442 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.

Welcome to TheInquisitor Podcast with Marcus Cauchi Marcus Cauchi, Laughs Last Ltd

    • Business
    • 4.8 • 19 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.

    Isn’t It Time You Get Comfy Selling From Your Comfort Zone?

    Isn’t It Time You Get Comfy Selling From Your Comfort Zone?

    Stacey Hall, author of Selling From Your Comfort Zone
     
    Stacey Hall, Selling From your comfort Zone17:02:05 From Marcus Cauchi to Everyone: Stop getting out of comfort zone, back into their powerzone17:02:13 From Marcus Cauchi to Everyone: What’s the power zone17:02:17 From Marcus Cauchi to Everyone: What ’s the pay off17:02:43 From Marcus Cauchi to Everyone: Blindspots? Borrowed beliefs from success experts17:03:16 From Marcus Cauchi to Everyone: Lack of confidence in self to find own way to make sales17:03:27 From Marcus Cauchi to Everyone: Over reliance on gurus17:05:05 From Marcus Cauchi to Everyone: Not a match for experience, values,17:05:22 From Marcus Cauchi to Everyone: 3% make a real living, the rest are frozen in palce17:05:44 From Marcus Cauchi to Everyone: Choosing companies to represent - choose to follow those techniques, inconsistent17:06:44 From Marcus Cauchi to Everyone: Blame self not system17:09:17 From Marcus Cauchi to Everyone: Overcoming objections - give it a rest17:25:39 From Marcus Cauchi to Everyone: 4 pillars17:25:43 From Marcus Cauchi to Everyone: questions17:25:45 From Marcus Cauchi to Everyone: answwers17:25:49 From Marcus Cauchi to Everyone: lsitening17:25:53 From Marcus Cauchi to Everyone: Contextual awareness17:27:06 From Marcus Cauchi to Everyone: Personal interest in you17:33:33 From Marcus Cauchi to Everyone: The buyer doesn’t have a script!17:34:03 From Marcus Cauchi to Everyone: Why are you fascinated by your product?17:34:10 From Marcus Cauchi to Everyone: Tell us stories17:34:13 From Marcus Cauchi to Everyone: Personal experience es17:34:27 From Marcus Cauchi to Everyone: Buyer envy17:34:34 From Marcus Cauchi to Everyone: Buyer curiosity17:38:40 From Marcus Cauchi to Everyone: Winning babysitter!17:53:09 From Marcus Cauchi to Everyone: How much expansion business came from those relationships17:58:04 From Marcus Cauchi to Everyone: Stceyannhall.com17:58:11 From Marcus Cauchi to Everyone: stacey17:58:22 From Marcus Cauchi to Everyone: Alignment proces17:59:03 From Stacey Hall to Everyone: staceyannhall.com

    • 45 min
    Bootstrapping Your Way To Success: The 37 Signals Story from Their CTO

    Bootstrapping Your Way To Success: The 37 Signals Story from Their CTO

    David Heinemeier Hansson has achieved something seemingly rare in tech - a stable, highly profitable tech software company with a huge customer footprint and no VC or PE money. He and his co-founder, Jason Fried escaped corporate careers with a view that taking money from investors would be bad for building a profitable, sustainable business. Three times in the past 20 years, they've been proven right. With just 80 people on the team they produce the same revenues as companies with hundreds even thousands of employees. 
    An uncompromising and pragmatic conversation that will challenge the status quo with the question, "What if growth is not the goal?" 
    Contact David via  linkedin.com/in/david-heinemeier-hansson-374b18221
    Email: david@basecamp.com
    --
    Contact me on marcus@laughs-last.com or DM on me on LinkedIm to discus:
    1. Coaching and training
    2. Predictive hiring
    3. Selling hot not cold

    • 1 hr 9 min
    Are You Amplifying Sales Velocity by Removing Friction For Buyers to Buy and Seller to Sell?

    Are You Amplifying Sales Velocity by Removing Friction For Buyers to Buy and Seller to Sell?

    Roaul Monks of Flume Sales Training and I discuss the Peter Principle at work. It is  alive and well in too many sales operations. What are the common acts of idiocy and self-sabotage so many salespeople, managers and leaders exhibit that cost them sales, lose them customers and drive them into the arms of your competition? Are you performing them? They say making the same mistake twice is a decision ...
    We have a laugh, often at our own expense, sometimes you'll see yourself reflected in the stupidity. Take heed. It's all fixable. See the link at the bottom if you want to talk about how
    Raoul Monks linkedin.com/in/raoulmonks
    Website: flumetraining.com (Other)
    Phone: +44 (0)7523 951558 (Mobile)
    Email: raoul@flumetraining.com
    Twitter:
    RaoulMonks1
    Flumetraining
    --
    To be a guest on the show send me an email at marcus@laughs-last.com.
    To explore how we might work together to help you achieve what you want in life by finding success, happiness and balance in all areas of your life - you, business & career, family & personal, whilst smashing your targets - https://calendly.com/marcuscauchi/let-s-explore-coaching-training
     

    • 1 hr 2 min
    Prospecting, Growth, Scale, Profitability, Bad Hires, PLG and The Future

    Prospecting, Growth, Scale, Profitability, Bad Hires, PLG and The Future

    Alex Levin, founder of Regal.io and I talk about customers, product development, looking outside of what is comfortable and familiar. We dig into culture, blindspots, limited thinking and hubris. Alex brings #D2C thinking to #B2B #customerengagement.
    Contact Alex via linkedin.com/in/alexlevin1
    Website: alexrlevin.com/ (Alex Levin)
    Twitter: alexrlevin
    --
    Contact me on marcus@laughs-last.com
    To explore how you can help your team meet their full potential or to discuss carving your own path in advancing your career https://calendly.com/marcuscauchi/let-s-explore-coaching-training
    Do you rate #TheInquisitorPodcast and believe others should be listening to our fabulous guest? Please leave an honest review of the podcast on your favourite platform. If you use Apple Podcasts, please leave one on there.
    What do you love about it? Hate about? Best lesson(s)? How have you applied something to your advantage? Tell us about a personal advancement. Why should others listen?
    I love making the show. I hope you're finding it as helpful as I do, and thank you so much for listening.
     

    • 55 min
    $100m in Sales. Shouldn’t Success Feel Less Like Looking Down The Barrel of A Gun?

    $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
    Websites
    iankoniak.com (Company)
    untapyoursalespotential.com (Company)
    YouTube: https://www.youtube.com/channel/UCKwbDwBK_adh4AgzprZb5FQ
    Email: ian@iankoniak.com
    Twitter: DriveSalesNow
    --
    Email me on marcus@laughs-last.com 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. 
    https://calendly.com/marcuscauchi/let-s-explore-coaching-training
    Happy selling folks!

    • 59 min
    How Clever Companies Become Stupid Overnight

    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)
    Email: mark.choueke@mention-me.com
    Twitter: MarkChoueke
    --
    Contact me if you want to come on the show via marcus@laughs-last.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
     

    • 51 min

Customer Reviews

4.8 out of 5
19 Ratings

19 Ratings

Travel hacker ,

The best sales podcast out there

Absolutely fabulous podcast! As a small business owner with no real sales training I'm listen often and am amazed by the tips and meaningful insights put forward in this podcast. A lot of this has to do with the host Marcus Cauchi - who isn't afraid to ask the tough questions and put his guests on the spot. Which in turn makes for great listening!

dhettema ,

Excellent questions

I just finished recording my first recording with Marcus and it was an absolute blast!

A continuous barrage of questions that forced me to think mixed with an excellent mix of insights.

I can’t wait for the next time!

Howgold1 ,

Enlightening and Challenging

Listening to Marcus’ podcasts is tantamount to obtaining a well-rounded business education. Marcus and his knowledgeable (been-there-done-that) guests bring you the inside story on topics like sales and salesmanship, management, recruitment, strategic growth, financing, pricing, marketing, procurement, channel sales, strategic alliances, and so much more. If you’re looking for a business-related podcast that will both enlighten and challenge, The Inquisitor Podcast is it.

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