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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

01:09:51

Are There Really Any Secrets To Unlocking a Winning...

TheInquisitor Podcast with Marcus Cauchi ·

2021/01/21

Leigh Ashton went from successful salesperson to befuddled and confused sales leader. After her early success, Leigh was promoted to sales manager where she discovered selling and managing salespeople require a massively different skillset. Leigh has spent her career researching and applying sound psychological principles in her development of sales people and teams, as a manager, a trainer and as a coach. She understands the power of mindset, values and motivation over tactics and

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46:53

Life Is A Series of Negotiations

TheInquisitor Podcast with Marcus Cauchi ·

2021/01/19

Dan Oblinger is a hostage negotiator by night and commercial negotiation coach by day. His partner Allan Tsang has been helping companies and individuals negotiate complex deals, secure promotions or get discretionary effort from colleagues for the past 25 years. Both have been mentored by the legend Gary Noesner who headed up the FBI's hostage negotiation unit. Allan was trained by the legendary #JimCamp. Their pedigree is impeccable and what they have to say will open your eyes to how often you

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01:10:35

Meet The Customer Where They Are Or Become Irrelevant

TheInquisitor Podcast with Marcus Cauchi ·

2021/01/14

#StephenDenny is at the forefront of the new frontiers of marketing. He rips up the old ways of doing things in favour of adapting to how B2B buyers now expect to be treated and are behaving based on leading edge research on how customers actually behave in the real world. He spends his life at the intersection between culture & technology: The future of the brand/consumer relationship The future of the digital footprint The future of work Crowded digital markets mean buyers are filtering through

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55:49

Success And Profit Through Social Selling On LinkedIn

TheInquisitor Podcast with Marcus Cauchi ·

2021/01/11

Matthew Dashper-Hughes has rapidly built his personal brand and his business through effective social selling on LinkedIn. Both he and I have learned through trial and error, getting help and relentless experimentation , what works and what doesn't. We've had spectacular failures and huge successes on the platform. We discuss the power of a well-crafted profile and the negative impact of a badly prepared one. We discuss outreach and prospecting, content, groups, personal messages, video and voice

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54:48

Why Are Customers Not Getting What They Want?

TheInquisitor Podcast with Marcus Cauchi ·

2021/01/07

My guest, Martin Lucas is rocking the boat a lot in this episode. He believes that marketing today is a house of cards which is long overdue a shake up. Better still he is doing something about it. His company, #GapInTheMatrix routinely saves client up to 26% on their advertising spend without any loss in performance. In fact, open rates on email campaigns average 150% higher than industry average and as high as 986% higher. Revenues for even $billion companies are up by 3-21%. Precision marketing

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01:01:04

Why Hiring The Best Executives Is The Wisest...

TheInquisitor Podcast with Marcus Cauchi ·

2021/01/05

Alex Rawlings recruits top performing executives for fast growth, venture capital & private equity backed companies. To a great extent we disagree about the merits of the VC/PE but his approach to recruitment is exceptionally sound and reliable. Bad hires are the single highest hidden cost in any business. When you consider that 2 in 5 executive hires usually fail within the first year and Alex's model has a 100% success rate, it makes sense to listen to what he has to say. We discuss good and bad

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59:09

Motivation Is An Internal Force. You Can Only Feed...

TheInquisitor Podcast with Marcus Cauchi ·

2021/01/01

James Sale, founder of #MotivationalMaps discusses what motivation is and what it isn't. We explore the power of understanding your own and other people's motivation as a management tool, for leadership and to drive personal achievement. Too many managers misunderstand how motivation works. This is a powerful deep dive into the reality of motivation. If you want to get the best from your people consider using Motivational Maps with your team If you want to learn more about Motivational Maps drop me

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55:19

The Power Of Story, Your Partner Sales Channel And...

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/31

@Mike Adams is author of #7StoriesEverySalespersonMustTell and heads up global partnerships at #Anecdote, Story Powered Sales We revisit the subject of story telling by looking at the stories required by buyers at each step of the buying cycles. We focus on memorable story telling through channel partner sales and the use of story to help prospects diagnose their own problems. We dig into several story types that create trust Personal story Company creation story Insight story Success story We also

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56:53

What The Top 1% Technology Sales Professionals Do...

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/29

Scott Ingram is a top sales producer who has carried a personal quota for the past 20 years. He's led sales teams and bridged the gap between sales and marketing. He is a massive proponent of customer advocacy and hosts 2 successful podcasts, #SalesSuccessStories and #InspiredMarketing. We discuss what top performers do that the rest do not. We explore hiring, onboarding, training, management, accountability, career pathing and building a management runway to avoid the top performer to bad manager

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58:34

Do You Understand Your Computer Better Than You...

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/26

Susanne Jacobs spent 20 years at the top of professional services when she realised that her focus was out of kilter with her values and what really matters. Since then she has been researching and training leadership teams to understand their people, what matters to them, what makes them tick and how to get the best out of them. Our conversation is frank, uncompromising and pragmatic. Every leader should pay heed to what Susanne is telling you. Her research is definitive, her experience

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01:01:13

The Power Of Transparency, Authenticity and Empathy

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/24

"It is difficult to get a man to understand something when his salary depends on him not understanding it" Upton Sinclair This roundtable is powerful, as you'd expect with Dr Mark Goulston, Todd Caponi and Michael Brody-Waite as my guests. We explore self-deception, self-limiting beliefs and self-sabotage. And we look at the remedies. We practice some radical honesty. And we dig deep into the power of transparency, authenticity and empathy. Dr Mark Goulston is the world's foremost authority of

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59:15

One Size Doesn't Fit All In D.A.C.H. Stop Being...

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/23

Americans and Brits, Europe is NOT a country. Germany is made up of several different regions. the north is different to the south. Straight translations into German don't translate sentiment or what matters most to your various German speaking audiences. The Swiss are very different to the Austrians, and Austrians are different to Northern Germans. DACH buyers don't do business in the same way that buyers from New York, California, Salt Lake City, London or Scunthorpe do. Localisation is critically

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57:48

There's No F'In Sales - A Tale Of Resilience During...

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/22

Imagine you are riding high, publishing 34 of the world's In-flight magazines, then covid hits. Your clients are on their knees, no one is flying and your revenues have dropped from well over $100m to nearly nothing overnight. What would you do when there are no f'ing sales? Simon Leslie is the author of a fun and fabulous sales book called "There's No F In Sales". He also happens to be the founder at Ink, the company that actually published 34 in flight magazines who saw his revenues plummet

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01:09:28

The Power of Small Data With Martin Lindstrom

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/20

"I was 12 when lego sued me, then they offered me a job", says Martin Lindstrom Martin humanises marketing and product development like no one else on earth. He spends time in hundreds of homes, observing thousands of people interacting with products on behalf of his global clients. He is passionate about making the user experience the best it can possibly be. Renowned globally as the foremost authority on #CustomerExperience he is author of #Buyology, #Small Data, #BrandSense, #BrandWashed,

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01:14:23

The Psychology of Pricing (So You Don't Get Shafted)

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/20

Dave Abbott is the author of #HowToPriceYourPlatypus which is an outstanding book on how to price your products and services so you get to keep a decent profit. In this episode we explore how to understand different pricing models around: Inputs Outputs Outcomes We explore why many businesses don't understand their pricing and end up making no profit or worse, paying to work for their customers. We delve into pricing with partner channels and explore strategies to help you make more and keep more

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58:03

Put 'Em Up, Put 'Em Up. Put Up Your Prices

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/19

Hamish Knox is a man on a mission. The youngest ever David H Sandler award winner, a highly successful entrepreneur, business leader and trainer who is helping companies maximise their growth potential without sacrificing their heart or their values. Hamish and I have been friends for a long time. What I like about him is he is someone who you know you can always depend on. His word is his bond. He lives what he teaches and his clients love him because he helps them meet their personal and business

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55:27

Own Your Shit, Grow Yourself, Ask For Help, Serve...

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/18

"If you don't have time for coaching your reps that's bullshit. You want your reps making more bad calls? Management is hard and caring is hard." KD, Kevin Dorsey is a force of nature. Nothing will hold him back. He doesn't whine and moan about how tough the economy is, or how he didn't have the chances others did. He's a man of decisive action and enormous compassion. We discuss the role of the SDR. management and leadership. We discuss the importance of taking personal responsibility, of investing

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01:11:14

Customers Buy Outcomes That Are Delivered By...

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/16

Karen Mangia and Mathew Sweezey from Salesforce share their latest research which explains why many current beliefs that are driving decisions within vendor organisations are fundamentally flawed and encourage unintended consequences. This research will hopefully put a nail in the coffin of the utterly irrelevant and meaningless #NPS #NetPromoterScore. For goodness sake, why do marketing people still waste their time and company resources stressing about something so completely preposterous? We

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56:06

"Carpe Per Diem – Seize The Cheque.” – Robin Williams

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/15

"Do not save what is left after spending; instead spend what is left after saving", said Warren Buffett. Ted Landgraf is co-founder of procurement and cost reduction giant, #ATS #AboveTheStandard who save their client $10's of billions every year. We discuss why prudent buying is as essential as effective selling and great systems. Ted shares his insights of nearly 4 decades of working with thousands of clients to generate savings to reinvest in their business. We explore why it is essential for

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56:30

How To Hire High Performing SDR Teams

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/14

"The best companies are ones where we have an SDR-AE partnership", says Simon Gerstler. We discuss (and argue a lot) about what makes for a great hiring process to build a rockstar #SalesDevelopmentRepresentative #SDR team. We explore who to hire and why, what to look for to identify an A-player. We discuss training and coaching, when to demo or not to demo the product, how to qualify, how not to sell. Discussing compensation that drives desirable behaviours we uncover what bad #CompensationPlans do

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