511 episodes

The Inquisitor podcast is produced by salespeople for salespeople for the ambitiously lazy sales professional. Delivering practical, real-world sales tips and advice to help you sell more, sell more often, sell to more people and sell for more money you will learn about the best practices in direct sales, sales management, selling to the C-suite, sales recruitment & predictive hiring in sales, how to prevent wrong hires, buyer-seller-manager sales psychology, enterprise selling, channel sales and channel sales management.

We are interviewing some giants in salesforce development and lifetime behaviour modification, exploring how you self-sabotage in sales, removing your excuses and shattering many myths around selling and salespeople. No fluff. No excuses. Fun and uncomfortable.

TheInquisitor Podcast with Marcus Cauchi Marcus Cauchi, Laughs Last Ltd

    • Business
    • 5.0 • 52 Ratings

The Inquisitor podcast is produced by salespeople for salespeople for the ambitiously lazy sales professional. Delivering practical, real-world sales tips and advice to help you sell more, sell more often, sell to more people and sell for more money you will learn about the best practices in direct sales, sales management, selling to the C-suite, sales recruitment & predictive hiring in sales, how to prevent wrong hires, buyer-seller-manager sales psychology, enterprise selling, channel sales and channel sales management.

We are interviewing some giants in salesforce development and lifetime behaviour modification, exploring how you self-sabotage in sales, removing your excuses and shattering many myths around selling and salespeople. No fluff. No excuses. Fun and uncomfortable.

    Mike Maynard: Challenging the Status Quo: Reimagining Marketing Strategies for Business Growth

    Mike Maynard: Challenging the Status Quo: Reimagining Marketing Strategies for Business Growth

    In this captivating episode of TheInquisitor Podcast Interview, join host Marcus Cauchi as he sits down with renowned marketing expert Mike Maynard to delve into the world of B2B marketing. Uncovering the blind spots and debunking common misconceptions, they explore the true essence of effective marketing strategies. Get ready to shift your perspective and rethink what's possible in the realm of business growth.
    In this thought-provoking conversation, Mike Maynard and Marcus Cauchi tackle five meaty points of interest. They discuss the importance of focusing on outcomes rather than the amount of hard work put into a project. They challenge accepted marketing opinions and emphasize the need for tailored approaches that consider individual markets and audiences. They also shed light on the power of testing and encourage marketers to explore new avenues for lead generation. Plus, they highlight the significance of aligning marketing goals with overall business objectives.
    Before you hit play, take a moment to ponder these powerful questions: How well do you truly understand the blind spots in your marketing strategies? Are you too focused on the work itself rather than the desired outcomes? Are you open to testing and exploring new approaches to generate leads? Prepare to challenge your beliefs and expand your horizons as Mike Maynard and Marcus Cauchi provide eye-opening insights into the world of B2B marketing. After listening, you'll be equipped with fresh perspectives and empowered to revolutionize your own marketing efforts.
    Contact Mike on linkedin.com/in/mikemaynard
    Website: NapierB2B.com (Company)
    Twitter: Mike_Maynard
    --
    Do you want to raise your performance and experience permanent improvements in the next 30 days?
    https://mailchi.mp/laughs-last.com/satp
    Complete my selling strategy audit to see how you compare with the world's top 4% performers and how you can move the needle to the right to perform more like them. No pressure. Free 30 minute consult. You'll have to ask me if you want more coaching. I won't sell it to you. You will ask for help if and when you're ready and you don't need any pressure from me to know if you need my help.

    • 46 min
    Ian Campbell: Why Buyers Really Buy and Uncovering What They Truly Value

    Ian Campbell: Why Buyers Really Buy and Uncovering What They Truly Value

    In this captivating episode of The Inquisitor Podcast, join CEO of Nucleus Research, Ian Campbell, as he delves into the world of creating value and unlocking its true potential. From mastering the art of persuasion to maximising return on investment, Ian shares invaluable insights and techniques that will transform your approach to sales. Get ready to shift your perspective and discover what's truly possible!
    Key Points of Interest:
    Learn how to articulate the benefits and value of your offering to captivate your customers.
    Understand the different types of benefits and how to leverage them in your business case for accelerated success.
    Discover the secrets behind crafting a compelling value proposition that turns features into irresistible value.
    Uncover the blind spots that may be hindering your ability to create value and overcome them.
    Gain expert advice on handling the ROI conversation with finesse and avoiding common pitfalls.
    Listen to this episode to challenge your beliefs, expand your boundaries, and tap into the limitless potential of value creation. Prepare to be inspired and empowered to take your sales game to new heights.
    Powerful Questions to Shift Your Thinking:
    How can I use value to truly help my customers and accelerate my deals?
    Have I been overlooking the different types of benefits and their impact on my sales success?
    What changes can I make in my approach to turn features into a compelling value proposition?
    Am I aware of my blind spots when it comes to creating value, and how can I overcome them?
    How can I navigate the ROI conversation with confidence and unlock new opportunities?
    Listen to this thought-provoking episode now and experience a paradigm shift in your sales strategy.
    --
    Get 30 minutes of my coaching free.
    Take my audit and I'll coach you. No charge. No pressure.
    https://mailchi.mp/laughs-last.com/satp
    Just honest insights to improve in 30 days.
    Want more? Ask about paid coaching. We'll go deep.
    I'm selective. I push for what matters, not distractions.
    Are you making sacrifices you don't want? Wrong reasons?
    What do you want from your career? What matters most?
    Is something missing? Let's discuss.
    Take the audit now. Book a free consult. Start the journey today.
    https://mailchi.mp/laughs-last.com/satp

    • 1 hr 8 min
    Andy Cunningham: Messaging Lessons From Silicon Valley and My Time with Steve Jobs

    Andy Cunningham: Messaging Lessons From Silicon Valley and My Time with Steve Jobs

    In this captivating episode of The Inquisitor Podcast, join Marcus Cauchi as he delves into the fascinating career path of Andy Cunningham, a positioning and branding expert who had the incredible opportunity to work alongside the legendary Steve Jobs. Discover how Andy's journey led her from Silicon Valley to collaborating with one of the most influential figures in the tech industry. Gain insights into her role in launching the Macintosh and the profound impact it had on her expertise in positioning and branding. Get ready to be inspired by Andy's remarkable career journey and learn how her experiences with Steve Jobs shaped her approach to business and innovation.
    Key Points of Interest:
    Andy Cunningham's early days in Silicon Valley and her introduction to the world of technology.
    Her pivotal role in the launch of the Macintosh and collaboration with Steve Jobs.
    How working with Steve Jobs influenced Andy's expertise in positioning and branding.
    The lessons learned from her experiences in the tech industry and their impact on her career path.
    Insights into Andy's unique approach to business and innovation, shaped by her time with Steve Jobs.


    Discover how Andy's collaboration with Steve Jobs and her expertise in positioning and branding have paved the way for her unique approach to coaching.
    Andy coaches me through rebranding, repositioning, and realising my message. Andy guides me through a process for developing a strong message architecture.
    Tune in now to unlock the secrets of creating a compelling brand message and witness the power of message architecture coaching in revolutionizing your marketing strategy. Prepare to shift your thinking and discover what's truly possible for your business. Are you ready to elevate your brand to new heights?

    Contact Andy via linkedin.com/in/andreacunningham
    Websites
    andycunningham.com (Personal)
    cunninghamcollective.com (Company)
    Twitter: andycunningham4
    --
    Get 30 minutes of my coaching free.
    Take my audit and I'll coach you. No charge. No pressure.
    https://mailchi.mp/laughs-last.com/satp
    Just honest insights to improve in 30 days.
    Want more? Ask about paid coaching. We'll go deep.
    I'm selective. I push for what matters, not distractions.
    Are you making sacrifices you don't want? Wrong reasons?
    What do you want from your career? What matters most?
    Is something missing? Let's discuss.
    Take the audit now. Book a free consult. Start the journey today.
    https://mailchi.mp/laughs-last.com/satp

    • 55 min
    Remembering the Pirates of SIlicon Valley

    Remembering the Pirates of SIlicon Valley

    Coming tomorrow is the epic show with Andy Cunningham.
    Have a listen to her history in Silicon Valley and how she got to do what she does today. The full show explores her journey and then takes me on a marketing adventure. Applying decades at the bleeding edge of technology marketing, Andy has developed an incredibly powerful message architecture framework. She takes me through a very quick version to demonstrate the process. 
    I've found this incredibly helpful in my recent efforts to rebrand and reposition my messaging to have more focused appeal to a narrower ICP. Watch this space ...
    --
    Get 30 minutes of my coaching free.
    Take my audit and I'll coach you. No charge. No pressure.
    https://mailchi.mp/laughs-last.com/satp
    Just honest insights to improve in 30 days.
    Want more? Ask about paid coaching. We'll go deep.
    I'm selective. I push for what matters, not distractions.
    Are you making sacrifices you don't want? Wrong reasons?
    What do you want from your career? What matters most?
    Is something missing? Let's discuss.
    Take the audit now. Book a free consult. Start the journey today.
    https://mailchi.mp/laughs-last.com/satp
     

    • 1 min
    Prof Ben Guttman: Simplicity is the Ultimate Sophistication: Embrace Minimalism and Unleash Your True Brilliance

    Prof Ben Guttman: Simplicity is the Ultimate Sophistication: Embrace Minimalism and Unleash Your True Brilliance

    Discover how simplicity can be the key to unlocking your inner sophistication and brilliance.
    In this episode of TheInquisitor Podcast, join Marcus Cauchi as he interviews Ben Guttmann, a marketing executive and professor at Baruch College. They dive into the topic of clear communication and its importance in messaging and design.
    Ben shares insights from his book, "Simply Put: Why Clear Communication Matters and How to Achieve It," where he outlines five principles:
    beneficial
    focused
    salient
    empathetic
    minimal
    Do you waffle? Is your communication confusing?
    The meaning of your communication means nothing if the other person cannot receive it or understand it. YOU are responsible for making sure your message is fit for purpose.
     
    - -
    If you want to raise your performance to the role you are in or prepare for your next role, take a few minutes to complete this Selling Strategy Audit, then book your free 30 minute consult with me.
    If YOU want to talk about working with as your coach we can discuss that but I won't be selling you coaching.
    You'll learn something you didn't know about yourself, something you can act on and improve within 30 days and how you affect your buyer's perception of risk and how they perceive you - you know the stalls you can't explain - the buyers who ghost you - deals that drift.
    https://mailchi.mp/laughs-last.com/satp
    Happy selling.
     

    • 48 min
    Dan Pfister: Winbacks Deliver 200% Higher LTV, 5x Win Rate

    Dan Pfister: Winbacks Deliver 200% Higher LTV, 5x Win Rate

    Dan Pfister says "When you winback a customer, their lifetime value more than doubles."
    Dan is my guest on ep.508 of #TheInquisitor podcast

    Higher ROI due to significantly lower marketing and sales costs required. This improves overall profitability.


    More predictable and stable revenue stream from reactivating known customers versus unpredictable new prospects.


    Increased customer retention and lifetime value as #winbacks are more likely to reorder than one-time buyers. This cultivates a more durable customer base over time.


    Ability to highly target winback campaigns using past customer data and insights, improving conversion rates versus unfocused prospecting.


    Lower risk profile since value has already been proven with past customers, unlike acquiring unknown prospects.

    Contact Dan via linkedin.com/in/danmpfister
    Website: winbacklabs.com (Company)
    Email: dan@winbacklabs.com
    --
    Looking to gain an outside perspective on your sales approach? Take my quick 10-minute Sales Strategy Audit to receive personalised insights and recommendations. You can grab a free 30 minutes in my calendar for a detailed debrief once you complete it.
    I'll give you my analysis and we'll look at the unintended effects of your current sales strategies through an unbiased lens. You'll discover new opportunities and blindspots.
    Increase conversion rates now
    Grow pipeline faster
    Land bigger deals
    Shorten the sales cycle
    Beat quotas sustainably
    https://mailchi.mp/laughs-last.com/satp. 
     

    • 55 min

Customer Reviews

5.0 out of 5
52 Ratings

52 Ratings

Haydiddy ,

Great content

Marcus’ show goes a layer deeper than any other sales podcast. Great guests and thought provoking questions - one of my “go-to” podcasts for my commute before I hit the sales floor. Listening to the podcast *will* improve your sales skills (tons of great content).
If you are in sales and listen to podcasts for leaning, TheInquisitor Podcast is required listening!

ESI_89 ,

This restructured my mind, let alone sales process

Marcus’ content single-handedly changed the way I approached sales discussions to ensure the one priority is the prospect and not the other factors that can often pollute a sales process.

I listened to 3,541 minutes of this podcast in 2021 and has honestly been the most instrumental part of my general development (in and out of work). I now have opinions on matters I’d have previously shrugged at, it’s made me a nicer person able to identify when my own priorities need to give way.

Dare I say it, I actually sense that clients sort of ‘like’ me now rather than being viewed as a self centred millennial rep with no idea about the prospect, nor their issues.

I probably owe a portion of my salary to Marcus for the rest of my career.

Geoff Simpson-Scott ,

Insightful, Far-reaching, Thought-provoking

I have been genuinely surprised with this podcast & I was blissfully unaware that sales would provide me with insights into being a better lawyer. Professionalism, management, engagement, leadership, strategic planning and long-term growth are some of the topics discussed in this excellent series of podcasts. They are well worth listening to over and over particularly if you want to challenge your pre-conceptions.

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