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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

49:23

Andy Weins: How the Words Your Sales Team Uses Are...

TheInquisitor Podcast with Marcus Cauchi ·

2026/04/20

Most sales leaders invest in process, technology, and training. Almost none of them invest in the one lever that silently controls all three: the language their people use — out loud and in their own heads.Andy Weins has spent 20+ years in the military as a mass resiliency trainer, built a business from scratch, and studied the neuroscience and psychology of how the words we choose wire our behaviour. In this episode, he and Marcus Cauchi go deep on the specific phrases that signal avoidance,

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43:32

Ryan Berman - Risk to Relationship in B2B Sales,...

TheInquisitor Podcast with Marcus Cauchi ·

2026/04/17

In this episode of The Inquisitor Podcast, Marcus Cauchi and Ryan Burman discuss procurement in B2B sales, buyer psychology, total cost of ownership, and how sales teams can build trust with procurement instead of fighting it. The discussion reframes procurement as a risk management function rather than a price cutting function. Ryan explains that successful sales teams focus less on persuasion and more on aligning with how procurement evaluates suppliers, especially around risk, reliability, and

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53:17

Why 90% of Salespeople Think They're Trusted (And...

TheInquisitor Podcast with Marcus Cauchi ·

2026/03/31

What does it actually mean to be a trusted adviser and, how would you know if you were one? Most customer-facing professionals believe they're trusted. Their customers largely disagree. That gap is the problem Rowly Hirst has spent his career trying to solve.Rowly is CEO of Relate.US and the creator of Sandy, a generative AI analyst that measures trust in real time using the Maister-Green-Galford Trust Equation: Credibility + Reliability + Intimacy ÷ Self-Orientation. In this conversation, Marcus

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54:48

Alex Buckles - Partnerships Without Fantasy: Why Your...

TheInquisitor Podcast with Marcus Cauchi ·

2026/03/24

The Honest Conversation Nobody Else Is HavingEvery founder reads the analyst reports. Every sales leader nods along in the conference sessions. Partnerships are the future. Ecosystems are everything. Co-selling is the key to unlocking faster growth, bigger deals, and stickier customers. And yet, ask those same founders and sales leaders whether they're actually banking on partner-sourced revenue to hit their number this quarter, and the answer is almost always the same: no. Why? Because

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50:05

Why Buyers Don't Trust Salespeople - And What CEOs...

TheInquisitor Podcast with Marcus Cauchi ·

2026/03/16

If you run a business with a sales team, this episode will make you uncomfortable. That's the point.Marcus Cauchi and Andy Hough have a no-holds-barred conversation about why sales has become distrusted, what's causing it, and what founders and CEOs can actually do to fix it. Andy has spent decades in the field, from Lloyds and Barclays to 16 years at EMC (now Dell), and has since sat through hundreds of hours of sales meetings as a researcher. He knows where the bodies are buried. What we cover

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54:27

The LinkedIn Playbook for B2B sales - with Graham Riley

TheInquisitor Podcast with Marcus Cauchi ·

2026/02/27

In this episode of the Inquisitor Podcast, host Marcus Cauchi talks with LinkedIn expert Graeme Riley, a platform user since 2004 and business development consultant since 2012, to cut through the noise and get practical about what actually works on LinkedIn.Graeme shares why most people are using LinkedIn wrong, how the platform's algorithm has evolved, and what separates the salespeople who consistently hit their targets from those who burn out in 18 months. Topics covered include: building a

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55:24

Negotiation Without the Games: Todd Caponi's Four...

TheInquisitor Podcast with Marcus Cauchi ·

2026/01/27

Stop leaving money on the table.In this episode, sales historian and author Todd Caponi reveals why traditional negotiation tactics are destroying trust, eroding margins, and creating unsustainable business models. Todd shares the revolutionary Four Levers framework that helped him close a $7.5M deal when the customer demanded 35% off - and they ended up with only 15% discount while paying upfront for three years. What You'll Learn: 🟣Why building trust until the close, then "starting to lie" about

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64:29

From Challenger to Framemaking: Redefining Modern B2B...

TheInquisitor Podcast with Marcus Cauchi ·

2026/01/17

Most B2B deals don’t end in “no”.They die quietly. No decision. No movement. No momentum. In this episode, Marcus Cauchi speaks with Karl Schmidt,one of the leaders of the research teams that helped 100s of companies take advantage of the insights from The Challenger Sale. Buyers now do most of their thinking before they ever speak to a salesperson. Buying committees have doubled. Information is everywhere. Confidence is not. This conversation explores why traditional sales approaches struggle in

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52:25

Beyond "Good Enough": Eliminating the Mediocrity Trap...

TheInquisitor Podcast with Marcus Cauchi ·

2026/01/12

Are you settling for "good enough" while your sales organisation invests in an 85% loser rate?In this episode, Marcus Cauchi sits down with David Brock, author of "Is Good Enough Good Enough? Mindsets and Behaviors for Sales Excellence," to challenge the traditional "metrics madness" that keeps founders and sales leaders trapped in cycles of mindless activity. Dave shares his pragmatic, scientific approach to performance, revealing how top performers achieve their goals by being "intelligently

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56:12

Peter Wheeler: Why Your Sales Team Isn’t Performing...

TheInquisitor Podcast with Marcus Cauchi ·

2026/01/10

Why do so many sales teams stumble despite talented hires?In this episode, Peter Wheeler, serial entrepreneur and expert in scaling revenue velocity for early-stage organisations, explores the decline of apprenticeship in modern sales and the impact it has on team performance and long-term growth. We examine why the traditional player-manager model often fails, how role siloing prevents junior staff from learning the ropes, and why leadership needs to move beyond administrative tasks to actively

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43:49

Ken Ward - The End of Predatory Sales: Building...

TheInquisitor Podcast with Marcus Cauchi ·

2026/01/08

For busy leaders who want growth without the burn The bottom line Modern sales is not about hunting trophies. It is about helping customers make good decisions. Sometimes that decision is not you. That is not weakness, it is credibility. If sales feels combative, high churn is the price you are paying. Why this matters Boiler room tactics and hire-fast-fire-faster cultures look productive until you check the retention numbers. Low trust, internal conflict and customers who regret buying are

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17:10

How Tom Stearns Transformed His Consulting Business...

TheInquisitor Podcast with Marcus Cauchi ·

2025/12/12

In this episode, I chat with Tom Stearns, a consultant to CEOs and CROs, about how mentorship helped him redefine and scale his business. Tom shares how he gained clarity, focused on the right clients, shortened sales cycles, increased deal sizes, and walked away from boring work, all while achieving a four-day workweek. Whether you’re a founder, sales leader, or consultant looking for practical strategies to grow your business and work smarter, Tom’s story offers actionable insights and

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41:39

Steve Burnett: How One Founder Grew 300% and Achieved...

TheInquisitor Podcast with Marcus Cauchi ·

2025/11/17

Steve’s journey was marked by sheer graft and some brutal personal blows. His first five years were, in his own words, madness. Eighteen to twenty hour days, six days a week. Then came a messy divorce, COVID and throat cancer.The Founder Dependency Trap Like many founders, Steve found himself in the classic trap. Everyone relied on him to make every decision. He sought help because his sales team was struggling and he realised he needed to learn how to step out of the way so his business could run

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57:05

Charles Green: Decoding Trust in Sales, Why Intimacy...

TheInquisitor Podcast with Marcus Cauchi ·

2025/11/16

Why Trust Breaks Down and What To Do About ItIn this episode, Marcus talks with Charles Green, one of the genuine heavyweights in the world of trust and commercial relationships. If you lead a mid market scaling tech firm and you suspect your sales or GTM function is underperforming for reasons no dashboard can explain, this conversation will feel uncomfortably accurate. Together they explore how fear, uncertainty, and internal pressure quietly poison performance. Forget the usual talk about

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60:26

Jordan Corn - Performance Reviews: Festival of...

TheInquisitor Podcast with Marcus Cauchi ·

2025/11/14

In this episode, Jordan Corn and Marcus Cauchi dissect the deeply flawed traditional approach to employee performance evaluation, the "Annual Festival of Fiction". They challenge the idea that reviews serve their intended purpose and share actionable frameworks for leaders to build continuous growth systems, rather than just checking boxes. Key Themes for Leaders and Managers 1. The Broken System: Checking Boxes vs. Driving Growth Traditional performance reviews are often theatre: they replace truth

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63:29

Parker Mills - Stop Chasing RFPs: The Smarter Way to...

TheInquisitor Podcast with Marcus Cauchi ·

2025/11/11

This episode of The Inquisitor Podcast features Parker Mills, Account Executive at ServiceNow and author of State and Local Government Sales: Beyond the Bid. Parker exposes the systemic dysfunction created when short-term sales culture sabotages long-term public value. With 11 years in U.S. state and local government (SLG) sales, he dissects the brutal misalignment where enterprise is the tail that wags the dog, corporate GTM strategy, incentives, and collateral all built for the wrong customer

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67:41

Matthew Dashper-Hughes: You will only ever be paid as...

TheInquisitor Podcast with Marcus Cauchi ·

2025/11/03

Why do brilliant professionals consistently underprice themselves?In this conversation, Marcus and Matthew Dashper-Hughes dissect the psychological barriers that prevent founders, executives, and elite salespeople from commanding their true market worth. This isn't motivational rhetoric, it's a diagnostic exploration of the childhood money scripts, trust mechanics, and conversational architecture that determine whether you capture value or leave millions on the table. Critical Insights for

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44:41

Scott Aaron: Authenticity, AI, and the Definitive...

TheInquisitor Podcast with Marcus Cauchi ·

2025/10/30

In this episode of The Inquisitor, host Marcus Cauchi sits down with Scott Aaron, co-founder of The Time to Grow, to explore the power of authenticity in marketing and sales. Scott helps coaches, consultants, and service professionals scale their businesses by prioritizing connection over competition, and this conversation is packed with actionable strategies for growing your presence on LinkedIn while staying human-first.From leveraging AI ethically to optimizing your LinkedIn profile for inbound

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55:41

Ben Wiener: The Brutal Truth About Pitching and...

TheInquisitor Podcast with Marcus Cauchi ·

2025/10/30

Most founders lie to themselves long before they ever pitch an investor. They convince themselves their story is clear, their deck is solid, and their passion will carry them through. The truth? Investors can smell self-deception a mile away.In this episode of The Inquisitor Podcast, Marcus Cauchi sits down with Ben Wiener, venture capitalist, author of the novel Fever Pitch, and someone who knows what it’s like to fail spectacularly before finding the formula for investor resonance. Ben’s first

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54:51

The Story You Tell Yourself Is Running Your Business

TheInquisitor Podcast with Marcus Cauchi ·

2025/10/23

If you think your growth problem is about tactics, targets, or team structure, this episode might sting, in the best way.I’m joined by Emma Thompson, The Sales Therapist, who helps founders, leaders, and sales teams uncover the real issue: the story they’re telling themselves. She helps people face the thought behind their behaviour, not just the behaviour itself. If your go-to-market team feels stuck, scared, or sabotaging progress, this one’s for you. Expect a few uncomfortable moments, the kind

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576 results

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