TheInquisitor Podcast

Ben Elijah is an angry man on a mission. I like Ben, a lot. Both of us are furious tat the noble profession of selling has been derailed by finance and misdirected leadership. We explore the waste, the human costs of bad #SalesLeadership and bad #SalesEnablement. Then we dig into what good and great look like. We postulate on the future of sales and how we think companies and sales professionals n...

Anthony Coundouris, author of #RunFrictionless, and I explore his excellent perspectives on how to evaluate and understand your customer? Where are you and your business in relation to where your customer is? We delve into the interplay between the various moving parts? Q1: Who we serve? Q2; What we serve? Q3: Who we are? Q4: How we serve? We identify why you can get so much more done when you foc...

Scot MacTaggart and I discuss the challenge of understanding the "how do we do what we do?" and "why do we do what we do?" The answers may be terrifying. When you're too close to a thing it makes it difficult to see where you can apply the least damaging force to get the outcome you need and want. "This is a job about the data ... in the sense that there is a definite right and a definite wrong .....

Mr. Alfie Kohn is an author and champion of evidence over attachment. We explore the ideas and evidence from his excellent book, Punished By Rewards. He explores what the evidence is repeatedly telling us, but we are ignoring it or remain defiantly, wilfully  ignorant. A short episode but of extreme value none the less. This is the evidence from research against commission plans and raises so many...

Eloise Leeson  explore content optimization - taking what you've got and making it so much better. We don't have to always reinvent the wheel when it comes to some of the messaging in the way we talk to our customers and our clients. And there's always room for improvement. How often do we intend one message but another one entirely is received? Have we considered the unintended consequences of wh...

Kristel Beilby helps leaders fix antiquated sales and marketing systems that are no longer fit for purpose. We explore the underlying complexities that impact pipeline, the downward spiral when you are reacting to a missed quota today by exaggerating the problem through cannibalising next quarter's pipeline, the effect on the quality of your people. We explore the role of sales managers and how th...

This one is a belter. Prepare to open your mind to #WickedProblems. What's a wicked problem? A wicked problem is a problem that's difficult or impossible to solve—normally because of its complex and interconnected nature. Wicked problems lack clarity in both their aims and solutions, and are subject to real-world constraints which hinder risk-free attempts to find a solution. Alexander Knapp has b...

Rikki Arundel is a story telling expert and high profile speaker on gender inclusion. She also happens to be trans. We discuss DE&I, bias, the journey she went through from successful salesperson and manager in the financial services world to a stalwart advocate for the rights of minority groups. We celebrate difference. We discuss the challenges, the hardships, the discrimination and the courage...

Meghann Misiak helps early career salespeople develop the right habits, mindset and skills to get on the fast track in their sales career. When you're as long in the tooth as me, it's good to be reminded how tough it is starting out in sales. I was always grateful for a helping hand especially when you have doubts, you face obstacles or you feel out of your depth. A lively, practical guide for you...

Stewart Townsend offers Channel Sales as a service #CaaS. We discuss why channel sales is a more efficient way of achieving scale without loss of control. We explore what makes channel sales work and what causes your partners to fail to perform and why that is usually on you. Channel is the hardest and most challenging way to go to market, but it also offers the highest rewards without the expense...

David Mullins is a sports psychologist who develops world champions in mixed martial arts, football, rugby and other sports. Hr explains the importance of learning to accept what you can and can't control, be clear about the objective when you show, which is to be present and perform at your best, in the moment. Distractions like a winning a contract or promotion, the hope for the trappings of suc...

Jackie Handy and I discuss #DEandI, #Diversity #Equity and #Inclusion. We tackle some delicate and uncomfortable topics without tiptoeing around them. Hard hitting, no compromise discussion about an area that too many people are afraid to take on. Enough with the wokeness of it all. Stop paying lip service. Stop virtue signalling that you are an equal opportunities employer when you hire for diffe...

Becc Holland, CEO of Flip The Script explains why best practice isn't working. Banging her head against fixed mindset leadership she discovered 76% SDR not hitting quota 85% AE not hitting 75% of quota Seriously folks. How the hell is this even remotely acceptable. It is unsustainable and creates dreadful conditions EVERY KPI is wrong! KPI correlation does not point to causation. We are misdefinin...

Dr Terri Levine has helped hundreds of business create authentic relationships with their customers without manipulation or deceptive marketing that build barriers between you and your prospective clients. Terri explains why marketing funnels get in the way of trust, and why you should be rigorously authentic in your marketing.  This was a genuinely enjoyable conversation with someone who has mast...

Jason Bay /JBay is Chief Prospecting Officer at #BlissfulProspecting. He trains B2B sales teams to sell efficiently, effectively and ethically. In this refreshing interview we challenge the status quo in sales - shitty metrics, bad management thinking, compensation that drives terrible sales behaviour, burnout and the incredible waste that most B2B organisations are guilty of inflicting on their o...

Sean Weafer helps individuals and teams develop trust through leadership. He is author of 3 books, his latest being 'The Highly Trusted Advisor: How to Lead Teams and Win Clients in the Hybrid Age'. We explore why leaders and salespeople need to move from being an expert who relies on specialist knowledge and technical competence, to being a highly trusted advisor to your colleagues, team members...

Charles H Green is a giant in the professional services world. He has a profound impact on those he works with with his central message around trust.   Almost everyone in business will have been affected indirectly by Charlie's work. He is author of #TheTrustedAdvisor, #TheTrustedAdvisorFieldbook and #TrustBasedSelling. He is the creator of the #TrustEquation   Trust = Credibility + Reliability +...

#TheInquisitorPodcast brings you the first of many conversations between buyers, sellers, deliverers and users of sales training on behalf of Sales: A ForceFor Good #SAFFG. Our first international panel comes from L&D, Enablement, Procurement, Sales Leadership and Delivery. This discussion pulls back the curtain and shows training organisations what buyers in enterprise really prize. You'll uncove...

... And talk to your unhappy customers. They'll teach you how to get better. Nigel Davey says, "There's a cost to learning what worked and didn't work. The biggest cost is time". Stop selling transactions. Focus on lifetime customer value. That's "how much they spend before they tell you to go away!" What's it cost you to acquire a lifetime customer and what's it worth investing to attract the rig...

How do great leaders become really great leaders?   Leaders are hired to deliver results but when you get complacent, or let your ego trap you into architecting problems down the road. Andrea Petrone helps great leaders become great leaders. We discuss the dangers of being trapped by our familiar ways and traditions.   We explore leadership in all it's glory. What does great leadership do that ave...

 retired at 37 after what appeared to many as a glittering fast track career when she sold her business. Inside she was a wreck. She was burned out, suffering from internal bleeding and not made for retirement. Author of The Six Habits, she helps people turn their dreams and ambitions to life, without paying the negative price for unbalanced success. She is fast paced, uncompromising and controver...

Karin McKercher, helps sales teams make the red tape shorter and compliance easier. Contracting with legal can be easy or hard, fast or slow. This episode is about making it easy and fast. We discuss the kinds of things you can control and get ahead of, to make this less of a nail biter, limbo space in your relationship with buyers. The legal side is an area so far out of most salespeople's daily...

Melissa Curran focus on what really matters in a business. She ties the principles of a trusting leadership, a trusting culture with clarity of true alignment. In order to deliver the outcomes the customer is buying depends on engaging your people. To engage them, you must first understand them. What drives them? Why do they come to work? For whom? Learning who they are not just seeing them for wh...

Dr K, Fern Kazlow, helps high performers perform at their peak. A clinical psychotherapist and super-performance coach, we explore what it takes to go from high to super performance. We dig into mindset, beliefs, behaviour and something Dr K calls the #ResistanceParadox which she believes the real gold of super performance lies. Dr K is one of the world's leading super connectors. She is funny, qu...

Peter Edge, former policeman, is The Knowledge Detective. Peter and I discuss the importance of preserving knowledge, the impact of losing it and the often ignored or overlooked ways to save it. Peter spends his time helping organisations understand where the hidden value is in their people, capturing it and making it available long after someone leaves. -- Please tag someone who might not realise...