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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

01:09:44

How Are Your Blindspots Preventing You From Achieving...

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/13

Why aren't you able to achieve accurate sales forecasts? Is that preventing you from setting accurate budgets? Are you bothered because you feel your sales teams and/or salespeople should be prospecting more, selling more, and selling more profitably? Do you feel that you could have a better recruiting process that consistently brings you top sales performers? Do you want your organisation to sell larger clients with higher revenues - and today it's not selling enough? Do you feel that you could

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56:59

There's No Way You'll Be A Leader Unless People Trust...

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/12

"There's always the opportunity for you to be able to speak truth and speak better when you listen better. I think that there are because people just group listening as one [or] there's listening to learn or what we call information on this thing where you kind of just gathering all that information. There is critical listening, where you're listening to evaluate and analyse stuff to help you towards your actual thinking [and] empathetic thinking or therapeutical empathetic listening that people

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01:07:49

How To Get Your Customers And Fans To Do Your...

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/11

String Nguyen builds communities. Communities are one of the most powerful marketing resource available but most companies balls them up or have no idea how to build them. For traditional marketers and fossilised old businesses they are scary because they are not controllable, they're terrifyingly democratic and if not taken care of, can turn on you in a blink. String has built communities for some of the biggest names on LinkedIn and Facebook and is a formidable force of nature. She has wonderfully

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56:17

Always Tell The Truth. It Confounds Your Enemies &...

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/10

Todd Caponi, author of #TheTransparencySale believes you should always tell the truth to customers. I agree. The moment you are caught in a lie, the other person may be able to forgive you but they can never truly trust anything you say. Todd and I discuss the principle of radical honesty and why it is a sales superpower. In a world where salespeople are stereotyped as untrustworthy, liars and empty suits with commission breath (thank you Larry Levine!!), if you are known by your honesty and your

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58:16

Forget SMART! Big Hairy Arsed Audacious GoalsDeliver...

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/09

David Hyner says, "SMART goals are bollocks. The goal needs to be something that sends shivers down your spine and makes the hairs on the back of your neck stand on end. The behaviours need to be SMART, not the goals. That's why goal setting usually falls on flat on its face." Dave and I indulge ourselves in a detailed chat about mindset, beliefs, values and motivation. Well worth a listen. Again, bring a pen and notepad to the party, then bloody well apply what you learn! Contact Dave

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59:47

Lead Like A Drug Addict

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/08

Why do 70% of employees hide from difficult conversations? Why in an age where we are hyperconnected in true connection at an all time low? (Did you know that when you lose wifi, the most common emotion we feel is ... isolation!)? I'm in conversation with Michael Brody-Waite. Definitely one of my most insightful and valuable interviews. "The way we treat others is the way we treat ourselves", says Michael. We explore how we harm ourselves and those we serve by hiding behind one or several of 4

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58:33

Achieve Crazy Hypergrowth Through Your Channel Partners

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/07

Gilad Friedman shares his experience of driving manageable hypergrowth in technology scaleups. We really get stuck into the weeds around what works, what doesn't and how to prevent major FUBARs. Great interview packed with operational insights you can apply immediately in your sales operation. * Alignment * Leadership * Executive sponsorship * Win-Win-Win partnerships * Partner enablement Contact Gilad via LinkedIn at linkedin.com/in/gilad-friedman-289a80 Website: walkme.com (Group Site)Email:

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47:06

"To Train or Not To Train?", That Is The Question

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/06

Anyone who knows me knows I am a HUGE fan of good training. But there are critically important questions need to be asked before enterprises make the investment in corporate training. I chat with my performance coach, Howard Goldstein, who has spent 35 years in the training world as a sales and management trainer, as a highly effective coach of hundreds of sales and management trainers, as a designer of training programmes. He is the one person who has made the most significant impact on my career

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01:00:17

Predictive Hiring, Occupational Psychology And Mental...

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/05

Hiring well is every manager's number 1 responsibility. Hire well, and 95% of your management problems disappear before they happen. Hire badly and you've just bought a series of management problems and the impact on your team, morale and effectiveness can be lethal. Sophie Giles is a highly respected occupational psychologist who works with law firms and leadership teams to assess the suitability of potential new hires for roles you are trying to fill with successful candidates and fitness for

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52:51

Are You Shoving Your Loyal Customers Out The Back Door?

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/04

"It's not all about you. It's all about your customers" says Janice B Gordon, Customer Growth and Retention Expert. We discuss the sales profession's myopic obsession with new business which is effectively operationalising failure over time. Yes! Yes! Yes! It is important to fill and maintain the top of the funnel but unless you are paying close attention to your existing customers you are not only leaving a shed load of money on the table, you are driving loyal, profitable business to your

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55:21

Hire For What You Cannot Train, Not To Fulfil Tasks

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/03

Travis Miller, VP Operations, Miller Resource Group builds powerful sales teams. He doesn't hire for skills, experience or historical sales results because they are NOT reliable predictors of success. What are the qualities you cannot train? Integrity, won't cut corners, dedicated to being better, high gut level empathy, authentically themselves, thick skinned and resilient, desire to succeed without arrogance, assertive without aggression, they have an internal locus of control, they want the

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56:40

The Lessons of Leadership From 18 Years in The SAS &...

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/02

Krish Thapa is one of the gentlest souls you will ever meet. Which is surprising since he was the first Ghurka to be invited to join the SAS and has been on active service with them for 18 years. He has led 3 expeditions to the summit of Everest. He has faced his own mortality on many occasions, and has had to help others face theirs. As an expedition leader on Everest, Lhotse, Manaslu and K2, he has had to manage people with difficult egos, work with disabled veterans and protect the lives of those

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47:46

If What You're Doing Isn't Working, Look In The Mirror

TheInquisitor Podcast with Marcus Cauchi ·

2020/12/01

The Statler & Waldorf of sales, Paul Lloyd and Marcus Cauchi jump on their soapboxes and let fly. These grizzled old veterans go at sales, marketing, channel and management malpractices with both barrels: Dehumanised Untargeted Irrelevant Interruptive Unwelcome If your marketing is exploiting best in class technologies but applied badly, youa re not only wasting that investment but royally pissing off thousands of potential buyers. If you are measuring activity levels at the expense of helping your

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01:01:21

Ambiguity Is The Mother Of All FUBARs, Clarity Is King

TheInquisitor Podcast with Marcus Cauchi ·

2020/11/27

"Nuance is uncomfortable ... Embrace discomfort" says Frank Garten. Frank helps executives and their people communicate with clarity, vulnerably, inclusively. Are you willing to deal with people not like you? Are you inviting challenge? Are you avoiding difficult conversations? We explore the importance of recruitment of leadership who are open to genuine inclusion. Why is being willing to open up to people who bring perspectives you are unfamiliar with is so important and such a challenge? We

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51:54

Sell The Way You Buy

TheInquisitor Podcast with Marcus Cauchi ·

2020/11/24

David Priemer, author of #SellTheWayYouBuy, is a proper sales nerd. My kind of chap. Formerly a research scientist, he joined a start up in the naughties, where he transitioned from presales to sales. 3 scaleups under his belt, we have a lively and uncompromising conversation drawing on his extensive knowledge of academic research journals, historical sales and 2 decades of sales scar tissue. David combines science, psychology, emotional intelligence and human dynamics. Bring a notepad and a pen to

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59:09

Sales Enablement 3.0 Is Here. What Is It & Why Do You...

TheInquisitor Podcast with Marcus Cauchi ·

2020/11/23

Rod Jefferson is a multiple return guest on #TheInquisitorPodcast and he is discussing Sales Enablement 3.0, the next generation of #salesenablement for modern sales teams. Sales enablement practitioners have become the fixers of broken things. They are too frequently tied up measuring what doesn't make any difference to sales performance. Often they have not got the respect of the sales force. Too few have ever carried a target. I won't make many friends by saying this but many sales enablement

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58:04

Mapping The Motivation Of Your Team

TheInquisitor Podcast with Marcus Cauchi ·

2020/11/22

Mark Terrell is a performance coach who specialises in identifying and leveraging individual motivation. We explore the different types of motivation, what they imply for managers and individual performance, and how you can use the #MotivationalMap to uncover what drives an individual. We explore the relationship between the different types of motivation, the impact of having the well or poorly met and why managers so often fail to understand what drives and individual's performance. Contact Mark

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49:41

Why Measure Your Success By Your Level Of Consciousness?

TheInquisitor Podcast with Marcus Cauchi ·

2020/11/21

Amy Woodall measures her personal, professional and ultimately spiritual success by her level of #Consciousness. Here is what Amy is constantly asking herself. How aware am I? How present am I? How did I/can I take ownership? Where is my ego taking hold? How much love did I give to myself and others? Amy teaches companies and individuals how to apply conscious habits to decrease stress, diminish drama, improve collaboration, and overall quality of work and life. A popular return guest, Amy

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01:01:36

Why Sales And Marketing Misalignment Is Fatal

TheInquisitor Podcast with Marcus Cauchi ·

2020/11/20

Andy Culligan is CMO at #leadfeeder. A self-confessed salesperson trapped in a marketers body, Andy explores the importance of alignment and collaboration between marketing and sales. He is a rare beast because he is a marketer who actually speaks to customers. We discuss how he and his VP of Sales collaborate, and how they get their teams to engage. Andy measures what matters and is always asking these questions: Is this relevant to the customer? Is this helping sales? What do we have to do to be

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56:57

Collaborating With Customers, Procurement, Partners &...

TheInquisitor Podcast with Marcus Cauchi ·

2020/11/17

What do you call a roundtable made up of Bob Moesta. Jill Robbins and Tom Williams? Awesome! In this roundtable we discuss customer centred selling, collaboration with partners, compensation schemes that drive discretionary effort. We argue about the bests ways to deliver alignment between marketing, sales, customer success, operations, professional services. We explore culture, leadership and management's role in building a buyer-centered operation. We delve into the importance of delighting

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