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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

45:06

Learn Why Alexine Mudawar Is A Sales Superstar

TheInquisitor Podcast with Marcus Cauchi ·

2020/10/04

In my interview with Alexine Mudawar, she charts her journey from green behind the gills rookie to sales superstar. We discuss her pathway, the lessons, mistakes, high points and grit required to go from a novice, to a high performing revenue engine. We discuss good and bad management practices, the critical importance of coaching and mentors, the discipline of calendar blocking and saying no to distractions, her learning habits, reflection and the superpowers of vulnerability and humility. Get

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56:26

How Do You Recover 50% Of Your Time And Double...

TheInquisitor Podcast with Marcus Cauchi ·

2020/10/01

David Henzel discusses the imperative of coaching to maximise performance and eliminate repeated mistakes. David owns and runs several £multi-million businesses, and has scaled and sold tech and media scale ups in the past. His secret is hidden in plan sight. Coaching. David has created upcoach.com to enable him to offer group coaching to his teams and his clients. The impact is highly effective teams that constantly and consistently improve, hold themselves and their peers to account. Coaching is

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56:17

Stop Treating Your Channel Like The Bastard Ugly Step...

TheInquisitor Podcast with Marcus Cauchi ·

2020/10/01

Marc Sumner runs one of the UK's most successful channel recruitment agencies, #RobertsonSumner which has been recognised by CRN as the UK's best in 2020. He also runs a successful podcast, #ChannelChat. We rip the arse out of what passes for average in sales and channel sales recruitment. WAKE UP PEOPLE! The channel is not somewhere you send Tim Nice But Dim to chew the cud on his way to retirement. Nor is it somewhere you put your greenhorn salespeople to cut their teeth. Channel sales is THE

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48:25

A Young, Successful Salesperson's View Of The Reality...

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/29

#EmilyLam is a bright, capable, young sales professional. She shares her experience of the first 5 years in professional selling. It's not a pretty story. Lies, misinformation, lack of leadership, bad management, high turnover, sink or swim mentality, non-existent onboarding and only product training, learning to find her own way leading to significant waste, burnout and mental stress at the entry level of sales. Happily, Emily has found her feet in a company that looks after her development,

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52:10

Why Are You So Bloody Stupid?

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/27

Humans don't understand humans. It's a fact. And we don't seem to be getting any better at it despite the advances in technology intended to help us communicate better, understand better, gain more insight. In fact, these technologies are a significant part of the problem. We've always been prone to misunderstanding each other and technology has created distance between us and our customers. We've become reliant on technology to drive efficiency instead of making us more effective. 3 of the sharpest

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46:32

Your Customers Buy For Their Reasons Not Your Reasons

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/24

Anita Nielsen and I discuss why you must customise and personalise your approach to selling. The days when the one size fits all approach to selling and marketing are long past, which might go a long way to explain why only 13% of sales teams hit quota in 2018/19 and only 44% of individual sales reps hit quota. Customers are savvier than ever, have access to the sum total of human knowledge with a few clicks of the mouse, and have grown tired of the dehumanisation and distance created by marketing

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58:16

How Emotionally Intelligent Are Your Salespeople?

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/23

Jon Treanor explores why #EmotionalIntelligence #EI #EQ is so critical to the success of every salesperson and manager. What is emotional intelligence? How does it impact top and bottom line results? Why is NOT something hippy or bunny-hugging? We discuss how to hire for and develop EI/EQ. We explore how culture in PE can destroy the value of EI in your business. Listen to 2 of the grumpiest, most grizzled old veterans discuss their scar tissue. Contact Jon via LinkedIn

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56:48

Who Will Help You Sell The Most?

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/22

Who Will Help You Sell The Most? Your customers! If you apply the principles of #CustomerExperience / #UserExperience in your product development, in your selling and in your account management, your sales will inevitably go up. #CharlesLambdin has spent the past 25 years learning why people behave the way they do, and finding ways to better understand their motivations and behaviours. In a fascinating conversation about applied user experience, Charles discusses how we can bring the principles of

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01:04:38

Is Your Playbook Helping You Play To Win?

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/21

Good sales teams use playbooks to help them stay on course. The best sales teams use playbooks to help them adapt to each customer. I interviewed #YuriVanDerSluis, founder of #salesplaybooks.pro. He helps his clients achieve rapid growth and controlled expansion within their accounts. He offers his clients "Playbooks-as-a-service" We explore the good, the bad and the ugly of playbooks. We explore the customer journey and the importance of understanding it in the context of developing your

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51:08

Systems Set You Free And Constraint Facilitates...

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/20

"Systems set you free" #DavidJenyns is author of SYSTEMology. He's taken what #MichaelGerber started in #TheEMythRevisited and pushed it to its logical conclusion. David understands the critical importance of systems to free up founders and leaders to do the most important work they can do, push high value activities down the chain of command and enable lower cost resources to complete them. Systems allow leaders to focus on strategy, further system design, hiring and developing their top

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57:30

How Outcome Based Pricing Drove 98% Revenue Growth In...

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/17

#PattyHatter is SVP Global Customer Services at #PaloAltoNetworks. Learn how one simple idea driven by the desire to improve the experience for there customers enabled them to increase professional services revenues by 98% within 90 days. Patty is an innovator, challenger and all round good egg. In this forthright, unrestrained conversation we explore the best and the worst of #customerservices, #userexperience, #sales, #salesmanagement, #partnerships and #channelsales. She is not afraid to turn

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01:03:14

Negotiating Is Not An Art, It's A Science

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/16

The Morecombe and Wise of negotiation, Allan Tsang and Dan Oblinger share their thoughts on the science of negotiation. Packed with practical tips and insights you can apply in your business today Listening is the number 1 skill ever salesperson and negotiator needs to master. Start by learning from the best Contact Allan Tsang on LinkedIn: linkedin.com/in/allantsang Website: 88owls.com (Company Website)Twitter: 88owlsContact Dan Oblinger on LinkedIn:

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01:10:27

Joe Mullings: Why Are You So Crap At Recruitment?

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/15

#JoeMullings recruits for some of the biggest names in lifesciences but what makes him stand apart is his consultants out-bill their rivals by 3 to 5x. Joe eats his own dog food when it comes to recruiting and hiring. We explore what it takes to hire well and the critical correlation between performance and trust. We pull no punches when it comes to bad hiring practices, delusional management malpractices, the existential threat the leader's ego can have on the success of a business and how that

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57:37

How Will Emotional Intelligence Improve Your Bottom...

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/15

"We don't run a holiday camp" is the stupidest and most self-defeating thing investors and business leaders say when confronted with the challenge of improving their #EmotionalIntelligence (#EI) to improve employee engagement. What they don't understand is highly engaged employees are 4.3x more profitable than average employees and share value grows 2.93x faster. Emotional intelligence isn't some hippy, tree huggy excuse to avoid hard work. It enables leaders to drive performance without any

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01:03:21

How Can You Partner Effectively With Procurement?

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/14

#JillRobbins has spent her career as a professional buyer. She's seen every trick, tactic and act of seller manipulation known to man. She has purchased $billions worth of products and services. Now she's turned from gamekeeper to poacher. She shares some vital insights on how #Procurement really operates, how they think, how they are compensated and what good and bad procurement look like. If you want to scale, you are going to come across procurement and you can either push against them or make

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01:09:05

Will You Please Shut Up Long Enough To Hear What Your...

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/10

"I've never listened my way out of a sale. I've talked my way out of plenty", I explained to #IanMarsh. Ian teaches people how to listen. I mean, really listen. Not wait for gap in the conversation so you can fill it with the sound of your own voice kind of listening (you know, the way you do it now), but the kind of listening that allows you to make others feel felt, feel heard, feel understood. Personally, I believe listening should be part of every school's core curriculum. Listening is a whole

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42:16

Are You Managing The Gap In Your Prospects' Business?

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/09

Keenan, author of #Gapselling and CEO of #ASalesGuy discuss what is Gap Selling, why salespeople fall short and disappoint themselves, their companies and their prospects by being too transactional, talking too much and not listening enough. Weak questions, poorly planned, poorly executed leave buyers cold. Keenan describes how to find the gap between a prospect’s pain and their desired outcome. We explore whether story telling has a part to play in the sale or if it is the seller’s job to coax the

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01:20:07

Are You Earning Your Customers' Permission to Engage?

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/08

A roundtable conversation with Paul Alexandrou, Martin Lucas and Alex Moscow about how you earn the right and win permission to engage with your customers to land and expand your relationship. Challenging the myths and misconceptions of human engagement that are losing you sales and wasting your time, money and resources in ineffective marketing Contact Alex, Paul and Martin via LinkedIn: Alex Moscow, 9mm PR: https://www.linkedin.com/in/alexmoscow/ Paul Alexandrou, Modern Equivalent:

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52:20

Conflict Is A Catalyst

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/08

#JaneGunn is a corporate mediator who has been helping people resolve their differences for the past 37 years. As a lawyer she saw the damage of adopting an adversarial approach and has spent the past 20 years helping find common ground between parties in dispute In this conversation we explore how conflict can be a powerful catalyst and how the skills of mediation can be applied in your business Jane is currently the Chair of the Board of Management of Chartered Institute of Arbitrators and a past

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01:09:42

Learn Why Sales Is A Thinking Process

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/07

"Carl von Clauswicz used to hire Prussian officers for intelligence and laziness. You should hire salespeople for the same reasons. Minimum effort and minimum loss of life" - Marcus Cauchi #MikeSimmons believes sales is a thinking process. You need to apply your mind if you are to compete in today's fast moving marketplace, where your buyers have the sum total of all human knowledge available to them at the click of a mouse and a few keystrokes. We discuss what top sales producers do that average

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