? Why should you care? How should we be defining hybrid selling? How does the E.V.O.L.V.E. framework help you to focus on your highest value activities? Fred Copestake, founder of Brindis, a growth consultancy, has made his #HybridSellingHealthCheck available for free here https://hybridselling.scoreapp.com/ . How do you stack up? Fred's new book, "Hybrid Selling" is out now - https://tinyurl.com/HybridSelling He's also author of "Selling With Partnering Skills" Contact Fred

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569 results

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