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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

01:01:16

Sales Secrets with Bob Moesta: From Mindless Process...

TheInquisitor Podcast with Marcus Cauchi ·

2020/11/15

Bob Moesta builds products, thousands of successful products. In building products he had to learn to sell them. This is a bring a note pad and pen and listen several times episode. Get Bob's book #DemandSideSales today. Devour it. He has one of THE MOST refreshing approaches to selling I have come across int he past 20 years. He sees things so clearly and his ideas are eminently practical, work in the real world (I have applied them myself) and his understanding of the customer buying journey is

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59:38

Are You Attracting Diverse Candidates But Creating...

TheInquisitor Podcast with Marcus Cauchi ·

2020/11/12

Kura Dione-Warren is Strategic Development Director for #RareRecruitment, a firm dedicated to placing BAME talent in law firms and other high quality orgaanisations. We explore why diversity and inclusion are a commercial imperative as well as a sign of the values and moral compass of your company, firm or organisation. We discuss intrinsic and unintended bias, we explore culture and how companies that hire for diversity might cause talented non-white, non-male employees to leave. This interview

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50:59

Meet The Impossible Enterprise Saleswoman From Splunk

TheInquisitor Podcast with Marcus Cauchi ·

2020/11/09

I LOVE Carolaine Pino. By the time you listen to this, you will too. She is in a league of her own. In January 2020 she started a new job at Splunk and was diagnosed with cancer a couple of weeks into her initial training. She spent much of the year in chemotherapy and recovering from the after effects of her treatment. Her bosses were totally supportive and gave her the time and space to recover. Brilliant bosses. Carolaine had other ideas. Nothing was going to stop her. Part time she has crushed

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01:03:35

You Will Never Listen Your Way Out Of A Sale, But...

TheInquisitor Podcast with Marcus Cauchi ·

2020/11/07

Listening is the unsung superpower of every great salesperson. Effective listening enables you to feed of your prospect's responses and ask contextually relevant, insightful and challenging questions. After all, it is your job to diagnose before you prescribe. You cannot learn anything when you are talking. Dr Laura Janusik discuss the skills, ethos and mindset of great listeners, the quiet, gentle power of truly hearing another human being and the potency that builds trust and influence with buyers

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01:01:50

What Is The Perfect Close?

TheInquisitor Podcast with Marcus Cauchi ·

2020/11/05

James Muir, author of #ThePerfectClose has been building, managing, developing and leading sales teams for the past 13 years. He has been a student of selling for the past 20 and is a keen observer of the human condition. We explore what closing is and what it isn't. We delve into why most salespeople are leaving money behind, missing opportunities and leaving their prospective buyers cold. This is going to be a painfully direct, honest and uncomfortable listen for many of you. We shove your face in

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01:03:14

Unlocking Sales Success: Navigating the SDR...

TheInquisitor Podcast with Marcus Cauchi ·

2020/11/03

Justin Michael is a legend in the SDR space. He is radical, irreverent and creative, never dull and highly effective. Justin and I explore why so many companies have sacrificed effectiveness for efficiency by throwing money at marketing technology without putting in the foundational thinking and planning. We agree that great tech used badly is incredibly harmful. In the immortal words of Dan Kennedy, "The price of free marketing is all the people who will never do business with you". Pipeline is the

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01:06:21

Why And How To Build Your PERSONAL Brand On LinkedIn

TheInquisitor Podcast with Marcus Cauchi ·

2020/10/31

Wendy van Gilst is a personal branding expert who also happens to work at #LinkedIn as a Client Solutions Manager. She shares a plethora of insights on how to build your personal brand on LinkedIn and why it is so important. Practical, no fluff and instantly applicable, Wendy and I discuss the practical side of personal brand building - what to do and what not to do. Contact Wendy via linkedin.com/in/wendyvangilst Websites wendyvangilst.com (Personal

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01:02:51

Unlocking the Salesperson's Secret Code

TheInquisitor Podcast with Marcus Cauchi ·

2020/10/29

Mark Ridley and his team have researched the qualities and behaviours consistently exhibited by the top 5% of salespeople and sales leaders. We discuss these qualities in detail and share our experiences. Mark is the author of #TheSalesPersonsSecretCode and #TheLeadersSecretCode We discuss fulfilment, control, resilience, influence and communication and the importance of reflective learning and readiness to adapt. Mark can be contacted

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01:03:12

What Is Positive Psychology?

TheInquisitor Podcast with Marcus Cauchi ·

2020/10/26

"Decid[ing] whether you should run your business to maximise the wellbeing of your people or to maximise the financial interest of the people who own and run it is a false dichotomy. The former results in the latter" Today, Graham Keen is a positive psychologist, he has been an accountant, a CFO for multinationals and involved in mergers and acquisitions. He is a student of Ivy League Professor #MartinSeligman. The goal of positive psychology is to improve human wellbeing. learn how you can break

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01:01:19

Why The Top Salespeople Are Buyer Centred

TheInquisitor Podcast with Marcus Cauchi ·

2020/10/23

Tom Williams has been a salesman, CEO, and trainer. He is the author of 2 best selling books Buyer Centered Selling and The Sellers' Challenge. We explore what being buyer centred means in practice, and why partnering with your buyer speeds up the buying process and results in better outcomes for all concerned. In a robust conversation uncovering the practicalities of moving from a product centred to a buyer centred sales approach and mindset, Tom shares his 36 years of experience. Deep, practical,

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01:01:08

How To Maximise Your Employee Engagement And Earn...

TheInquisitor Podcast with Marcus Cauchi ·

2020/10/23

Erynn Bell of #Degreed and Michael Puck of #UKG #UltimateKronosGroup get stuck into the weeds as to why only 13% of employees are actively engaged. What qualifies for active engagement? What motivates people? Why do managers make misguided assumptions about the motivations of their people? We share practical tips and tools that the best managers use to create a safe environment, to earn discretionary effort, to manage inclusively. We identify what the best and the worst managers do that impacts

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52:46

What Is Enterprise Influencer Marketing And Why You...

TheInquisitor Podcast with Marcus Cauchi ·

2020/10/20

Unless you are thinking as the customer, you are probably leaving most of the potential in your markets and your accounts, untapped. Chris Germann is an expert in #Enterprise #InfluencerMarketing. He recommends you engage in conversation with: Analysts Customers Partners and Ecosystem Players Why? Because those conversations have massive influence over your buyers, the kind of improvements you need to make to attract, win, keep and delight your customers over time. This conversation taps into the

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38:42

Michael Grinder Explains The Power of the House of...

TheInquisitor Podcast with Marcus Cauchi ·

2020/10/17

Michael Grinder is one of the earliest practitioners of NLP. His brother John co-developed NLP with Richard Bandler, and Michael learned at the same time as folks like Tony Robbins. Professionally he is foremost an educator, and has developed a fabulous tool called the #HouseOfCommunication to help learners, teachers and coaches be more effective in their communication If you want to learn more about how to use the House of Communication, check out Michael's YouTube video here. Contact Michael via

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54:56

Why Are Your Strengths Your Best Development Areas?

TheInquisitor Podcast with Marcus Cauchi ·

2020/10/15

"You could put me in a room and train me on Excel for 2 weeks and at the end of it, I'd still be crap at it", says I, "but put me in a room and teach me about selling, behavioural psychology, non-verbal communication and I will lap it up and be applying it and teaching it within 24 hours". A strength is something you do well, can't wait to do, when you do it, you get great feedback, time flies when you're doing it, and when it's over, you can't wait to do it again. A weakness is the opposite of

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01:05:28

Why Success In The Future Will Depend On Collaboration

TheInquisitor Podcast with Marcus Cauchi ·

2020/10/15

Ayman Husain shares example after example of how the smartest companies and best sales organisations are taking a #collaborative approach to #selling. We discuss the importance of being a true #partner with your #customers, operating like a general not a foot soldier. Have you considered the difference between playing the long game, spending enough time in research, creating relationships with people in the lines of business, investigating the risks they are trying to mitigate, their targets, taking

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58:25

Selling is a Learning Profession

TheInquisitor Podcast with Marcus Cauchi ·

2020/10/12

David Masover has been selling almost a long as I have and we both started out very, very badly. we talked about product and got no where, fast. Early in our careers we discovered we are responsible for our own development. No one else owes us a living and it is up to us to make ourselves better, We discuss the critical importance of insatiable curiosity, the need to read widely, seek out help, have the humility to admit we don't know. We look at hiring, management, coachability, character, grit and

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01:10:50

Gabrielle Blackwell's Hero's Journey In Technology Sales

TheInquisitor Podcast with Marcus Cauchi ·

2020/10/10

Gabrielle Blackwell is an extraordinary young saleswoman. Over the past 5 years she has already carved out a meteoric sales career. Her story echoes so many I've heard. Being a young, black woman in technology sales presents challenges that many of us will never have to face. Without malice or bitterness she tells her story which includes facing her own burnout and recovery and her extraordinary resolve to learn, improve, prioritise, take full personal responsibility and incredible organisation. We

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55:39

Why Sales Is In Need Of A Good Old Fashioned Bloodbath

TheInquisitor Podcast with Marcus Cauchi ·

2020/10/09

Steve Hall and I are like the ghosts of Statler and Waldorf in this episode, scary and grumpy. Putting the human cost aside of Corona virus, we are both grateful for the blessing that Covid presents for the profession to clean house. Sales is in dire need to a blood letting. What passes for average is atrocious both in sales and in sales management. Listen to us rant and rave about what is bad and what sales could be and should be. We'd love to hear your thoughts on the subject. let us know if you

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47:47

What's Happening In Fintech with Ali Paterson?

TheInquisitor Podcast with Marcus Cauchi ·

2020/10/07

Ali Paterson has become one of the most influential voices in FinTech. An idea that blossomed started over the kitchen table has blossomed into a global publication. Ali is editor in chief of Fintech Finance, is a popular voice on podcasts and conferences. He explains what Fintech is, who the payers are and why you need to be aware of it. We delve in to Cryptocurrency, the upstart banks and financial instruments that are going to become the mainstream of the financial world in the next few years. A

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41:21

It Takes Guts, Resilience & Intentional Practice To...

TheInquisitor Podcast with Marcus Cauchi ·

2020/10/06

Many of you will be familiar with Morgan J Ingram. He runs a popular podcast & YouTube channel called #TheSDRChronicles. We explore his own journey and he shares his pin sharp observations over his career of the best and the worst in recruitment, onboarding, training, coaching and accountability for #SalesDevelopmentReps. He speaks with passion and sense about the world of #SDR's. Great listening if you're an SDR, you manage SDRs, or you plan to hire an SDR team. Pay close attention to what he says

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