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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

01:03:34

Are You Applying Neuroscience in These Uncertain Times?

TheInquisitor Podcast with Marcus Cauchi ·

2020/07/30

"The key is curiosity. When we learn we better our thinking" says Dr #LyndaShaw is an applied neuroscientist who has travelled widely, and investigates how language and culture affects the brain, and how the brain affects language and behaviour. We discuss how our environment can shape us. We explore how uncertainty and ambiguity stress our brains and why we seek out answers where they are missing, filling in the gaps though worry. Lynda shares her concerns for mental health and how forward

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54:10

Sales Channels Succeed When You Are A Good Partner First

TheInquisitor Podcast with Marcus Cauchi ·

2020/07/28

#DanielGraffRadford, CEO of #Allbound explains the critical importance of enabling your partners to succeed. We discuss how effective #PRM #PartnerRelationshipManagement can play a vital role in your channel programme, onboarding, training and developing your partners' teams. If you don't understand what drives your partners, why they are in business, what they are trying to achieve, you run the risk of driving them to go silent inside 90 days of signing them up. Contact Daniel on LinkedIn at:

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55:50

How Are Getting The Best From Volatility,...

TheInquisitor Podcast with Marcus Cauchi ·

2020/07/26

We're in uncertain times. There's complexity and volatility with no clear end to the pandemic, governments printing money, zero interest rates, oil is through the floor, the dollar is looking precarious, unemployment is rising fast and Ray Dalio is predicting the stock market is looking at a "lost decade". Governments are looking at withdrawing support around the world at the same time at the end of July, which could trigger a stock market crash. If you'd like to book a confidential call with me

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56:51

Is Your Growth Being Driven By Your Customers?

TheInquisitor Podcast with Marcus Cauchi ·

2020/07/24

If your customers aren't driving your growth, then you are missing a massive trick. You'll pay a heavy price for ignoring Colin's advice in this episode. Marketing and sales leaders will discover some disturbing cracks in their reaction to Covid and the decisions they are making thinking they are protecting their business when instead, they are leaving the door open to the competition to steal their lunch. #ColinShaw is recognised by Linkedin as one of the ‘World's Top 150 Business Influencers’

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57:43

Why The Swiss Have The Best Salespeople In The World

TheInquisitor Podcast with Marcus Cauchi ·

2020/07/21

The world's best salespeople come from Switzerland, according to OMG's research (2020). Why is that? #FredKermisch helps salespeople in #privatebanking establish and build trust, earn the loyalty and faith of their clients.. He explains why a history of hospitality has built a culture where sellers have learned to help customers trust them, feel cared for and feel safe. Fred explains why the pressure managers put salespeople under to achieve quota, frequently backfires because high networths get

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01:10:45

You Can Recruit So Much More Effectively Today

TheInquisitor Podcast with Marcus Cauchi ·

2020/07/17

#OliverParker is an executive recruiter with a difference. He doesn't let his clients make bad hires. He challenges them. He does the ground work by interviewing the people a new hire will be working with. he interviews the Board. And he makes sure the job you say you want to hire is the job you need to hire for. We have a very in depth, brutally frank conversation about the mistakes, mostly avoidable that result in 40% of executive hires failing within their first year. That is a massively costly

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51:25

How Can You Increase Your Channel Effectiveness 18x?

TheInquisitor Podcast with Marcus Cauchi ·

2020/07/15

#PaulLloyd discussed how he increased his own effectiveness running his channel by 1800%. His approach is radical, you'll find it scary and you'll question whether you can pull off a similar approach. I've been advocating such an approach because it exploits Price's Law which states that 50% of your production will come from the square root of the number of people or partners in your sales organisation. Have a listen, take notes and get in touch with me to talk about how you can execute to deliver

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01:01:37

Are You Courageous Enough To Join The Sales Rebellion?

TheInquisitor Podcast with Marcus Cauchi ·

2020/07/12

"My best example of service is my father. The man who was the CEO in that office didn't look at himself as a CEO. He looked at himself as an enabler, a protector, as a servant ... I watched my dad ... We teach people over products, and community over commission cheque ... There's a good way to sell and a bad way to sell, and there's a staunch difference in between. Both can lead to success and that's the problem with sales", says #DaleDupree. His father went to the market intentionally looking for

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01:03:35

When The Tide Goes Out You Get To See Who Is Swimming...

TheInquisitor Podcast with Marcus Cauchi ·

2020/07/10

How you retain clients as we go into the toughest economic conditions any of us have ever experienced is going to be critical. #VictorAntonio discusses the power of intrinsic motivation, the unintended effects of the wrong compensation plan, the critical importance of developing existing clients. We pull no punches in this conversation. We explore what you can do to improve your sales, management, recruitment and how technology can be brought to bear to enhance performance, protect your intellectual

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55:17

Not Sure How To Help Your Kids Handle Lockdown?

TheInquisitor Podcast with Marcus Cauchi ·

2020/07/08

#DrMarkGoulston is the world's leading expert on #EmpathicListening. Author of #JustListen, a highly sought after international speaker and passionate protector of young people in the fight against #TeenageSuicide. Mark has been a mentor of mine for a few years and has had a profound positive impact on my perception of myself, my role in the world and how I engage with others. He shares several practical ways in which you as a parent can help your sons and daughters, whether they and children,

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01:10:56

Leaders and Managers, Why Are You The Problem?

TheInquisitor Podcast with Marcus Cauchi ·

2020/07/04

"Expose the cracks, don't paper them over", says #TamaraMcMillen. She is a breath of fresh air in sales leadership. Until recently she was the EVP of Sales for Virgin Media, is a non-Exec with CSO UK and a relentless advocate for diversity and inclusion. Consistently helping her teams smash quota,We explore her journey as a woman in tech sales and leadership - the highs and lows, obstacles and prejudices, and the missed opportunity these biases represent. Her emphasis is on creating intentional,

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56:46

How Do You 10X Sales From Mainstream Pharma To...

TheInquisitor Podcast with Marcus Cauchi ·

2020/07/02

"The world doesn't respond to stepwise evolution or innovation any more. The world is moving so fast, they respond to disruption. Don't do little steps. Do big steps. Think the unthinkable".#PierreVanWeperen is a grizzled #pharma and #healthcare executive who started his career in sales, moved into management and leadership, and subsequently into investment in start ups and scale ups. Today he leads #GrowPharma and #GrowBiotechUK, a #medicalmarijuana company. He makes the important distinction

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01:00:47

Why The Most Human Company Wins

TheInquisitor Podcast with Marcus Cauchi ·

2020/06/30

"The evidence is there and the results aren't", says Mark Schaefer about the utter waste in global marketing. If you are a business leader, you are in for a good kicking. if you are a marketer or working agency side, you are probably going to hate this episode. #MarkSchaefer started his career in Fortune 100 corporates, he is an Adjunct Professor of Market at Rutgers and is author of the very excellent #MarketingRebellion. He is an outlier in the world of marketing. Mark says that marketing has to

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54:16

How to Boost Your Time To Coach and Maximise Your Talent

TheInquisitor Podcast with Marcus Cauchi ·

2020/06/28

#KateLewis is founder and CEO of #e4enable. She is a passionate advocate of coaching of developing your salespeople and equipping your managers to coach. We discuss what coaching is and what it isn't, why it is so critical to the success of any business. especially ones looking to scale at speed or survive the imminent economic depression that will kick in around September 2020. Kate has led many successful sales teams throughout her career and has seen first hand the impact good coaching can have

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56:19

Do You Choke On The Stench Of Fresh Paint On Ridealongs?

TheInquisitor Podcast with Marcus Cauchi ·

2020/06/25

The Queen probably thinks the world smells of fresh paint because whenever she shows up, they've spruced the place up for her. When you go out into the field on #ridealongs with your salespeople, do you ever get the sense something similar is happening? Do your salespeople line up friendly customers and everyone is on their best behaviour? Ridealongs are NOT just for new salespeople to shadow an experienced salesperson. Nor are they a gotcha moment to try and catch out veteran salespeople. Veterans

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53:52

You Sell More When You Think As The Customer

TheInquisitor Podcast with Marcus Cauchi ·

2020/06/24

#JulianaVida is Chief Technical Advisor to #Splunk's #PublicSector sales team. 27 years in the US Navy, combat pilot, deputy CIO to the US Navy, 3 years at Gartner advising governments, and special advisor to Washington Cyber Roundtable, Juliana is the voice of the customer for sales. She's not technical by background and spends much of her time reminding salespeople that their buyers are human beings! She reminds them that to have an executive level conversation you have to invest time on the human

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01:02:19

Your Customers' Context Is At The Heart Of Their...

TheInquisitor Podcast with Marcus Cauchi ·

2020/06/21

Pinpointing why your customer buys is critical to eliminate waste, inefficiency and lost sales. Only by aligning with your customer and the context in which they exist will you be able sell consistently and predictably to your customers. Recognising the buyer archetypes you attract as a brand will drive systemic growth. As salespeople, it's incumbent upon us to adapt to our customers and prospects. If you're hiring and onboarding new salespeople, expose them to buyers; have them listen to their

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36:35

Imagine Turning The Worst Performing Part of Your...

TheInquisitor Podcast with Marcus Cauchi ·

2020/06/18

Let's pretend it is possible to implement 100% of your change programmes successfully! #IanDodds has been a champion and practitioner of #inclusiveness and #diversity for the past 50 years. He started out life on a council estate in the North of England, and early on he realised he was different from others at school. He earned a place at Oxford University and quickly became inspired to create inclusive work environments as a manager within ICI. He was working in one of the worst performing

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01:01:03

Why Is Helsingborg A Model For Cities Of the Future?

TheInquisitor Podcast with Marcus Cauchi ·

2020/06/14

Public sector innovation in Sweden is a shining example of what's possible with a small team of committed innovators, a modest budget and a mandate to make things better when government works in partnership with its citizenry. There are powerful lessons in this interview on #leadership, #management, #inclusiveness, #diversity, #hiringoutsiders, #accountability, #agilethinking, #agileteams, and #teambuilding every business leader and manager can learn from. #PatrickLinqvist is chief innovation

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01:04:43

Why Do You Have No Right Not To Sell Now?

TheInquisitor Podcast with Marcus Cauchi ·

2020/06/09

#JodyWilliamson discusses the surprising aspects of #SalesEthics with me. We debate when you have no right not to sell, and it's not in a time of crisis. Covid has made a lot of salespeople squeamish about selling and that is a HUGE mistake. There are people out there in your market who need help. Who the hell are you not to help them? We are seeing companies pull their foot off the pedal which is going to result in problems downstream if they aren't already killing companies. Great managers will

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