TheInquisitor Podcast

Jonathan Jewell is an academic who lives with one foot in academia and another in business. In a philosophical conversation about change, innovation, exnovation and sales, we dig deep into sales and management behaviour, leadership , investors and where this leaves the customer. A challenging conversation that will leave you with many more questions than it answers. Well worth a couple of listens...

Mike Bosworth is one of the living legends in sales. Creator of #SolutionSelling, sales philosopher and founder of #StorySeekers shares his years of experience as a salesperson, manager, leader, trainer and story teller. Mike identifies a major reason why 80% of recipients of sales training stop using training within 2 weeks after training ends. He shares a simple but highly effective solution tha...

Cliff Simon is building a hypergrowth consulting firm in the Salesforce ecosystem. We discuss CRM in all it's glory. Why you need it, what makes it work, why most CRM implementation integrations fail to deliver what matters most - does it help your salespeople to sell more, more often to more customers? In a frank and unvarnished conversation we explore how to buy and how to sell CRM. We dig into...

Dave Abbott, Gary Mitchell and Jill Robbins join me to discuss the power of strategic pricing to maximise lifetime customer value. Jill brings 20 years corporate procurement experience, Dave Abbott  is the author of How To Price Your Platypus 35 years executive leadership and marketing, and Gary Mitchell brings 35 years in transformation and turnaround programmes building value in PE owned compani...

Justin Nassiri is CEO of Captivate.ai. He help content providers turn one piece of content into hundreds of pieces of content which can then be used to build personal brand and raise awareness. No stranger to adventure, Justin has dined with Presidents, dived the depths of the world's oceans, is a former nuclear engineer and raised funding from the Chairman of Google, Eric Schmidt. Justin and I ex...

Gary Mitchell, Patrick Lindqvist and Marcus Cauchi develop their discussion on the future of work by exploring strategy, collaboration, the need to relinquish control, community and managing complexity in the evolving work environment. Bring a pen, notepad and be ready for a couple of listens. Gary helps leadership and organisations unite around a good strategy, in which it believes, develop the p...

We are #ProCustomer. Sales: A Force For Good is a global community committed to raising the bar in sales. We believe every customer deserves to feel safe whenever and however they engage with salespeople. #BuyerSafety is every salesperson's responsibility. We believe that sales has taken a very wrong turn. Buyers have been educated to distrust salespeople. Selfish selling driven by selfish managem...

Mark Herbert is a transformational leader and aspiring cult builder. We discuss why FW Taylor, the father of modern industrial management thinking was an agent of Satan. We explore where HR has taken a wrong turn and why it should be the conscience of the organisation. And we dig into why technology has been sold to seduce lazy leadership into thinking it can solve problems, instead of it being an...

Gabrielle Blackwell is back! Gabby is the kind of leader I wish I had had early in my career ... young enough to remember what it is like starting out but so well practiced and having the range that you know you can ask her anything, If she doesn't have the answer she will find the way to help you. Gabby has been on her own journey as the leader of an SDR team at #Gong. She speaks about her mentor...

Jon Selig teaches salespeople how to be on point, funny and memorable. A veteran of IT sales, Jon embarked on a career in stand up comedy. We explore how humour can be used to differentiate you, to break through resistance and improve conversion rates, especially early in the buyer-seller relationship. Contact Jon via LinkedIn on linkedin.com/in/jonselig   Website: jonselig.com/   (Personal Websit...

Michael F Schein and I talk about the power of #hype to raise awareness, attract customers, communicate a powerful message and drive growth. He has written an extremely engaging book, #TheHypeHandbook, that demystifies how brand builders have used hype to get enormous traction with very limited resources delivering breathtaking results in lightening speed. We explore how demagogues and publicists,...

Paul Ward is a high performance coach. We discuss why coaching is critical, what good coaching looks like and how understanding the personal motivational drivers of individual people allows you to drive personal AND team performance. If you aren't coaching you do yourself, your team and your business a serious disservice. Claiming you are too busy to coach is paradoxically a byproduct of ... not c...

Eloise Leeson discusses the power of words. We explore linguistics, language, copy writing and what it takes to be an effective word smith. Take a moment to visit your own website home page. Read it as a customer would read it. Do you communicate your relevance, your value quickly and powerfully? Review your last 10 emails to prospects and customers. If you were on the receiving end of your commun...

Aram. Melkoumov  has failed, he's succeeded and he's trying again. We discuss the mistakes he's made and seen others make. We explore luck, judgement, hiring well, market fit, securing customers and the good, the bad and the ugly when it comes to investors. A frank, unfiltered conversation with a serial founder who has one of the healthiest perspectives on people I've come across. He also gives a...

Cactus Raazi, author of Price joins me to talk about the leverage you can gain by better understanding the power of pricing strategically. His observations about pricing to encourage and reward loyalty are highly relevant in a world that treats customers as if they are an inconvenience. Your pricing strategy can be a powerful differentiator to help you attract, win and keep customers, but he couns...

If you are committed to the ethos of #ProCustomer and #BuyerSafety, you will want to listen to this interview with Taran Hughes. He is the author of #TheConsciousSale. Learn how to harness your state, your intent and your beliefs to best serve your customer and achieve stellar results in your sales. Contact Taran: linkedin.com/in/taranhughes Website: theconscioussale.com   (Company Website)Email:...

Komal Shah is on a mission to bring consciousness to education. A successful teacher for many years, she got frustrated when she realised that children were being educated to meet targets and quotas and their learning was failing to equip them to make a positive conscious contribution to their communities and society. In her new book, "Bringing Consciousness to Education" she explains how to devel...

Richard Millington has been helping B2B, B2C and not for profit organisations build communities since 2010. We discuss how to get started, how to build a community instead of a following and why it is vital to let go of control. We explore technology, personnel, the importance of clear boundaries, having good moderation and shared values. A highly practical introduction to one of, if not the faste...

Allan Tsang, one half of Oblinger & Tsang, and co-founder of The Negotiation Tribe, helps sellers negotiate to achieve satisfying outcomes that both sides are happy to live with for the long term. Trained by one of my personal heroes in business, Jim Camp, and mentored by Gary Noesner who transformed the way the FBI negotiate to release hostages, Allan brings enormous experience and wisdom to the...

Sales: A Force For Good is a a global community set up to ensure BUYER SAFETY and put the customer back at the heart of everything we do as salespeople:   1. Make sales the powerhouse of the economy and lead the global recovery. 2. Identify & drive success for customers, partners and sellers. 3. Reward ALL who contribute to that success 4. Raise standards of behaviour, ethics and skill in our prof...

"Plan in a simple way. Prioritise and communicate better so you can deliver anything ... Clarity is the magic wand in high growth organisations", says Andrew Bartlow Andrew helps scale ups achieve sustainable hypergrowth by focusing their effort and attention on the most effective levers available. His background is deeply rooted in hiring and developing people. Pre-order Andrew's new book Scaling...

Mark Schaefer is one of the brightest minds in modern marketing. He shares his research on why some people seem to be born with a silver spoon in their mouths and others with similar talent never get off the ground. He uncovers how you can tap into the compounding effect of #cumulativeadvantage. Mark's latest book, "Cumulative Advantage" shows how an early advantage can be leveraged even if the st...

"The secret to sales is to think like a buyer", says Mark Schenkius Professional #procurement is only 20 years old as a discipline. Unlike sales, many #professionalbuyers are trained in the most modern tactics and strategies, and many have been trained in the sales training programmes sellers go on. The advantage lies with buyers in most cases because too few salespeople have evolved to keep up wi...

Nick "Statler" Ayton & Marcus "Waldorf" Cauchi the grumpy old Muppets of sales, are two of the grizzliest old sales lags you will ever meet, do their best to hold up the ugly mirror for you. We explore why women often outperform men in sales, #ThinkFeelKnow, planning, compensation, the operating model to do your research appropriately, the power of saying no and prioritising. We bemoan the lack of...

Erica Kuhl is a legend in the world of community building. She pioneered #community at #Salesforce despite being told innumerable times that it wouldn't work. Her perseverance paid off. She created something that smashed all expectations, and help push Salesforce forward faster than almost any other marketing initiative in history. We explore the good, the bad and the downright ugly in community....