TheInquisitor Podcast

Gilad Friedman shares his experience of driving manageable hypergrowth in technology scaleups. We really get stuck into the weeds around what works, what doesn't and how to prevent major FUBARs. Great interview packed with operational insights you can apply immediately in your sales operation. * Alignment * Leadership * Executive sponsorship * Win-Win-Win partnerships * Partner enablement Contact...

Anyone who knows me knows I am a HUGE fan of good training. But there are critically important questions need to be asked before enterprises make the investment in corporate training. I chat with my performance coach, Howard Goldstein, who has spent 35 years in the training world as a sales and management trainer, as a highly effective coach of hundreds of sales and management trainers, as a desig...

Hiring well is every manager's number 1 responsibility. Hire well, and 95% of your management problems disappear before they happen. Hire badly and you've just bought a series of management problems and the impact on your team, morale and effectiveness can be lethal. Sophie Giles is a highly respected occupational psychologist who works with law firms and leadership teams to assess the suitability...

"It's not all about you. It's all about your customers" says Janice B Gordon, Customer Growth and Retention Expert. We discuss the sales profession's myopic obsession with new business which is effectively operationalising failure over time. Yes! Yes! Yes! It is important to fill and maintain the top of the funnel but unless you are paying close attention to your existing customers you are not onl...

Travis Miller, VP Operations, Miller Resource Group builds powerful sales teams. He doesn't hire for skills, experience or historical sales results because they are NOT reliable predictors of success. What are the qualities you cannot train? Integrity, won't cut corners, dedicated to being better, high gut level empathy, authentically themselves, thick skinned and resilient, desire to succeed with...

Krish Thapa is one of the gentlest souls you will ever meet. Which is surprising since he was the first Ghurka to be invited to join the SAS and has been on active service with them for 18 years. He has led 3 expeditions to the summit of Everest. He has faced his own mortality on many occasions, and has had to help others face theirs. As an expedition leader on Everest, Lhotse, Manaslu and K2, he...

The Statler & Waldorf of sales, Paul Lloyd and Marcus Cauchi jump on their soapboxes and let fly. These grizzled old veterans go at sales, marketing, channel and management malpractices with both barrels: Dehumanised Untargeted Irrelevant Interruptive Unwelcome If your marketing is exploiting best in class technologies but applied badly, youa re not only wasting that investment but royally pissing...

"Nuance is uncomfortable ... Embrace discomfort" says Frank Garten. Frank helps executives and their people communicate with clarity, vulnerably, inclusively. Are you willing to deal with people not like you? Are you inviting challenge? Are you avoiding difficult conversations? We explore the importance of recruitment of leadership who are open to genuine inclusion. Why is being willing to open up...

David Priemer, author of #SellTheWayYouBuy, is a proper sales nerd. My kind of chap. Formerly a research scientist, he joined a start up in the naughties, where he transitioned from presales to sales. 3 scaleups under his belt, we have a lively and uncompromising conversation drawing on his extensive knowledge of academic research journals, historical sales and 2 decades of sales scar tissue. Davi...

Rod Jefferson is a multiple return guest on #TheInquisitorPodcast and he is discussing Sales Enablement 3.0, the next generation of #salesenablement for modern sales teams.   Sales enablement practitioners have become the fixers of broken things. They are too frequently tied up measuring what doesn't make any difference to sales performance. Often they have not got the respect of the sales force....

Mark Terrell is a performance coach who specialises in identifying and leveraging individual motivation. We explore the different types of motivation, what they imply for managers and individual performance, and how you can use the #MotivationalMap to uncover what drives an individual. We explore the relationship between the different types of motivation, the impact of having the well or poorly me...

Amy Woodall measures her personal, professional and ultimately spiritual success by her level of #Consciousness. Here is what Amy is constantly asking herself. How aware am I? How present am I? How did I/can I take ownership? Where is my ego taking hold? How much love did I give to myself and others? Amy teaches companies and individuals how to apply conscious habits to decrease stress, diminish d...

Andy Culligan is CMO at #leadfeeder. A self-confessed salesperson trapped in a marketers body, Andy explores the importance of alignment and collaboration between marketing and sales. He is a rare beast because he is a marketer who actually speaks to customers. We discuss how he and his VP of Sales collaborate, and how they get their teams to engage. Andy measures what matters and is always asking...

What do you call a roundtable made up of Bob Moesta. Jill Robbins and Tom Williams? Awesome! In this roundtable we discuss customer centred selling, collaboration with partners, compensation schemes that drive discretionary effort. We argue about the bests ways to deliver alignment between marketing, sales, customer success, operations, professional services. We explore culture, leadership and man...

Bob Moesta builds products, thousands of successful products. In building products he had to learn to sell them. This is a bring a note pad and pen and listen several times episode. Get Bob's book #DemandSideSales today. Devour it. He has one of THE MOST refreshing approaches to selling I have come across int he past 20 years. He sees things so clearly and his ideas are eminently practical, work i...

Kura Dione-Warren is Strategic Development Director for #RareRecruitment, a firm dedicated to placing BAME talent in law firms and other high quality orgaanisations. We explore why diversity and inclusion are a commercial imperative as well as a sign of the values and moral compass of your company, firm or organisation. We discuss intrinsic and unintended bias, we explore culture and how companies...

I LOVE Carolaine Pino. By the time you listen to this, you will too. She is in a league of her own. In January 2020 she started a new job at Splunk and was diagnosed with cancer a couple of weeks into her initial training. She spent much of the year in chemotherapy and recovering from the after effects of her treatment. Her bosses were totally supportive and gave her the time and space to recover....

Listening is the unsung superpower of every great salesperson. Effective listening enables you to feed of your prospect's responses and ask contextually relevant, insightful and challenging questions. After all, it is your job to diagnose before you prescribe. You cannot learn anything when you are talking. Dr Laura Janusik discuss the skills, ethos and mindset of great listeners, the quiet, gentl...

James Muir, author of #ThePerfectClose has been building, managing, developing and leading sales teams for the past 13 years. He has been a student of selling for the past 20 and is a keen observer of the human condition. We explore what closing is and what it isn't. We delve into why most salespeople are leaving money behind, missing opportunities and leaving their prospective buyers cold. This i...

Justin Michael is a legend in the SDR space. He is radical, irreverent and creative, never dull and highly effective. Justin and I explore why so many companies have sacrificed effectiveness for efficiency by throwing money at marketing technology without putting in the foundational thinking and planning. We agree that great tech used badly is incredibly harmful. In the immortal words of Dan Kenne...

Wendy van Gilst is a personal branding expert who also happens to work at #LinkedIn as a Client Solutions Manager. She shares a plethora of insights on how to build your personal brand on LinkedIn and why it is so important. Practical, no fluff and instantly applicable, Wendy and I discuss the practical side of personal brand building - what to do and what not to do. Contact Wendy via linkedin.com...

Mark Ridley and his team have researched the qualities and behaviours consistently exhibited by the top 5% of salespeople and sales leaders. We discuss these qualities in detail and share our experiences. Mark is the author of #TheSalesPersonsSecretCode and #TheLeadersSecretCode We discuss fulfilment, control, resilience, influence and communication and the importance of reflective learning and re...

"Decid[ing] whether you should run your business to maximise the wellbeing of your people or to maximise the financial interest of the people who own and run it is a false dichotomy. The former results in the latter" Today, Graham Keen is a positive psychologist, he has been an accountant, a CFO for multinationals and involved in mergers and acquisitions. He is a student of Ivy League Professor #M...

Tom Williams has been a salesman, CEO, and trainer. He is the author of 2 best selling books Buyer Centered Selling and The Sellers' Challenge. We explore what being buyer centred means in practice, and why partnering with your buyer speeds up the buying process and results in better outcomes for all concerned. In a robust conversation uncovering the practicalities of moving from a product centred...

Erynn Bell of #Degreed and Michael Puck of #UKG #UltimateKronosGroup get stuck into the weeds as to why only 13% of employees are actively engaged. What qualifies for active engagement? What motivates people? Why do managers make misguided assumptions about the motivations of their people? We share practical tips and tools that the best managers use to create a safe environment, to earn discretion...