Welcome To Theinquisitor Podcast

We are #ProCustomer. Sales: A Force For Good is a global community committed to raising the bar in sales. We believe every customer deserves to feel safe whenever and however they engage with salespeople. #BuyerSafety is every salesperson's responsibility. We believe that sales has taken a very wrong turn. Buyers have been educated to distrust salespeople. Selfish selling driven by selfish management, selfish leadership and selfish investors have forgotten that we exist because of the customer, not in spite of the customer. Our job is to help our customers to be successful and deliver the outcomes they want and need. Salespeople must be reliable, relevant and responsive and focused on their customers' outcomes over their own selfish self-interest.  Listen to this exceptional discussion asking some of the essential questions that need to be asked and answered for us to make #SalesAForceForGood. Join us if you believe sales is a service profession and you were put on the planet to help others be successful   -

Mark Herbert is a transformational leader and aspiring cult builder. We discuss why FW Taylor, the father of modern industrial management thinking was an agent of Satan. We explore where HR has taken a wrong turn and why it should be the conscience of the organisation. And we dig into why technology has been sold to seduce lazy leadership into thinking it can solve problems, instead of it being an enabler that needs to support great people strategy. We discuss sales and the wrong turn it took 40 or 50 years ago, the role of sales and salespeople, and how we as seller, managers and leaders must be prepared to be fired every day for doing the right thing. We delve deep into the different aspects of trust, the crucial responsibility to hire hard so you can manage easy. Mark pulls no punches. It is a genuine pleasure to chat to him about the good, the bad and the truly ugly aspects of leadership and management, developing CEOs and the next generation of leaders. Contact Mark via linkedin.com/in/markherbert Websit

Gabrielle Blackwell is back! Gabby is the kind of leader I wish I had had early in my career ... young enough to remember what it is like starting out but so well practiced and having the range that you know you can ask her anything, If she doesn't have the answer she will find the way to help you. Gabby has been on her own journey as the leader of an SDR team at #Gong. She speaks about her mentors, accountability partnerships, personal strategic alliances and brain trust. She talks about her journey, growing into her role and you quickly realise why she is so special. Watch out for this future CEO. Track her progress. She is going places and is a great role model if you are early in your career and looking to understand how to accelerate the progress of your career Contact Gabrielle on LinkedIn at linkedin.com/in/gabrielleblackwell She co-hosts a fabulous Clubhouse room with #Alexine Mudawar every Saturday and makes a fantastic podcast guest. -- If you are the owner or CEO of a technology company and your go

Jon Selig teaches salespeople how to be on point, funny and memorable. A veteran of IT sales, Jon embarked on a career in stand up comedy. We explore how humour can be used to differentiate you, to break through resistance and improve conversion rates, especially early in the buyer-seller relationship. Contact Jon via LinkedIn on linkedin.com/in/jonselig   Website: jonselig.com/  (Personal Website)--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi   And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on Lin

Michael F Schein and I talk about the power of #hype to raise awareness, attract customers, communicate a powerful message and drive growth. He has written an extremely engaging book, #TheHypeHandbook, that demystifies how brand builders have used hype to get enormous traction with very limited resources delivering breathtaking results in lightening speed. We explore how demagogues and publicists, businesses and champions of social good all use hype. Michael has distilled the 12 overarching strategies you can harness to build momentum that quickly grows without your involvement. It is a controversial topic and hype can be used for good or bad. Michael accepts that your intent determines the use you put it to, but in a crowded market with limited resources, overlooking to power of hype is a costly and potentially fatal error to your business. Funny, engaging and witty, Michael brings the subject to life. Contact Michael via linkedin.com/in/michaelfrancisschein Website: MicroFameMedia.com  (Company Website)Twit

Paul Ward is a high performance coach. We discuss why coaching is critical, what good coaching looks like and how understanding the personal motivational drivers of individual people allows you to drive personal AND team performance. If you aren't coaching you do yourself, your team and your business a serious disservice. Claiming you are too busy to coach is paradoxically a byproduct of ... not coaching! Coaching liberates managers and frees up their time, helps eliminate performance and management problems whilst demonstrating to your people how much you value them. Coaching coupled with #MotivationalMapping identifies flight risks, overcomes the guesswork when trying to uncover the true motivations of your people and allows you to pinpoint how you need to adapt your approach as a manager to get the very best out of everyone on your team. Contact Paul at linkedin.com/in/paul-ward-blacktopcoaching Website: solacecoaching.com/#  (Company Website)Email: paul@solacecoaching.comTwitter: Paul_Ward17-- If you are

Eloise Leeson discusses the power of words. We explore linguistics, language, copy writing and what it takes to be an effective word smith. Take a moment to visit your own website home page. Read it as a customer would read it. Do you communicate your relevance, your value quickly and powerfully? Review your last 10 emails to prospects and customers. If you were on the receiving end of your communication, would you get past the first sentence? Make it to the end? Take the desired action you were hoping they would? Do you write with deliberate intent of offering value to your reader, or do you word vomit poorly considered irrelevancies that might be important to you but have little or no intrinsic value to your customers? Most business communication is excruciating and ends up in the bin before the intended reader gets past your headline or first paragraph. Have a listen to what Eloise says and take decisive action to improve all your written communication. People's inboxes are cluttered with noisy, selfish dr

Aram. Melkoumov has failed, he's succeeded and he's trying again. We discuss the mistakes he's made and seen others make. We explore luck, judgement, hiring well, market fit, securing customers and the good, the bad and the ugly when it comes to investors. A frank, unfiltered conversation with a serial founder who has one of the healthiest perspectives on people I've come across. He also gives a very insightful tip on founding partners. Smart, incisive and above all, pragmatic. Aram is CEO and co-Founder of #Crowdlinker. You can contact Aram via LinkedIn at linkedin.com/in/melkoumov Websites crowdlinker.com/  (Company Website) melkoumov.com  (Blog) Email:aram@crowdlinker.comTwitter: melkoumov-- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check o

Cactus Raazi, author of Price joins me to talk about the leverage you can gain by better understanding the power of pricing strategically. His observations about pricing to encourage and reward loyalty are highly relevant in a world that treats customers as if they are an inconvenience. Your pricing strategy can be a powerful differentiator to help you attract, win and keep customers, but he counsels against racing to the bottom on price because of the commoditising effect it will have. Price is mainly focused on B2C environments but we discuss the many parallels that can be applied in a B2B context. Contact Cactus on LinkedIn via linkedin.com/in/cactusraazi Website: exosfinancial.com  (Company Website)    --   If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me

If you are committed to the ethos of #ProCustomer and #BuyerSafety, you will want to listen to this interview with Taran Hughes. He is the author of #TheConsciousSale. Learn how to harness your state, your intent and your beliefs to best serve your customer and achieve stellar results in your sales. Contact Taran: linkedin.com/in/taranhughes Website: theconscioussale.com  (Company Website)Email: taran@theconscioussale.comTwitter: iamtaranhughes--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi   And if you want to become part of our global community

Komal Shah is on a mission to bring consciousness to education. A successful teacher for many years, she got frustrated when she realised that children were being educated to meet targets and quotas and their learning was failing to equip them to make a positive conscious contribution to their communities and society. In her new book, "Bringing Consciousness to Education" she explains how to develop curiosity, connection and engagement through heightened awareness, enablement and developing purpose Not my usual area of conversation but well worth a listen  Contact Komal via linkedin.com/in/consultkomal Website: https://thekomalshah.com Pre-Launch Book Campaign: https://igg.me/at/consultkomal    --   If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check ou

Richard Millington has been helping B2B, B2C and not for profit organisations build communities since 2010. We discuss how to get started, how to build a community instead of a following and why it is vital to let go of control. We explore technology, personnel, the importance of clear boundaries, having good moderation and shared values. A highly practical introduction to one of, if not the fastest growth areas in modern marketing. If you are not considering community as part of your marketing strategy, wake up to the reality that people are always talking behind your back. They may not be saying what you want them to. But you had better learn to listen and act upon what your customers, your detractors and your employees are telling you. Contact Richard via LinkedIn linkedin.com/in/richard-millington-5a32782 Website: feverbee.com  (Blog)Email: richard@feverbee.comTwitter: FeverBee--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergr

Allan Tsang, one half of Oblinger & Tsang, and co-founder of The Negotiation Tribe, helps sellers negotiate to achieve satisfying outcomes that both sides are happy to live with for the long term. Trained by one of my personal heroes in business, Jim Camp, and mentored by Gary Noesner who transformed the way the FBI negotiate to release hostages, Allan brings enormous experience and wisdom to the negotiation process. "Winning at negotiation is a fallacy. If you win, by default your counterpart loses. Then they'll want to get even", says Allan. A master of incrementally building, rock solid agreements, Allan explains the difference between #story and #narrative, and why understanding the narrative of all parties involved in a negotiation is critical. We delve deep into negotiation psychology to ensure you recognise when you are in a negotiation and when youa re in a psychological game. Contact Allan at linkedin.com/in/allantsang Website: https://oblingertsand.com--If you are the owner or CEO of a technolog

Sales: A Force For Good is a a global community set up to ensure BUYER SAFETY and put the customer back at the heart of everything we do as salespeople:   1. Make sales the powerhouse of the economy and lead the global recovery. 2. Identify & drive success for customers, partners and sellers. 3. Reward ALL who contribute to that success 4. Raise standards of behaviour, ethics and skill in our profession 5. Build future leaders. Give them the tools & skills to make sales a force for good 6. Make sales an aspirational career choice for future generations   If you want to be a part of the change and have your voice heard, please email marcusATlaughs-lastDOTcom with "SAFFG" in the subject line or DM me on LinkedIn

"Plan in a simple way. Prioritise and communicate better so you can deliver anything ... Clarity is the magic wand in high growth organisations", says Andrew Bartlow Andrew helps scale ups achieve sustainable hypergrowth by focusing their effort and attention on the most effective levers available. His background is deeply rooted in hiring and developing people. Pre-order Andrew's new book Scaling For Success (July 2021, Published by @Columbia Business School Publishing). We explore the common mistakes founders make: Are you the VP of Everything? Are you falling into the Know - Willing - Able trap? Are you asking "What's next?" and "What's needed to support that?" What's realistic? Are you letting perfect become the enemy of good? Is your plan simple, evolving and revisited frequently? Are you brilliant at the basics? Are you resisting the temptation to complicate? Are you treating people like an investment or a cost? Pay special attention at 10:24 for a powerful summary   Contact Andrew via LinkedIn at link

Mark Schaefer is one of the brightest minds in modern marketing. He shares his research on why some people seem to be born with a silver spoon in their mouths and others with similar talent never get off the ground. He uncovers how you can tap into the compounding effect of #cumulativeadvantage. Mark's latest book, "Cumulative Advantage" shows how an early advantage can be leveraged even if the stars weren't favourabiy aligned at your birth. He shares numerous examples of how you can exploit your gifts, ideas and skills to build momentum.  Watch out for my later interview with Michael F Schein, author of The Hype Handbook, that complements this interview very well.  Contact Mark on linkedin.com/in/markwschaefer Websites businessesGROW.com  (Company Website) businessesGROW.com/blog  (Blog) youtu.be/gehWpd4AGyE  (Speaking video) Email: mark.schaefer@businessesgrow.comTwitter: markwschaefer-- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustai

"The secret to sales is to think like a buyer", says Mark Schenkius Professional #procurement is only 20 years old as a discipline. Unlike sales, many #professionalbuyers are trained in the most modern tactics and strategies, and many have been trained in the sales training programmes sellers go on. The advantage lies with buyers in most cases because too few salespeople have evolved to keep up with #purchasing practices. Too many salespeople continue to use what might have worked in the past, and savvy buyers know every move, every technique and every tactic. And they have the other major advantage in that they are probably having 5-12 buying conversations per day. Let's be honest, salespeople are lukcy to be having 2 a week let alone 2 a day #MarkSchenkius, author of "The Other Side Of Sales" spent the past 17 years in #professionalprocurement. In this episode Mark shares the reality behind what goes into putting out and running an RFP (request for proposal) / bid process. In shining the spotlight on the pe

Nick "Statler" Ayton & Marcus "Waldorf" Cauchi the grumpy old Muppets of sales, are two of the grizzliest old sales lags you will ever meet, do their best to hold up the ugly mirror for you. We explore why women often outperform men in sales, #ThinkFeelKnow, planning, compensation, the operating model to do your research appropriately, the power of saying no and prioritising. We bemoan the lack of business acumen or awareness of the moving parts in customers' businesses, the lack of Board member or senior executive engagement with customers. We dig into the madness of growth at any price, the true purpose of the cosmetic fiction of the annual report. Are you using a #LeanBusinessCanvas for planning your go to market and focusing your message? How do you scale fastest and furthest? The paradox is you need to relinquish control, split the pie, and tighten your focus from your total addressable market to a handful of opportunities. We dig deep into CEO, CFO and COO mindsets, the problems with tactical procur

Erica Kuhl is a legend in the world of community building. She pioneered #community at #Salesforce despite being told innumerable times that it wouldn't work. Her perseverance paid off. She created something that smashed all expectations, and help push Salesforce forward faster than almost any other marketing initiative in history. We explore the good, the bad and the downright ugly in community. Erica shares dozens of insights and pearls of wisdom about timings, technology, people and roles, the ups, the downs, the blindspots and the surprises you might encounter. This is a masterclass from the mistress of community building. You are well advised to come with a pen and a notepad, an open mind and time to listen a couple of times to make sure you leave with a framework you can implement. Contact Erica on linkedin.com/in/ericakuhl Websites ericakuhl.com  (Company Website) medium.com/@erica.kuhl  (Blog) youtu.be/zacvZ8MWszY  (Erica Kuhl Consulting) --   If you are the owner or CEO of a technology company

Andy Shaw is a CEO. He spills the beans in what he loves, hates when salespeople try to sell to him. He explains what his role entails, his priorities, his pressures, the fires he's got to put out, the demands on his time. We explore what he is looking for when being sold to and what causes him to buy and what guarantees you get shunted or never get a second meeting. If you sell to senior executives this series of interviews is vital listening. No fluff, no frills and no punches pulled. You can contact Andy via https://www.linkedin.com/in/andrewdshaw/ Websites: Personal Website www.andrewshaw.blog https://www.facebook.com/AndrewShaw.Blog https://www.instagram.com/andrewshaw.blog/ Twitter: @andrewshaw_blog Company Website https://www.facebook.com/1Parallel https://www.instagram.com/1parallelnorth Twitter: @1parallelnorth Email: marketing@1parallel.com   -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged an