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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

01:00:30

Why MoFu Matters: Can It Make or Break Your Sales or...

TheInquisitor Podcast with Marcus Cauchi ·

2019/12/01

#SteveNorman had a long and eventually successful career in sales and sales management for the like of Dell and Targus in APAC. He opens up about the challenges he faced when he failed and what it taught him about managing his own career and making himself recession proof as a salesperson. We move on to the lessons that helped him learn as a manager and how behaving counterintuitively helped him develop a reputation for being the manager top sales performers wanted to work for. We cover recruitment

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58:16

What Do You Need To Earn The Trust And Partnership of...

TheInquisitor Podcast with Marcus Cauchi ·

2019/11/24

Jaques Sciammas Demonstrate value in the first 2 minutes or the #CXO will be needed elsewhere, urgently. #CSuite executives welcome great salespeople and have NO TIME TO WASTE with peddlers and product pushers. They don't care who your investors are, how long you have been in business and they don't care to see PowerPoints of your ugly kids (your product range). They have problems. Can you help fix them? If you can't, get lost. -- If you are the owner or CEO of a technology company in the £10m-50m

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48:40

What You Need To Know To Break Through Your Head Trash?

TheInquisitor Podcast with Marcus Cauchi ·

2019/11/24

This is THE #HeadTrash episode #PaulLanigan is a failed software engineer, failed salesman, raconteur, photographer, film maker, confused father, middling husband and all round good egg. He is the author of SoftTalesHardAsses and the longest serving international #Sandler Franchisee. I first came across Paul in 2003 We discuss head trash in all its glory - attachment, demotivation, limiting beliefs, mismanagement - and our journeys through it, facing it today and the work we do with our clients to

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53:47

What You Need to Know About Digital Selling

TheInquisitor Podcast with Marcus Cauchi ·

2019/11/18

#MarioMartinezJr has been selling B2B for the past 22 years. He has recently merged 5 companies to form #Vengreso which is quite a feat. This interview is about digital selling. In a world where many senior executives are still holding back their business because they are stuck in traditional sales, Mario's message is a call to action for ambitious salespeople and business leaders. Last year 70% of the 220+ senior executives he met, still had serious doubts about the value of internet based

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01:05:25

What You Need To Know About Making Your Training...

TheInquisitor Podcast with Marcus Cauchi ·

2019/11/13

#DaveMattson, CEO of #SandlerTraining, multiple best selling author and 30+year veteran (I know he doesn't look it!!) of the #SandlerSellingSystem chats to me about what works and what doesn't in training. We explore the mistakes we've made, the bad choices leaders and L&D folks make, why training succeeds and why it fails. Dave talks about technology, sales enablement and we raise some uncomfortable questions about the criminal waste and missed opportunities because training is poorly delivered,

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53:59

What You Need To Know About #DisruptiveMarketing

TheInquisitor Podcast with Marcus Cauchi ·

2019/11/04

#AlTepper founder of #TepFu is a master of #lazymarketing. Self-styled as the Barry White of marketing, 2 portly old geezers discuss the difference between #disruption and #innovation. Disruption is aligned to innovation but they are different. Innovation is enhancing what already exists. Disruption is doing something completely new. You win battles by not fighting the battle but by picking the terrain. In business you can out-spend or out-position your competition Al has developed a 3 step process

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57:04

Anthony Iannarino: Displacing Your Incumbent...

TheInquisitor Podcast with Marcus Cauchi ·

2019/10/24

"If you don't like change you are going like irrelevance even less" - Eric Shinsake #AnthonyIannarino is the author of 3 best selling books #TheOnlySalesGuideYoullEverNeed #TheLostArtOfClosing and #EatTheirLunch. He is also author of TheSalesBlog. Anthony speaks a world of uncommon sense. We discuss the many and significant shortcomings of many modern sellers who are well intentioned but misdirected. At 25, Anthony experienced a serious illness that prevented him from driving for over 2 years

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01:09:00

What you Need To Know About Selling to the C-Suite

TheInquisitor Podcast with Marcus Cauchi ·

2019/10/22

#SteveHall has carved a place for himself by helping others sell to the C-suite. He helps CEOs unblock the bottleneck to growth when sales have stalled. We explore why ineffective salespeople so often get stuck in sales Siberia, the traps many create for themselves by over reliance on one or other social media channel and why so many have bloated pipelines full on non-opportunities, stalled deals, prospects who tell them they need to "think it over" and why forecasts are little better than a finger

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01:05:09

What you need to know to build an international sales...

TheInquisitor Podcast with Marcus Cauchi ·

2019/10/17

#NickJones has gone from start up to exit in the past 15 years. He built his business entirely through #internationalsaleschannels. The #alliances and #partnerships he built allowed him to scale and grow fast, establishing highly influential relationships through the Middle East and Africa within governments, education systems and infrastructure. He focused on working with a small group of special forces partners. He helped them sell, to make money and they have been loyal, highly productive and

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49:33

What You Need to Know About Disciplined Execution

TheInquisitor Podcast with Marcus Cauchi ·

2019/10/08

#DaveBrock, former theoretical physicist, author of best selling #TheSalesManagerSurvivalGuide and globally renowned sales and growth expert discusses what's wrong with sales and how to fix it. Be prepared for a trip into the world of Schrödinger's sales manager! #SalesManagers receive less than 5% of the investment in their training than salespeople receive. Yet their negative impact on a business can easily be 10x the negative impact of a bad sales hire. And a bad sales hire can easily cost a

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01:02:35

Selling From The Heart With Larry Levine

TheInquisitor Podcast with Marcus Cauchi ·

2019/10/02

Warning: Some salty, impassioned language, fuelled by fury and rage! What's wrong with sales? What's wrong with sales management? What's wrong with the intent of salespeople and their bosses? The quest for magic dust and #commissionbreath! Everyone wants to be a rock star - fame and fortune - without putting in the graft. The Beatles were an overnight success only after playing 12 hours a day, 7 days a week for 7 years in a Hamburg cellar. Lack of patience, failure to coach, confusing coaching with

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01:02:12

Tony Hughes: What You Need to Know About Leading...

TheInquisitor Podcast with Marcus Cauchi ·

2019/09/29

#TonyJHughes is the most widely read sales expert on LinkedIn with over 100,000 followers, author of 2 bestselling books, #TheJoshuaPrinciple and #ComboProspecting, successful enterprise sales professional and serial CEO. We discuss #Attitude and #Mindset, we explore how to exploit traditional and modern #prospecting tools and tactics in combination to maximise #prospectingeffectiveness. We explore #salesleadership beliefs, behaviours, #salesbestpractices and #salesmisconceptions. To be an effective

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46:35

What Happens When You Stop Selling And Start Leading?

TheInquisitor Podcast with Marcus Cauchi ·

2019/09/27

#DebCalvert @PeopleFirstPS is best selling author of " #StopSelling#StartLeading " and " #DISCOVERQuestions ", founder and President of People First Productivity Solutions and founder of #TheSalesExpertsChannel We have a very robust conversation about what good, bad and ugly look like in the area of sales and management questions. #Questioning and #listening are critical skills in sales and leadership that are often butchered by average practitioners. Average questions leave your prospects saying

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47:56

Why You Need To Know What It's Really Like Being Your...

TheInquisitor Podcast with Marcus Cauchi ·

2019/09/25

Have you ever wondered what it's really like to be one of your customers? In the cutthroat world of technology, your customers' experience can mean the difference between winning or keeping £billions in lifetime customer revenues. #LeahanneHobson and her Vienna based company #AlineaPartners uncover the truth about buying from you. #CustomerExperience goes so much deeper than the simple transaction. Every touch, from their first visit to your website, to trying to find information, even as simple as

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44:18

What You Need to Know About The Rise of the Shadow...

TheInquisitor Podcast with Marcus Cauchi ·

2019/09/09

#JayMcBain, lead analyst at Forrester coined the term #ShadowChannel in homage to a trend last decade called shadow IT or rogue IT. You brought your own devices to work and IT Directors had heart attacks. Well, the shadow channel simply refers to non-traditional partners who are becoming a powerful force in the technology market - professional services like accountants, SaaS ecosystem partners like media agencies, born-in-the-cloud, start-ups, systems integrators moving down into the mid- and small

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43:25

Learning From Scar Tissue: Confessions of a Channel...

TheInquisitor Podcast with Marcus Cauchi ·

2019/08/28

#PaulLloyd has been involved in #channelsales for the past 35 years. He's made a lot of mistakes along the way. Failure is your best teacher - your own and the failures of others. Paul has developed a lot of scar tissue in that time, seen fads come and go and has learned that success in #partnerships happens when you have to focus on doing the basics well, consistently, over time and meaning them. He's worked in #VAR, #MSP, #Disti / #Distribution and #ITVendor. He's worked in small and medium

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58:01

Don't Try To Get Your Emotional Needs Met On A Sales...

TheInquisitor Podcast with Marcus Cauchi ·

2019/08/23

#BradMcDonald was the captain of a nuclear submarine before he retired from the navy and became a salesman. Going from being the master of his own destiny where his word was law, responsible for the lives and security of millions in his hands, to a sweaty handed, gibbering wreck terrified by secretaries giving hem a hard time the other end of a phone, Brad documents his journey from sales dud to sales stud! Author of the excellent book THE ART AND SKILL OF SALES PSYCHOLOGY (UK link), Brad and I

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55:35

7 Ways to Grow Your YouTube Sales Pipeline

TheInquisitor Podcast with Marcus Cauchi ·

2019/08/21

#DavidWalsh has a #YouTube subscriber base of over 150,000 people built by using the tactics he explains in this interview. He's taken his clients from being an also ran to number 1 in their market. We discuss Tim Berners-Lee's view on the internet and cat videos, outsourcing video production and how to create content that is sticky, appeals to YouTube's algorithm, gets people coming back time and again, builds your subscriber base with the right kind of subscribers. We explore what not to do, what

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56:34

You Listen Your Way To A Sale; You Talk Your Way Out...

TheInquisitor Podcast with Marcus Cauchi ·

2019/07/18

#BarbGiamanco is VP Sales #ECHOListeningIntelligence, author of #TSW #TopSalesWorld #Top50SalesBook2019 #TheNewHandshakeSalesMeetsSocialMedia chats to me about the importance of listening and asking exceptional questions We discuss how listening is a catalyst for success in #Sales, #ChannelSales & #Partnerships, #Management and #Recruiting & #Hiring. Barb and I had a very direct conversation about what holds businesses, leaders, managers and salespeople back, how poor listening can negatively impact

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58:31

F**k Money Not People!

TheInquisitor Podcast with Marcus Cauchi ·

2019/07/12

"Is curing people a viable business model?" - does this question asked by Goldman Sachs raise the hackles on your neck or make you think, "that sounds like a reasonable question"? Why as a society are we asking the wrong questions? #JonThorSigurleifsson is a #TechnologyEvangelist and #CorporatePunk whose purpose is to inspire us to ask better questions and better the lives of those he serves and wider society. He delivers a refreshing, well considered, disruptive message. Yes, he is an idealist but

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570 results

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