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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

01:00:10

What Can Sales Enablement Deliver If It Is Done Well?

TheInquisitor Podcast with Marcus Cauchi ·

2021/09/16

Ben Elijah is an angry man on a mission. I like Ben, a lot. Both of us are furious tat the noble profession of selling has been derailed by finance and misdirected leadership. We explore the waste, the human costs of bad #SalesLeadership and bad #SalesEnablement. Then we dig into what good and great look like. We postulate on the future of sales and how we think companies and sales professionals need to adapt if they wish to thrive in the future. Contact Ben via

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55:10

How Do Owners Free Themselves From Having To Be The...

TheInquisitor Podcast with Marcus Cauchi ·

2021/09/14

Anthony Coundouris, author of #RunFrictionless, and I explore his excellent perspectives on how to evaluate and understand your customer? Where are you and your business in relation to where your customer is? We delve into the interplay between the various moving parts? Q1: Who we serve? Q2; What we serve? Q3: Who we are? Q4: How we serve? We identify why you can get so much more done when you focus on eliminating the causes of friction for the customer, for the people in your own organisation. And

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54:44

How To Build Your Business Faster Without Losing...

TheInquisitor Podcast with Marcus Cauchi ·

2021/09/09

Scot MacTaggart and I discuss the challenge of understanding the "how do we do what we do?" and "why do we do what we do?" The answers may be terrifying. When you're too close to a thing it makes it difficult to see where you can apply the least damaging force to get the outcome you need and want. "This is a job about the data ... in the sense that there is a definite right and a definite wrong ... we're living in a period of shamelessness ... reluctant to open the door to vulnerability ... " It's a

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25:00

Why Commission Plans and Competitions Hurt Your...

TheInquisitor Podcast with Marcus Cauchi ·

2021/09/05

Mr. Alfie Kohn is an author and champion of evidence over attachment. We explore the ideas and evidence from his excellent book, Punished By Rewards. He explores what the evidence is repeatedly telling us, but we are ignoring it or remain defiantly, wilfully ignorant. A short episode but of extreme value none the less. This is the evidence from research against commission plans and raises so many difficult questions which sales leadership needs to tackle if we are to be prepared for the imminent

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48:19

Make Every Word Count

TheInquisitor Podcast with Marcus Cauchi ·

2021/09/02

Eloise Leeson explore content optimization - taking what you've got and making it so much better. We don't have to always reinvent the wheel when it comes to some of the messaging in the way we talk to our customers and our clients. And there's always room for improvement. How often do we intend one message but another one entirely is received? Have we considered the unintended consequences of what, when and how we communicate, and to whom? We explore using communication to align and smooth the

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58:58

How Does Your Management Get Between Sales And...

TheInquisitor Podcast with Marcus Cauchi ·

2021/08/31

Kristel Beilby helps leaders fix antiquated sales and marketing systems that are no longer fit for purpose. We explore the underlying complexities that impact pipeline, the downward spiral when you are reacting to a missed quota today by exaggerating the problem through cannibalising next quarter's pipeline, the effect on the quality of your people. We explore the role of sales managers and how that needs to change. We dig deep into culture, and the unholy alliance between investors and leadership

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56:13

Why Sales Is A Wicked Problem That Cannot Be Fixed...

TheInquisitor Podcast with Marcus Cauchi ·

2021/08/29

This one is a belter. Prepare to open your mind to #WickedProblems. What's a wicked problem? A wicked problem is a problem that's difficult or impossible to solve—normally because of its complex and interconnected nature. Wicked problems lack clarity in both their aims and solutions, and are subject to real-world constraints which hinder risk-free attempts to find a solution. Alexander Knapp has been helping solve wicked problems around the world since the mid-1990s in places like The Balkans,

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58:34

Do You Hire For Difference And Fire For Not Fitting In?

TheInquisitor Podcast with Marcus Cauchi ·

2021/08/26

Rikki Arundel is a story telling expert and high profile speaker on gender inclusion. She also happens to be trans. We discuss DE&I, bias, the journey she went through from successful salesperson and manager in the financial services world to a stalwart advocate for the rights of minority groups. We celebrate difference. We discuss the challenges, the hardships, the discrimination and the courage required to be different. We have a grown up, un-PC, un-woke discussion without treading on egg-shells

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48:03

How Can You Shorten Your Path To Presidents Club?

TheInquisitor Podcast with Marcus Cauchi ·

2021/08/24

Meghann Misiak helps early career salespeople develop the right habits, mindset and skills to get on the fast track in their sales career. When you're as long in the tooth as me, it's good to be reminded how tough it is starting out in sales. I was always grateful for a helping hand especially when you have doubts, you face obstacles or you feel out of your depth. A lively, practical guide for young salespeople looking to accelerate your path to Presidents' Club Contact Meghann on

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01:00:03

Why Is Your Channel Your Best Option For Scaling,...

TheInquisitor Podcast with Marcus Cauchi ·

2021/08/19

Stewart Townsend offers Channel Sales as a service #CaaS. We discuss why channel sales is a more efficient way of achieving scale without loss of control. We explore what makes channel sales work and what causes your partners to fail to perform and why that is usually on you. Channel is the hardest and most challenging way to go to market, but it also offers the highest rewards without the expense and headache of trying to build an army. A #ChannelManager is closer to a General Manager than it is to

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49:42

What Can Sports Psychology Teach You About Developing...

TheInquisitor Podcast with Marcus Cauchi ·

2021/08/17

David Mullins is a sports psychologist who develops world champions in mixed martial arts, football, rugby and other sports. Hr explains the importance of learning to accept what you can and can't control, be clear about the objective when you show, which is to be present and perform at your best, in the moment. Distractions like a winning a contract or promotion, the hope for the trappings of success in the future, can get your mind out of the fight where it needs to be, resulting in a losing

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53:24

Why Is Diversity, Equity & Inclusion Is Not Just The...

TheInquisitor Podcast with Marcus Cauchi ·

2021/08/15

Jackie Handy and I discuss #DEandI, #Diversity #Equity and #Inclusion. We tackle some delicate and uncomfortable topics without tiptoeing around them. Hard hitting, no compromise discussion about an area that too many people are afraid to take on. Enough with the wokeness of it all. Stop paying lip service. Stop virtue signalling that you are an equal opportunities employer when you hire for difference and fire for not fitting in. Stop lying to your market, to your employees and yourselves. DE&I is

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49:02

Becc Holland: Why Is Every KPI In Sales And...

TheInquisitor Podcast with Marcus Cauchi ·

2021/08/12

Becc Holland, CEO of Flip The Script explains why best practice isn't working. Banging her head against fixed mindset leadership she discovered 76% SDR not hitting quota 85% AE not hitting 75% of quota Seriously folks. How the hell is this even remotely acceptable. It is unsustainable and creates dreadful conditions EVERY KPI is wrong! KPI correlation does not point to causation. We are misdefining MQLs, SQLs and making the conflict between marketing and sales. Open your eyes, your ears and your

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01:00:51

Why Are Marketing Funnels Inauthentic And Hurting...

TheInquisitor Podcast with Marcus Cauchi ·

2021/08/10

Dr Terri Levine has helped hundreds of business create authentic relationships with their customers without manipulation or deceptive marketing that build barriers between you and your prospective clients. Terri explains why marketing funnels get in the way of trust, and why you should be rigorously authentic in your marketing. This was a genuinely enjoyable conversation with someone who has mastered marketing and communication at a visceral level. I hope you enjoy the episode as much as I did

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55:04

Do Less But Better On Purpose To Win More, With Less...

TheInquisitor Podcast with Marcus Cauchi ·

2021/08/08

Jason Bay /JBay is Chief Prospecting Officer at #BlissfulProspecting. He trains B2B sales teams to sell efficiently, effectively and ethically. In this refreshing interview we challenge the status quo in sales - shitty metrics, bad management thinking, compensation that drives terrible sales behaviour, burnout and the incredible waste that most B2B organisations are guilty of inflicting on their own and their customers. We discuss subtracting not adding to our prospecting process. How do we find

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57:51

How Do You Build High Trust And Influence With Your...

TheInquisitor Podcast with Marcus Cauchi ·

2021/08/05

Sean Weafer helps individuals and teams develop trust through leadership. He is author of 3 books, his latest being 'The Highly Trusted Advisor: How to Lead Teams and Win Clients in the Hybrid Age'. We explore why leaders and salespeople need to move from being an expert who relies on specialist knowledge and technical competence, to being a highly trusted advisor to your colleagues, team members and clients. Sean is funny, engaging and speaks a lot of sense that aligns neatly with the core

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52:10

Why Is Trust The Basis For Long Customer Lifetimes?

TheInquisitor Podcast with Marcus Cauchi ·

2021/08/03

Charles H Green is a giant in the professional services world. He has a profound impact on those he works with with his central message around trust. Almost everyone in business will have been affected indirectly by Charlie's work. He is author of #TheTrustedAdvisor, #TheTrustedAdvisorFieldbook and #TrustBasedSelling. He is the creator of the #TrustEquation Trust = Credibility + Reliability + Intimacy / Low Self Orientation This is a masterclass from one of my mentors. Listen with a notepad

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01:01:29

What Buyers Really Want From Sales Training -...

TheInquisitor Podcast with Marcus Cauchi ·

2021/08/01

#TheInquisitorPodcast brings you the first of many conversations between buyers, sellers, deliverers and users of sales training on behalf of Sales: A ForceFor Good #SAFFG. Our first international panel comes from L&D, Enablement, Procurement, Sales Leadership and Delivery. This discussion pulls back the curtain and shows training organisations what buyers in enterprise really prize. You'll uncover several glaring gaps in diagnosis, discovery, execution, follow through on both sides. You'll discover

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58:26

Talk To Your Best Customers! They'll Teach You How To...

TheInquisitor Podcast with Marcus Cauchi ·

2021/07/31

... And talk to your unhappy customers. They'll teach you how to get better. Nigel Davey says, "There's a cost to learning what worked and didn't work. The biggest cost is time". Stop selling transactions. Focus on lifetime customer value. That's "how much they spend before they tell you to go away!" What's it cost you to acquire a lifetime customer and what's it worth investing to attract the right customers. Nigel reminds you to beware becoming too heavily locked into one or two customers. Spread

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01:03:15

How Do Great Leaders Become Really Great Leaders?

TheInquisitor Podcast with Marcus Cauchi ·

2021/07/29

How do great leaders become really great leaders? Leaders are hired to deliver results but when you get complacent, or let your ego trap you into architecting problems down the road. Andrea Petrone helps great leaders become great leaders. We discuss the dangers of being trapped by our familiar ways and traditions. We explore leadership in all it's glory. What does great leadership do that average doesn't? How does that affect the behaviour of those they serve? Why do great leaders get the

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569 results

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