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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

59:31

This Is The Time You Need To Lead With Strength,...

TheInquisitor Podcast with Marcus Cauchi ·

2020/04/04

Covid-19 has thrown us all into a state of unwelcome change. The economy has been kicked in the crotch but it's not dead. Now is NOT the time for you or your salespeople to sit back and whimper about the unfairness of the situation. It is the time to seize the good in this crisis. Many of you will be going through a process identical to grief. Denial Anger Bargaining Depression Your job as a sales manager or sales leader is to help your salespeople reach Acceptance. Managers who coach each

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56:25

How Can Digital Help You Win Clients and Attract Talent?

TheInquisitor Podcast with Marcus Cauchi ·

2020/03/27

My guest is #KurtShaver, Chief Sales Officer at #Vengresso. He is a tech sales veteran of 36 years who moved into digital B2B social selling. Kurt explains the difference between social marketing and social selling. As a seller, your objective is to get engagement to generate a sales conversation. We explain how to use social selling to drive opportunities forward or out of the funnel, how to identify the players in the buying committee and deliver value to open them up to your offering. Kurt

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01:03:21

Why Telling Your Customers' Story Is The Key To Success

TheInquisitor Podcast with Marcus Cauchi ·

2020/03/20

#AlexMoscow, CEO of 9mmPR has been working with CEOs for the past 20 years helping them to tell their story through the voice of their customers. Alex explains why you mustn't sell overtly using PR. You have to speak with the voice of your customer. Do you really know why they bought from you? Why they disqualified your competition? How far you have help them come? If you don't really know what problem you solve, it makes your sales a matter of luck rather than judgement. Understanding "Why?", "So

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01:04:37

Wouldn't You Prefer Your Salespeople To Be Closing...

TheInquisitor Podcast with Marcus Cauchi ·

2020/03/16

#JohnBedwany is a seasoned sales veteran who is the the world's leading expert in #AuthenticRelationshipManagement. What is #ARM? The best salespeople are able to develop peer to peer benchmarks, developing and sharing intelligence about what other comparable decision makers are thinking and worrying about. Positioning yourself as a thought leader and source of valuable executive education and insight allows you to displace incumbents. A-players stand apart from everyone else because of the

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56:36

Why You Need To Understand The Truth About Your...

TheInquisitor Podcast with Marcus Cauchi ·

2020/03/13

#KevinBeales is CEO of #Refract.ai. Refract is a canny technology that uses #AI to help managers and salespeople slice and dice sales conversations with prospects and customers. Imagine being able to break down every second of a call to understand talk time between seller and buyer, the kind of language used to persuade or dissuade a prospect, the verbs and adjectives, the use of silence or the propensity to fill silence with the sound of the seller's voice. These technologies are potentially

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01:08:44

Why Top Sales Managers Are Always Learning

TheInquisitor Podcast with Marcus Cauchi ·

2020/03/09

#IanMoyse is a veteran sales director of 25+ years experience with 13 years in #cloud #technologysales. What's impeding your sales team from achieving target? What are the obstacles the manager needs to help the salesperson overcome? How can the manager help the salesperson perform at their optimal level? Why aren't CEOs and CSOs getting out in the field with their salespeople to speak to customers and experience the challenges salespeople are facing day to day? How can you use executive bridging to

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01:02:30

How Can 2 Old Farts Fix The World of Selling?

TheInquisitor Podcast with Marcus Cauchi ·

2020/02/28

#GeoffBurch is like Marmite. He's wasp honey! We explore example after example of shit selling, fuelled by awful management and non-existent leadership. We dig into how broken compensation and measurement systems drive the wrong behaviours and self-delusion by senior management. We uncover some depressing patterns of behaviour by salespeople driven to avoid punishment. In a world where customers are better informed than ever salespeople have to adjust to what works TODAY, not rely on what used to

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01:01:45

Secrets of The World's Best Business Leaders

TheInquisitor Podcast with Marcus Cauchi ·

2020/02/21

The plan never survives contact with the enemy. #DrJeffreyMagee explains why most of us only hit our peak revenue building years in our 50s, unless you're smart. Either you're a cost centre or you're a profit centre. Either you are part of your own plan or you become part of someone else's plan. He builds and develops peak performance in individuals and businesses. We explore why leaders focus on the wrong end of the problem because they are so stuck in the weeds. The questions CEOs should be asking

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53:18

How to Build A Profitable International Sales Channel

TheInquisitor Podcast with Marcus Cauchi ·

2020/02/18

#ZachSelch has helped build sales channels across 130+ countries. As a good Jewish boy he's built successful and sustained channels in Saudi Arabia, throughout Africa, Asia, the Americas and Europe. He's a true internationalist. Zach has recruited over 1000 partners for his employers and clients but he doesn't build a land army; he builds a special forces unit. In each market he generally only works with one partner, whether they are distributors, resellers or agents. He builds clear trust based

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46:05

Mike Weinberg: Why Are Managers Failing Their...

TheInquisitor Podcast with Marcus Cauchi ·

2020/02/10

#MikeWeinberg is one of the most authentic, sincere and dedicated sales thought leaders on the planet today. He gloriously pulls no punches. His brilliant books and training come from 3 decades of scar tissue. No arsty fartsy theory that hasn't been tested in the field with real salespeople and real sales managers. Mike is author of #SalesTruth, #NewSalesSimplified and #SalesManagementSimplified. They are must reads. Buy them all now. If they don't already grace your bookshelves, Audible library or

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01:00:03

Negotiation: Why You Never Meet On The Halfway Line

TheInquisitor Podcast with Marcus Cauchi ·

2020/02/07

"When a man asks to meet you halfway, he probably thinks he's already standing on the halfway line" - JD Rockerfeller #AllanTsang is a globally recognised commercial negotiator. He is the man you want on your side when negotiating big deals, critical deals or when you're having tough, career stopping conversations. He demonstrates, with live examples from the real world, what real negotiation looks like. Deescalate emotion Slow down The power you gain through good research Understanding your

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53:48

The Mystery of Lies, Heresies and Excuses in Sales

TheInquisitor Podcast with Marcus Cauchi ·

2020/02/05

#JeffBajorek believes #salesmanagers need to treat their salespeople as customers. They have to ask their people to do things they might not ordinarily do. We slaughter several fatted calves around management. It's an ugly car crash of a conversation if you're a typical sales manager. We explore the idiocy of scale at the expense of effectiveness with salesforce automation and sales enablement. We dig into why sales recruitment is done so poorly resulting in a generous estimate that only 46% of

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01:07:03

Why It's Always A Victory When You Open Up A Dialogue

TheInquisitor Podcast with Marcus Cauchi ·

2020/01/28

#GaryNoesner is the former head of the FBI's National Crisis Unit. He was responsible for 350 FBI negotiators worldwide resolving kidnappings, robberies, prison riots, dealing with terrorists, disgruntled employees or military veterans with guns. I interviewed Gary to learn what makes a great negotiator and how to take the skills he learned and taught at the FBI in the context of high-stakes business negotiations. We explore cause and effect, motivation and thinking, teamwork, planning, research,

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58:44

Do You Make The Cut As A Modern Seller?

TheInquisitor Podcast with Marcus Cauchi ·

2020/01/14

#AmyFranko, LinkedIn 2019 Top Sales Voice, Author of #TheModernSeller and Board Chair for the Girl Scouts casts the spotlight on what makes the difference in top performers in the modern sales profession. Amy has a take on how modern sellers stand out: The value delivered by the solution is less valuable without you as the seller being part of the equation YOU are personally seen as a differentiator in the buyers experience of buying from your company YOU are seen by your clients and your prospects

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46:35

Why Your Channel Marketing Is Crazy Stupid

TheInquisitor Podcast with Marcus Cauchi ·

2020/01/11

#GlennRobertson is MD of #PureChannels, the #ChannelMarketingAgency. We discuss why most #MDF (#MarketingDevelopmentFunds) is better spent on buying lottery tickets. Partners are in business for their own reasons not the vendor's reasons. Vendors' attempts to get partners to market their products is so often a disappointing affair. Never forget, partners don't care about you, your company, your products or your targets. They want to sell their services and your products are simply a means to sell

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56:42

Why Is Sales A Force For Good?

TheInquisitor Podcast with Marcus Cauchi ·

2020/01/08

"With integrity you have nothing to fear because you have nothing to hide" - Krish Dhanam #KrishDhanam worked with the legendary #ZigZiglar for 25 years. He in high demand across 6 continents and 70+ countries as a keynote speaker. Krish brings a refreshingly authentic approach to sales. We discuss the differences between a salesperson and a sales professional around: Habits Values Mindset Vision Discipline Systemisation Limiting Beliefs vs Empowering Beliefs Ethics Prospecting & Pipeline Money

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59:21

What You Need To Know About Building Killer Sales...

TheInquisitor Podcast with Marcus Cauchi ·

2019/12/17

5 times #bestsellingauthor #HilmonSorey and co-founder of #ClozeLoop is back on #TheInquisitorPodcast. Hilmon spends his life helping tech scale ups in #SiliconValley achieve rapid, sustainable sales growth. We explore the power of #SalesPlaybooks to drive #ontarget performance especially in the middle of bell curve, the mistakes to avoid and the best practices to maximise ROI from hires & your #CRM system, by creating a meaningful, dynamic feedback system. We discuss scale ups and how to prevent

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58:01

What You Need To Know To Make Your Value Based...

TheInquisitor Podcast with Marcus Cauchi ·

2019/12/12

#IanBrodie chats to me about #ValueBasedMarketing. We discuss why so much marketing misses the mark, why #LinkedIn is drowning in spam (when will LinkedIn introduce spam filters??), what makes #GreatMarketing great and how delivering genuine value to your audience in your marketing differentiates you from your competition's selfish, bland, valueless marketing. Good value based marketing pays dividends over time because it positions you as the expert in your field and the go-to person when people are

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01:01:45

Saudade is the Missing Element in Sales

TheInquisitor Podcast with Marcus Cauchi ·

2019/12/09

#ChrisMurray of @vardakreuz, author of #SellingWithEase and #TheExtremelySuccessfulSalesmansClub discuss what's broken in #sales and #salestraining. Chris introduces a really powerful concept from Portuguese, #Saudade. It doesn't translate directly into English easily but it means a sense of knowing something is missing but you can't put your finger on exactly what that is. For salespeople this is a genius attack. It is exactly what you should be tapping into in your prospecting and sales

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59:33

What You Need to Know About Exceptional Sales Managers

TheInquisitor Podcast with Marcus Cauchi ·

2019/12/05

#MattMcDarby, author of #TheCadenceOfExcellence and I explore the key habits, beliefs and values of excellent sales managers. Matt's distinguished career as a top performing salesman and sales manager; he cut his teeth and evolved into a world class sales manager at #Huthwaite under #NeilRackham, creator or the #SPINsellingsystem. He trains, coaches and offers interim sales leadership to his tech and professional services clients and is often brought into turnaround situations. This interview is

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570 results

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