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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

54:16

How To Provoke Growth and Value Through Partnerships

TheInquisitor Podcast with Marcus Cauchi ·

2020/06/05

#DavidDavies, the Cod Father, former #1 frozen fish salesman and international DJ has spent the past 35 years helping small technology businesses. Dave and I co-wrote #MakingChannelSalesWork #MCSW which has quickly become the go to bible for turning around and/or building successful #SalesChannels, #Alliances and #Partnerships. Lack of Boardroom congruence, misalignment and an unhealthy focus only on empirical data, silos and empire building instead of focusing on having the biggest positive impact

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01:07:51

When You Realise The World Is Mad, Everything Makes...

TheInquisitor Podcast with Marcus Cauchi ·

2020/06/02

#GeoffBurch is back! Geoff's childhood was unorthodox. His parents escaped the Gestapo in Vienna in 1938. They were out with friends at the opera, and at the end of the performance one of his officer friends warned him not to go home as he was going to be arrested. A Viennese Jewish psychiatrist, Geoff's father taught him about the bizarre, self destructive, delusional nature of people with stories of his patients. Geoff grew up to be a maladjusted, troubled youth who naturally fell into sales. His

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58:33

How To Make Your Marketing Savagely Effective?

TheInquisitor Podcast with Marcus Cauchi ·

2020/05/31

#JeffJHunter has a background in developing virtual teams, serving founders of tech start ups to develop their personal brand and become known as experts in their field. Jeff describes branding as intentional transactions. He describes the 4 elements to your personal brand Connection - how are you really connecting with your target audience? Omnipresence - where are you and how do you show up? Relevance - why should people listen to you? How are you of value to the people you serve? What problems do

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56:45

How To Price Your Way To A Strong Bank Balance

TheInquisitor Podcast with Marcus Cauchi ·

2020/05/26

**** This is a MUST LISTEN episode if you are on my sales training programme **** This is a masterclass in pricing genius. #DavidAbbott, author of #HowToPriceYourPlatypus, shares 4 simple psychological pricing strategies to help you get paid what you're worth. He spills the beans on how to get buyers to negotiate in £1's, £10's and £100's instead of £1000's, £10,000's and £100,000's. Whether you are selling products or services, your house or your company these strategies work in the real world. We

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47:10

How To Phone Your Way To A Strong, Full Sales Pipeline

TheInquisitor Podcast with Marcus Cauchi ·

2020/05/23

#CarynKopp has been opening doors by phone for her business clients for nearly 3 decades. She has built a team of experienced door openers, accumulating 300+ years of lessons from cold calling. We discuss why the phone is still relevant and an incredibly powerful route to market. We role play various common scenarios and offer up some better alternatives to traditional prospecting strategies. The phone is an incredibly powerful sales tool which is underused and underestimated. Its power lies in the

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56:16

Are Your Customers Telling Powerful Stories About You?

TheInquisitor Podcast with Marcus Cauchi ·

2020/05/21

#PaulAlexandrou is a seriously effective storyteller. Founder and CEO of #ModernEquivalent, Paul helps fast growth companies adapt to moments of deep change. Pivots, strategic change, outrageous growth are often very uncomfortable. Managed well, those moments can deliver incredible competitive advantage. Mismanaged and they can sound the death knell for your business or a life of mediocrity swimming with all the other fish in your pond. The danger of being feature obsessed is that you paint yourself

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46:51

Are You Qualifying Conceptually To Deliver High...

TheInquisitor Podcast with Marcus Cauchi ·

2020/05/19

#JohnRosso inspires me. He's been an inspiration to me for the past 17 years and is someone all Sandler trainers and clients have been influenced by. His impact cannot be overstated within our community. John and I explore what's going on in the sales community under Covid-19. We investigate what's working and what isn't, what managers can do to help or hinder their salespeople. And what salespeople are doing to hinder themselves. He uses real world examples to show best practices and what the

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40:35

How To Engage Your Customer With Emotion and Powerful...

TheInquisitor Podcast with Marcus Cauchi ·

2020/05/12

At least 19 / 20 marketing attempts completely miss their mark if you lead with features and benefits or talk about the logical reasons why customers and prospects should buy from you. 95%+ of decisions are 100% emotional. Speak to your best customers. Your best customers will tell you what you need to know to sell to other people just like them. The most important player in your story is your audience. Are you killing sales, alienating loyal customers and failing to identify gaps in your

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49:27

Is Your Need For Control Killing Your Salespeople's...

TheInquisitor Podcast with Marcus Cauchi ·

2020/05/09

Did you know it takes 38 months to recover the sales you lose after you lose a salesperson? #Phill McGowan is a serial entrepreneur who has built 8 businesses and sold 5 of them. He left school at 15 and got a series of badly paid jobs until he eventually fell into sales. When his wife and business partner passed away, he decided to change his direction and chose to study sales as an academic. He gets his PhD in September. We discuss the link between control and motivation - the more control

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58:32

Games Your People Need to Play

TheInquisitor Podcast with Marcus Cauchi ·

2020/05/07

Tore Byström, Sales Director of #Celemi. He plays games for a living. Celemi is the world's leading experiential learning company and for the past 16 years Tore has been helping leaders, executives and manager in many of the world's biggest, most fast moving companies develop, retain and apply practical skills where people can see the consequences of their decisions in a low risk environment. We discuss the power of play for adults. We explore how it creates constructive conflict, cohesion and

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56:02

How Can You Win Deals That Are 5X Your Average Deal...

TheInquisitor Podcast with Marcus Cauchi ·

2020/05/05

#LisaMagnuson is author of #TheTopSalesLeaderPlaybook and #TheTopSellerAdvantage. Her expertise is helping tech companies chasing large, #complexenterprisesales win deals that are 5X their average deal size. We discuss the importance of planning and strategising, rehearsal and role play to iron out problems, preempt obstacles and objections and reduce the probability of chasing deal you cannot or should not win. Have you ever worked out the cost of an enterprise pursuit, win or lose? It can run into

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53:48

Never Waste A Good Crisis

TheInquisitor Podcast with Marcus Cauchi ·

2020/04/28

Crises don't create weaknesses, they expose them. The Covid-19 crisis exposed massive deficiencies in many businesses: in their sales approach, their pipeline, in sales management, a lack of vision, lack of preparation, and highlighted serious talent gaps across the global sales profession. #CarlosGarrido is co-CEO of #SandlerMiami. He is a keen student of the human condition and psychology. In this frank conversation he admits how he had become comfortable, deluding himself into thinking he was

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53:09

If You Want To Make Enemies, Recommend Change!

TheInquisitor Podcast with Marcus Cauchi ·

2020/04/26

Prof #EddieObeng is CEO of #PentacleVirtualBusinessSchool and founder of #Qube. Eddie is the most famous business guru you've never heard of. An expert in facilitating lasting, effective change we tackle critical questions like: Should expensive CEOs be replaced by AI? Can virtual workplaces produce better results than physical office environments? Why do change programmes fail 75-80% of the time? How will others respond to the change you implement? How do you get your people to come up with the

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44:53

Who Is The 1 Constant In All Your Dissatisfying...

TheInquisitor Podcast with Marcus Cauchi ·

2020/04/23

#AmyWoodall is back for the 3rd time discussing why you must own your 50% of every interaction. We explore how to stay out of psychological games is possible if you own your 50. If you let your ego get hooked you will be dragged kicking and screaming into the #Drama Triangle, which describes every f**ked up, broken, dysfunctional relationship you can or will ever have. We explore what that means for leaders, managers, salespeople and customers. We delve into the #Winners' Triangle and how being

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42:58

Why Your Attachment Is Hurting Your Sales Results?

TheInquisitor Podcast with Marcus Cauchi ·

2020/04/21

If you don't understand the principles and underlying psychology of human interactions, people appear unpredictable, sales will be misunderstood as an art and you will regularly be disappointed. This episode is full of eye popping surprises you can take and apply in your selling, in managing salespeople and in your client relationships. "Selling is a science. It's a process. Sales are predictable. It's predictable just like finance or manufacturing" #ChipDoyle explains how #TA #TransactionalAnalysis

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54:18

Understanding Your Prospects, Your People & New Hires...

TheInquisitor Podcast with Marcus Cauchi ·

2020/04/20

#DrewDAgostino is CEO and founder of #Crystal. Crystal uses AI to give you insights into the preferred communication and behavioural style through their LinkedIn profile. It's between 80-85% accurate and the best $29 a month you can invest in your sales team. Drew and I discuss how being better prepared for every conversation you have with prospects and clients can positively impact your results. Understanding people with We also explore the challenges and lessons from building 2 scale up

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53:16

Why You Need To Coach Your Salespeople Properly With...

TheInquisitor Podcast with Marcus Cauchi ·

2020/04/18

I hope this interview upsets a lot of you. You need a kick up the arse if you are not coaching effectively. Telling is NOT coaching. Coaching is NOT OPTIONAL. NOT, NOT, NOT optional. And now you have no excuse under the corona lockdown because you can't hide behind being stuck in meetings or foreign travel Coaching is a board level issue. Ignore this fact at your peril. Visit https://www.linkedin.com/pulse/sales-coaching-board-level-discussion-richard-smith if you question this fact. Dynamic

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47:40

Can You Really Predict Who, What, When And Why People...

TheInquisitor Podcast with Marcus Cauchi ·

2020/04/14

#MartinLucas, tells the brutal truth about human behaviour. Irrational is normal. Emotional is normal. We buy emotionally and we justify using reason and logic. His excellent blog on the subject https://www.gapinthematrix.com/blog/irrational is worth reading. Martin is CEO of #GapInTheMatrix. He is a #MathematicalPsychologist who advises global brands on what they are doing to prevent customers from buying, staying loyal, and wasting profits on unnecessary and fruitless advertising, marketing or

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50:45

Why Is Compromise Harmful To You in Negotiations?

TheInquisitor Podcast with Marcus Cauchi ·

2020/04/11

#ToddLCamp is Founder of the Pareto Group and Co-Owner of Camp Negotiation Systems. His father, Jim Camp, wrote the BEST book about negotiation you will ever read, #StartWithNo. Jim was trained by David Sandler and evolved his negotiation system in line with core Sandler principles which is why I am so excited to bring you this interview. Todd shares real world examples of negotiation that delivers to #mission and #purpose. Mission & purpose are all about the what matter to the customer and how they

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01:02:42

Channel Sales & Covid-19 With #JayMcBain from Forrester

TheInquisitor Podcast with Marcus Cauchi ·

2020/04/08

#JayMcBain is Lead Analyst with #Forrester for #Channel, #Alliances, #Partnerships. He shares his research on how he sees 2020 panning out and the future of the channel during the #CovidCrisis and #postCovid19. The bad news if, of the 600,000 VARs and MSP partners out there in March/April 2020, up to 25% may not be here before the end of Q2. The channel is under extreme pressure because a quarter don't have the cashflow, savings or credit lines to survive, whilst those who may be in a position to

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