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.
$100m in Sales. Shouldn’t Success Feel Less Like Looking Down The Barrel of A Gun?
WARNING: Deeply personal episode delving into topics many of you will find familiar and very uncomfortable to discuss. A bit of a look into the ugly mirror around success, ambition, and painful personal growth.
“When we don’t put the brakes on our self-absorption, we have nothing stopping us from total self-destruction. We become the fruits of our actions.” ~ Zeena Schreck
Ian Koniak has the t-shirt - $100m in sales at Salesforce, at the time, their highest ever performing salesperson ... and he was miserable and on a path to self-destruction. Fortunately, Ian caught himself at rock bottom when everything looked perfect on the surface. But underneath, he was going through a personal crisis that had him behaving in ways he hated, and that ate into his self-concept.
“Self destroyer, wreck your health, destroy friends, destroy yourself. The time device of self-destruction, lies, confusion, start eruption.” ~ Ray Davies
We explore mental health and top performers, the danger of becoming complicit in creating the destructive conditions because of culture, peer pressure and competitive short-term thinking driven by greed and fear. We explore how the money behind an organisation permeates the culture and affects its people.
A frank, highly charged conversation that talks in depth about success and the personal toll the wrong mental state can lead to when you achieve success. We talk values, faith, love and friendship, responsibility and locus of control. Buckle up. It's a goodie.
Contact Ian via linkedin.com/in/iankoniak
Email me on firstname.lastname@example.org with "Inquisitor Guest" if you'd like to come on the show or wish me to interview someone specific. Please tee up an introduction if you think you or they'd make a good guest. And please leave an honest review of the podcast on your favourite platform (and tag me or send me the link please).
If you want to talk about advancing your career or the performance of your salespeople and your middle management, book some time for us to chat and explore what you're hoping to be able to accomplish.
Happy selling folks!
Marketing Mythtakes - How Clever Companies Become Stupid Overnight
Mark Choueke, CMO and author of #Boring2Brave says, "You need to be braver about decision making as we head into recession. If your share of voice larger than share of market. You will grow. If your share of voice is less than share of market you will shrink."
We dig into the process of developing a customer centric marketing strategy. What is the job to be done by marketing?We explore how clever companies become stupid overnight. And we investigate the chains of stupidity that include over measurement, measuring the wrong things, doubling down on stuff that doesn't work, playing the numbers game
Are you using marketing in the right ways and when you need it?
Contact Mark via linkedin.com/in/markchoueke
Website: boring2brave.com/ (Personal)
Phone: +44 7832 139827 (Mobile)
Contact me if you want to come on the show via email@example.com with "Inquisitor Guest" in the subject line
If you want to talk about accelerating or revitalising your sales, management or leadership career, let's have an initial call to see if what you want is what I do well. If not, I can probably refer you to someone who can help. No pressure. https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Are You Coming To A Conclusion And Looking for Evidence to Support It?
Mark Raffan, the negotiation ninja discusses negotiation, and some of the really stupid things folks like you and I do when "negotiating". We explore what negotiation is and what it isn't. We argue over whether you can produce a true win-win, and when to pick your ground and when to walk away from a negotiation.
We talk blindspots, strategy, the role of emotions, planning, rehearsal, pre- and post-mortems and learning.
Robust and frank talk about an area of sales most of us are bad at and end up leaving a lot of money and goodwill on the table through lack of knowhow, lack of preparation and lack of thinking.
Mark’s LI Profile: linkedin.com/in/markraffan
Phone: +1 403-993-1468 (Mobile)
Contact me on firstname.lastname@example.org if you'd like to be a guest on the show.
If you want to explore personal coaching or training for you and your team let's talk https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Are You Selling Your Jobs So Candidates Who Are Already Successful Want to Apply?
Mitch Sullivan, creator of Copywriting For Recruiters, talks to me about the importance of selling your job if you want to attract the right candidates. "Job adverts have an audience of one", says Mitch. "Why should a successful candidate who has no need to move, leave a job they are successful and happy in to join your business?"
If you make your advert like everyone else's, and you focus on you, your company and what you think is important, you might attract applicants but you will find the experience disappointing. Recruiting well is every managers' number 1 responsibility.
Contact Mitch on linkedin.com/in/mitchsullivan
Phone: 07725 185395 (Mobile)
Company LinkedIn: https://www.linkedin.com/company/copywriting-for-recruiters/
How Do You Make Budget This Quarter Despite Your Weak Pipeline?
Matthew Dixon, co-author of The JOLT Effect and The Challenger Sale shares the findings of his latest research in partnership with Gong and Salesforce looking at the data on over 2,500,000 recorded sales calls during the pandemic. It is a treasure trove.
Buckle up and be ready to kick yourself. One of Matt's insights could help you uncover and rekindle up to 1/3 of all the pipeline that ended up in and bring a number of them over the line before the end of the Quarter!
CFO's pay heed!
Contact Matt via linkedin.com/in/matthewxdixon
The JOLT Effect: https://www.amazon.co.uk/JOLT-Effect-Performers-Overcome-Indecision-ebook/dp/B09NX3G2WX/ref=sr_1_1?crid=OTN11D4D8DYK&keywords=the+jolt+effect&qid=1668100273&s=digital-text&sprefix=the+jolt+effect%2Cdigital-text%2C87&sr=1-1
Considering a coach or taking control of your learning - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
Want to be a guest on #TheInquisitorPodcast? https://calendly.com/marcuscauchi/podcast-planning-call
Does Your Proposition Tickle Your Customer’s Unmet Needs?
Without a clear proposition, any business will struggle to attract the right type of customers consistently. Their salespeople will stumble and their marketing will fall flat. "So few companies have a clear proposition," says Kieron Bain co-founder of #Sold, "they confuse potential buyers and leave a fortune on the table".
Ambiguity in your proposition will drive good customers into the arms of your competition and attract the wrong type of customers. You know what the costs and pain of taking on the wrong customers, so stop, take moment and ask yourself, "What do my customers think I do for them?"
Is that what you want to do for them?
Could you be doing more?
Are you playing to your strengths or taking what's given to you?
Kieron and I have a lively conversation about your message, how to make it tight and precise so it fascinates your idea buyers.
Contact Kieron on linkedin.com/in/kieron-bain
Phone: +44 (0) 7816 529 508
Contact me to discuss training or coaching you and your team - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
If you want to be a guest on the show book a planning call https://calendly.com/marcuscauchi/podcast-planning-call
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!
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.
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.