#TheInquisitorPodcast with Marcus Cauchi Marcus Cauchi, Laughs Last Ltd

My guest is Brent Keltner, CEO of Winalytics. We dig deep into the impacts of self centred selling, we delve into the need to ask yourself better questions and reflect on the ripple effects of our decisions, our actions and how we think about our customer. This is not going to be a pretty episode as there are several moments where we hold up the ugly mirror. Buckle up. So much value packed into one show. Bring a means to make notes.
Book recommendations:
Brent Keltner - "The Revenue Acceleration Playbook"
Todd Capone - "The Transparency Sale"
Marcus Sheridan - "They Ask, You Answer"
Carol Mahoney - "Buyer First"
Charles H Green - "Trust-Based Selling"
Andy Paul - "Sell without Selling Out"
Bob Moesta - "Demand-Side Sales"
Smibert, Maloney, Clulow - "The Wentworth Prospect" 
Connect with Brent Keltner via email at bekeltner@winnalytics.com 











Contact Brent via linkedin.com/in/bkeltner
Website: winalytics.com/ (Company)
Email: bkeltner@winalytics.com
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Work to live, don't live to work!

Unleashing Sales Success: Key Insights from Evan Kelsay
Show Notes:
Evan Kelsay, an experienced sales leader, shares his valuable insights on sales strategies, team dynamics, and organizational success in this episode of TheInquisitor podcast.
Key Points:
The importance of understanding customers: Gain deep insights into customers' language, pain points, and desired outcomes to create timely and relevant solutions.
Orchestrating internal collaboration: Foster cooperation across departments, remove egos, and align teams towards shared objectives for effective execution.
Embracing dissent as a virtue: Encourage diverse viewpoints and open discussions in critical decision-making processes to avoid blind spots and improve outcomes.
The significance of financial literacy: Develop financial acumen to understand how professionals think, interpret financial statements, and navigate business conversations effectively.
The value of long-term thinking: Focus on the long-term success of your company, considering governance, change management, and resource allocation beyond immediate results.
In conclusion, Evan Kelsay's extensive experience and insights shed light on crucial aspects of successful sales strategies, team collaboration, and financial literacy, offering valuable guidance for sales professionals and business leaders aiming to drive revenue growth and create lasting impact.
 
linkedin.com/in/evankelsay
 
Phone: +1 347-849-7284 (Mobile)
Email: evankelsay@gmail.com
Twitter: EvanKelsay

Are you ready to embark on a transformative journey? The latest episode is an absolute must-listen for those brave enough to venture down "The Road Less Stupid." In this riveting discussion with Matthew Dashpher Hughes of Gunner Cooke, you'll explore the profound significance of Values and how they shape our organisations and our lives.
🔑 Unlocking the Power of Values
One of the central themes of this conversation is the paramount importance of defining values. You’ll understand the value of diversity in many aspects of your organisation. However, when it comes to Values, Matthew stresses that diversity must take a backseat:"Hire for diversity in everything but Values". Hiring individuals who align with your organisation's values is crucial to prevent toxicity from seeping into your team and tarnishing customer relationships.
💡 Illuminate the Concept of Values
It's remarkable how often we overlook the profound significance of values.  Matthew skillfully illuminates this blind spot, urging us to delve deep into our own understanding and interpretations. He emphasizes the importance of ensuring clarity and alignment when communicating with others about values, so that everyone is on the same page.
🌐 The 6C's: Building a Community Based on Values
Matthew introduces his captivating concept of the 5Cs, which magically evolve into the 6Cs during their conversation. Their discussion revolves around building a community founded on values, trust, and honesty. Together, they explore the significance of communication, coordination, cooperation, collaboration, community, and common purpose. And they offer invaluable insights on striving for both the minimum and world-class levels in each area.
The challenges of cultural dissonance and the dangers of incentivising the wrong behaviours with compensation plans are touched upon. The duo also explore the elusive concept of trust and share practical ways to demonstrate it.
As always, the podcast combines personal experiences with wisdom from renowned authors. Matthew draws inspiration from Peter Drucker's letters and Benjamin Franklin's 13 virtues, offering a wealth of knowledge for those seeking to unlock their leadership potential.  He unravels the intriguing concept of "meatware," shedding light on why People often play a central role in failures. And a reason for excellent interview performance which we might overlook.
📚 Unlock a World of Knowledge
As always, this episode offers a plethora of book recommendations that will leave you hungry for more. Discover thought-provoking works such as:
"The Road Less Stupid" by Keith J. Cunningham
 "The Solution"
 “Loonshots” by Safi Bahcall,
 "The Brand Bucket" by Barnaby Wynter
 "Demand Side Sales" by Bob Moesta
 "Trust based selling" by Charles Green
 "The Trusted Advisor" by David H Maister
 "Selling transformed by Philip Squire
 
Matthew also recommends listening to TheInquisitor episodes with Darryl Stickle and David Allison
 
Contact Matthew via linkedin.com/in/matthewdashper-hughes
Phone: 07715 269724 (Mobile)
Email: matthew.dashper-hughes@gunnercooke.com
Twitter: mdh_matthew
 
Talk to me about coaching and training https://calendly.com/marcuscauchi
 
Book me for your podcast https://calendly.com/marcuscauchi/bookme
 
 

Ultimate transparency nerd, sales historian, collector, author, teacher of many of the world's most successful sales producers, Todd Caponi is my guest on this week's episode #481.






We dive deep into the history of sales, exploring its cyclical nature from being trusted and respected to being terrible and back again. We shed light on the striking similarities between the current economic situation and that of 1921-23, emphasising the need for salespeople to adapt and embrace new strategies in a rapidly changing world.
A Mirror to the Past: Comparing the current economic situation to 1919-1922, with high salesperson turnover rates and the need to be prepared for upcoming changes.
Arthur Sheldon's Timeless Wisdom: "True salesmanship is the science of service" - how this principle still holds true today.
The Evolution of Sales Processes: From the AIDA model to the shift towards seller activity-based approaches and recognising buyer behaviour.
The Modern Buying Journey: Understanding the needs of today's well-informed buyers and questioning outdated sales techniques.
Honesty, Service, and AI: How technology can enhance sales by predicting objections and providing valuable information.
The Pitfalls of Metrics Obsession: Avoiding a decline in win rates and an influx of wrong prospects by focusing on quality over quantity.
IKEA's Lesson: The importance of expectation setting and branding to improve customer satisfaction.
Building a Customer-Focused Team: Hiring and compensating individuals who prioritise long-term relationships and customer satisfaction.
Intrinsic Motivation in Hiring: Identifying candidates driven by a thirst for learning to reduce turnover.
Sales Management & Leadership: The crucial role of skilled managers in a tight economy.
Creating a Positive Work Environment: The benefits of transparency, ethical selling, and a supportive atmosphere on performance and creativity.
Sales have come a long way, and it's time for businesses to embrace change by understanding their customers' needs, adopting modern approaches, and fostering a positive work environment. Let's learn from history and build a future of ethical, transparent, and service-oriented sales. (ROFLMFAO!)
Enjoyed this episode? Don't forget to subscribe to The Inquisitor Podcast and share it with your friends and colleagues. Help us transform the world of sales one conversation at a time!





Contact Todd via linkedin.com/in/toddcaponi

 
Websites:
toddcaponi.com (Company)
toddcaponi.com/blog/ (Blog)
Phone: +1 847-999-0420 (Work)
Email: tacaponi@gmail.com
Twitter: tcaponi






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I'm auditioning 3 new clients. If you'd like to be considered to be invited to join my exclusive Successful Selling programme, book 15 minutes to discuss what's involved and what you can expect to gain from participating - https://calendly.com/marcuscauchi
 

Rebecca Murtagh is founder of the Human AI Institute.
Get ready for an insightful episode of the Inquisitor Podcast 🎧! Marcus Cauchi and Rebecca Murtagh explore the compelling world of AI, technology, and human growth 💡. Join them as they face challenges and opportunities in a rapidly changing world 🌎.
Discover the secrets to asking better questions, prioritising profitability over revenue, and using AI to boost your creativity and critical thinking 🧠. Feel the excitement as they discuss cognitive diversity and AI's potential to hep us tackle complex problems 🤖!
Embrace collaboration and community to future-proof your career and business 🤝. Marcus and Rebecca dive into AI ethics, leadership, and untapped investment opportunities in emerging markets 🌍.
Don't miss this engaging episode that blends the future of AI, technology, and human innovation 🚀
 
Contact Rebecca on linkedin.com/in/rebeccamurtagh
Websites
karnerbluemarketing.com (Company)
rebeccamurtagh.com (Blog)
milliondollarwebsite.tv (My Book)
https://successwithrebecca.com
 
Twitter: VirtualMarketer
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Tim J Smith of Wiglaf pricing shares my view that discounting is a sin. Giving away margin because your reps have a bad money concept is unforgivable.
How often does a founder or leadership team encourage discounting? Do you ever calculate what the true, full hidden cost of an initial discount will be over a customer's lifetime? It'll make your FD or CFO weep.
Tim and I don't pull any punches. This will be an uncomfortable listen for many of you.
Contact Tim linkedin.com/in/drwiglaf
Websites:
wiglafpricing.com (Wiglaf Pricing)
wiglafjournal.com (Wiglaf Journal)
depaul.edu (DePaul)
Phone: +1 8728292495 (Work)
Email: tsmith@wiglafpricing.com
Twitter: timo437
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Contact me to chat about coaching and training https://calendly.com/marcuscauchi