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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

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All Episodes

55:39

Do Your Bloody Research! Be Relevant!

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/07

#SteveHall helps salespeople perform at their peak when selling to the C-suite. We both started selling when Moses was in short trousers and have been involved in helping our clients sell $billions of new and expansion business. We vent our spleens as we lament the lack of preparedness so many salespeople think is acceptable. We bemoan that half arsed or non-existent research, piss poor planning and failure to rehearse that seems all to common in many sales organsations today. There is no excuse for

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55:31

The Phone Is Dead: Long Live The Phone

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/06

#MartinStevens, founder of the #PipelineDoctors, is a grizzled old veteran salesman with nearly 3 decades of telephone prospecting experience under his ample belt. We explore why the phone is still relevant, and often the fastest way into the hearts and minds of your prospect. We discuss mindset, skillset, intent, tactics and techniques that work in the current environment. Martin makes his living prospecting by phone for himself and his clients, securing meetings with executives, founders, owners

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01:04:14

How Can YouPredict Which Prospects Will Buy Before...

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/02

"Imagine 3 impossible things before breakfast", says #RobTurley, cofounder of #WhiteRabbitIntel. His mission is to democratise Ai and put the technology in the hands of salespeople even in SMEs. We discuss what is and what isn't Ai and why most of the stuff on the market is not Ai. He explains how marketing departments can stop blanket broadcasting with irrelevant, contextually inappropriate, interruptive marketing and replace that with marketing that offers pinpoint accuracy. We discuss how

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55:55

How Are You Unintentionally Hurting Your Customers?

TheInquisitor Podcast with Marcus Cauchi ·

2020/09/01

#AmyBrown, founder and CEO of #AuthentiCx is a pioneer in the field of bidirectional conversational AI to improve: #CustomerExperience #CX #Sales #Marketing #MarketingStrategy She help US Healthcare companies to understand what their customers truly want and need. She explains why #customersalisfactionsurveys and #netpromoterscores #NPS are fundamentally flawed and inaccurate. She identifies where to look for clues as to why otherwise loyal customers are prevented from buying from their providers,

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53:57

The Most Important Thing In Life Is Your Territory

TheInquisitor Podcast with Marcus Cauchi ·

2020/08/31

"A map tells you where you’ve been, where you are, and where you’re going — in a sense it’s three tenses in one.” - Peter Greenaway #AnthonyWilloughby is an adventurer. For the past 40 years he has been learning from indigenous people in Kenya, Mongolia and Papua New Guinea and applying those lessons in some of the world's most successful companies to build powerful teams, increase the success of sales and marketing operations and improve the clarity of senior executives to deliver a cohesive,

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59:56

Why The Increase In Technology Is NOT Helping...

TheInquisitor Podcast with Marcus Cauchi ·

2020/08/28

"Most salespeople aren't willing to make any changes at all because they are entirely self-serving", says #ChrisOrtolano, and I agree. Service is understanding both sides of an opinion to be able to reconcile both sides of an issue. You must be able to have a productive disagreement. Sadly, too many salespeople see the customer as their adversary and when things go wrong, they blame the customer. Understanding who you are talking to creates an opening for them to want to understand you. A powerful

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54:04

How Tough Are The Early Years For Your Young...

TheInquisitor Podcast with Marcus Cauchi ·

2020/08/24

#RinkuBanger is a new business founder. We discuss the journey from his early years, how he was forged into a top sales perfomer, the ups and downs, the good and the bad, and the hard lessons he's having to learn as he establishes his new business as the owner. In a frank and vulnerable conversation we explore his early days in boiler room sales, what he\'s stopped doing, how he's recruiting and developing his team and the challenges he's still facing. When you get to my age it's easy yo forget just

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01:03:00

What Are The Secrets To 20 Straight Quarters of...

TheInquisitor Podcast with Marcus Cauchi ·

2020/08/23

5 years ago Thycotic was an unknown start up. Today they are on the lips of virtually every Fortune 500 Boardroom conversation. #SilkeAhrens is their international #ChannelChief. She explains how they have built their international presence through a special forces unit of partners, not by being distracted into recruiting a land army of conscripts. Achieving an average of 60-70% quarter on quarter growth internationally takes meticulous planning coupled with a high degree of adaptability and

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50:19

Listen To Your Buyers & Let Them Teach You How They...

TheInquisitor Podcast with Marcus Cauchi ·

2020/08/21

"To be vulnerable is the be the most courageous", says #VictoriaBoxallHunt, Group Operations Director at the Private Equity group, MARCOL. We discuss work-life balance under lockdown and in the (post)Covid era. We explore why you must show up as the best version of yourself by having a healthy balance between work and home life, health, sleep, diet and family. We argue over when to raise price in the sale, we agree vehemently that there is a need to raise the game when it comes to investing in women

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50:57

What Is The Cost of Inaction In Channel Enablement?

TheInquisitor Podcast with Marcus Cauchi ·

2020/08/20

"Direct sales leaders are passing on the same bad genes to the kids. Learn this one thing. The channel can open doors that you don't even have the keys to the house", says #RodJefferson. What most vendors do to decrease time to revenue, increase seller productivity, remove selling obstacles, and create customers for life is the antithesis of what is needed to achieve these goals. We explore the significant differences between enabling a direct sales force and enabling a #SalesChannel. It is not a

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56:42

Are You Playing To Win or Playing Not To Lose?

TheInquisitor Podcast with Marcus Cauchi ·

2020/08/19

#SuhailKhan says that where marketing is asking for budget, they should also agree what they are going to deliver to the functions they support and then be held accountable every quarter or half year for their contribution to the results of sales, account management, customer success and renewals. What you measure happens, What you don't, doesn't. Measuring marketing on the number of leads with no measure of quality means marketing will deliver "X" number of leads but if they're crap, they are

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59:00

Why Sales Enablement Is Betraying Its Stakeholders?

TheInquisitor Podcast with Marcus Cauchi ·

2020/08/18

How Do You Earn The Faith of Loyal Customers For Life? "In the absence of value we will discuss price ... discuss the value of the experience of working with us that you cannot get anywhere else ... stop giving discounts right away ... discounting is for you and your company it's not for the customer ... once it's out there, you can't take it back"says #RoderickJefferson. Scared money doesn't sell. Rod has run sales enablement at @Siebel, @NetworkAppliance, @BusinessObjects, @eBay, @HP, @PayPal,

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01:00:19

How Do You Go From Start Up To $1bn Valuation in 5...

TheInquisitor Podcast with Marcus Cauchi ·

2020/08/16

"If you live your life in balance sheet you are back to an account telling an entrepreneur telling them how to run their company". #CallumLaing lifts the lid on the broken and corrupt world of #venturecapital and #privateequity. PE/VC had their heyday 20 years ago when they were able to pay much less to buy companies, but their success back then has led to massive inflation. In order to make money today, they have to force their investments to strip out costs, go into massive debt and pursue

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01:09:05

How Can You Increase Your Profits by 430%?

TheInquisitor Podcast with Marcus Cauchi ·

2020/08/14

"Engagement cannot be fixed; engagement is a symptom not a cause" says #MichaelPuck, Senior Partner HCM Advisory Group at #Kronos Companies that deliver exceptional employee experience have shown annual ROI on their share price of 42.33% per annum compared with the S&P 500 annualised ROI of 14.46% during the same period of 56 months over 2010-2016 2/3rds of the working population is disengaged or actively disengaged. The knock on effects of disengagement are poor customer service, low productivity,

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50:37

What Happens When You Are Addicted To The Process?

TheInquisitor Podcast with Marcus Cauchi ·

2020/08/13

#ScottLeese is a 6x Startup Sales Leader, 3x Top 25 AA-ISP Inside Sales Leader, 2x Founder, 1x Author and strategic advisor to many scale up business founders. Serious illness took away Scott's future, he became an opiate addict and when he recovered he was unqualified for anything but sales. It was tough, but he'd beaten death, so he wasn't going to let something trifling like the hardest, simple job in the world beat him. He had an epiphany by reflecting on his addiction which resulted in his

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45:42

How To Make Your B2B Marketing Work

TheInquisitor Podcast with Marcus Cauchi ·

2020/08/12

#JamesFarmer has been a pioneer in the field of #B2BMarketing for the past 16 years. James had an epiphany after a long history in publishing and direct marketing - business to business marketing was operating out of the Dark Ages, and it needed modernising. He and a partner from university, #JoelHarrison, set up B2B Marketing and have worked with most of the major names in technology and other fields. James and I have a robust conversation about the highs and lows of modern B2B marketing. We

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01:12:42

What Can Help You Better Understand Customer Decisions?

TheInquisitor Podcast with Marcus Cauchi ·

2020/08/09

"Humans are bad at understanding other humans", says #MartinLucas, CEO of #GapInTheMatrix. Together with #PaulAlexandrou and #AlexMoscow, we explore how to get inside the minds of your customers to decide to buy or stick with the status quo. Martin is a #MathematicalPsychologist, Alex is a consummate storyteller of his clients' customers' stories, and Paul has helped a $2m Norwegian business acquire over 1 billion unique users, 77m of whom use their product every day. We explore the power of

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59:17

Remember What It's Like Selling At the Sharp End?

TheInquisitor Podcast with Marcus Cauchi ·

2020/08/06

#JenFerguson discusses selling at the sharp end. Feeding the top of the funnel is one of the most essential functions in sales because it's the #RevenueEngine. It's tough, it's a grind and it's usually the responsibility of some of your most junior and mistakenly undervalued salespeople. Given its importance and its level of difficulty, why is there so little emphasis on high quality training for these frontline salespeople? On developing their broader business acumen? On coaching, lesson capture

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01:14:02

How Do You Argue With An Idiot?

TheInquisitor Podcast with Marcus Cauchi ·

2020/08/05

How do you argue with an idiot? Why don't people pay enough attention to the facts? Can the tense that you use kill your idea in the minds of others? Do you want to know how to minimise destructive conflict, maximise your impact and achieve consensus even with the most recalcitrant opponent? Have you ever wondered how people with less talent or competence can get their way whilst you struggle to even be heard? #JayHeinrichs and I discuss applied #rhetoric. Rhetoric has been a significant influence

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58:02

Are You Failing In Private with Paul Mort

TheInquisitor Podcast with Marcus Cauchi ·

2020/08/02

"What's the worst that could happen? I'll have to live with my mum. Motivation is just energy. Procrastination is a decision where you value something else more than doing the thing that is required. A mistake made more than once is a decision!", says Paul Mort Warning: Explicit language, no punches pulled #PaulMort is straight talking, uncompromising and direct. Bi-polar, formerly suicidal, Paul confronts topics most of us prefer to hide or ignore. Expect to have the scales ripped from your

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