TheInquisitor Podcast

Unless you are thinking as the customer, you are probably leaving most of the potential in your markets and your accounts, untapped. Chris Germann is an expert in #Enterprise #InfluencerMarketing. He recommends you engage in conversation with: Analysts Customers Partners and Ecosystem Players Why? Because those conversations have massive influence over your buyers, the kind of improvements you nee...

Michael Grinder is one of the earliest practitioners of NLP. His brother John co-developed NLP with Richard Bandler, and Michael learned at the same time as folks like Tony Robbins. Professionally he is foremost an educator, and has developed a fabulous tool called the #HouseOfCommunication to help learners, teachers and coaches be more effective in their communication If you want to learn more ab...

"You could put me in a room and train me on Excel for 2 weeks and at the end of it, I'd still be crap at it", says I, "but put me in a room and teach me about selling, behavioural psychology, non-verbal communication and I will lap it up and be applying it and teaching it within 24 hours".  A strength is something you do well, can't wait to do, when you do it, you get great feedback, time flies wh...

Ayman Husain shares example after example of how the smartest companies and best sales organisations are taking a #collaborative approach to #selling. We discuss the importance of being a true #partner with your #customers, operating like a general not a foot soldier. Have you considered the difference between playing the long game, spending enough time in research, creating relationships with peo...

David Masover has been selling almost a long as I have and we both started out very, very badly. we talked about product and got no where, fast. Early in our careers we discovered we are responsible for our own development. No one else owes us a living and it is up to us to make ourselves better, We discuss the critical importance of insatiable curiosity, the need to read widely, seek out help, ha...

Gabrielle Blackwell is an extraordinary young saleswoman. Over the past 5 years she has already carved out a meteoric sales career. Her story echoes so many I've heard. Being a young, black woman in technology sales presents challenges that many of us will never have to face. Without malice or bitterness she tells her story which includes facing her own burnout and recovery and her extraordinary r...

Steve Hall and I are like the ghosts of Statler and Waldorf in this episode, scary and grumpy. Putting the human cost aside of Corona virus, we are both grateful for the blessing that Covid presents for the profession to clean house. Sales is in dire need to a blood letting. What passes for average is atrocious both in sales and in sales management. Listen to us rant and rave about what is bad and...

Ali Paterson has become one of the most influential voices in FinTech. An idea that blossomed started over the kitchen table has blossomed into a global publication. Ali is editor in chief of Fintech Finance, is a popular voice on podcasts and conferences. He explains what Fintech is, who the payers are and why you need to be aware of it. We delve in to Cryptocurrency, the upstart banks and financ...

Many of you will be familiar with Morgan J Ingram. He runs a popular podcast & YouTube channel called #TheSDRChronicles. We explore his own  journey and he shares his pin sharp observations over his career of the best and the worst in recruitment, onboarding, training, coaching and accountability for #SalesDevelopmentReps. He speaks with passion and sense about the world of #SDR's. Great listening...

In my interview with Alexine Mudawar, she charts her journey from green behind the gills rookie to sales superstar. We discuss her pathway, the lessons, mistakes, high points and grit required to go from a novice, to a high performing revenue engine. We discuss good and bad management practices, the critical importance of coaching and mentors, the discipline of calendar blocking and saying no to d...

David Henzel discusses the imperative of coaching to maximise performance and eliminate repeated mistakes. David owns and runs several £multi-million businesses, and has scaled and sold tech and media scale ups in the past. His secret is hidden in plan sight. Coaching.  David has created upcoach.com to enable him to offer group coaching to his teams and his clients. The impact is highly effective...

Marc Sumner runs one of the UK's most successful channel recruitment agencies, #RobertsonSumner which has been recognised by CRN as the UK's best in 2020. He also runs a successful podcast, #ChannelChat.   We rip the arse out of what passes for average in sales and channel sales recruitment. WAKE UP PEOPLE! The channel is not somewhere you send Tim Nice But Dim to chew the cud on his way to retire...

#EmilyLam is a bright, capable, young sales professional. She shares her experience of the first 5 years in professional selling. It's not a pretty story.  Lies, misinformation, lack of leadership, bad management, high turnover, sink or swim mentality, non-existent onboarding and only product training, learning to find her own way leading to significant waste, burnout and mental stress at the entr...

Humans don't understand humans. It's a fact. And we don't seem to be getting any better at it despite the advances in technology intended to help us communicate better, understand better, gain more insight. In fact, these technologies are a significant part of the problem. We've always been prone to misunderstanding each other and technology has created distance between us and our customers. We've...

Anita Nielsen and I discuss why you must customise and personalise your approach to selling. The days when the one size fits all approach to selling and marketing are long past, which might go a long way to explain why only 13% of sales teams hit quota in 2018/19 and only 44% of individual sales reps hit quota. Customers are savvier than ever, have access to the sum total of human knowledge with a...

Jon Treanor explores why #EmotionalIntelligence #EI #EQ is so critical to the success of every salesperson and manager.  What is emotional intelligence? How does it impact top and bottom line results? Why is NOT something hippy or bunny-hugging? We discuss how to hire for and develop EI/EQ. We explore how culture in PE can destroy the value of EI in your business. Listen to 2 of the grumpiest, mos...

Who Will Help You Sell The Most? Your customers! If you apply the principles of #CustomerExperience / #UserExperience in your product development, in your selling and in your account management, your sales will inevitably go up.  #CharlesLambdin has spent the past 25 years learning why people behave the way they do, and finding ways to better understand their motivations and behaviours. In a fasci...

Good sales teams use playbooks to help them stay on course. The best sales teams use playbooks to help them adapt to each customer. I interviewed #YuriVanDerSluis, founder of #salesplaybooks.pro. He helps his clients achieve rapid growth and controlled expansion within their accounts. He offers his clients "Playbooks-as-a-service" We explore the good, the bad and the ugly of playbooks. We explore...

"Systems set you free" #DavidJenyns is author of SYSTEMology. He's taken what #MichaelGerber started in #TheEMythRevisited and pushed it to its logical conclusion. David understands the critical importance of systems to free up founders and leaders to do the most important work they can do, push high value activities down the chain of command and enable lower cost resources to complete them.  Syst...

#PattyHatter is SVP Global Customer Services at #PaloAltoNetworks. Learn how one simple idea driven by the desire to improve the experience for there customers enabled them to increase professional services revenues by 98% within 90 days. Patty is an innovator, challenger and all round good egg. In this forthright, unrestrained conversation we explore the best and the worst of #customerservices, #...

The Morecombe and Wise of negotiation, Allan Tsang and Dan Oblinger share their thoughts on the science of negotiation. Packed with practical tips and insights you can apply in your business today Listening is the number 1 skill ever salesperson and negotiator needs to master. Start by learning from the best Contact Allan Tsang on LinkedIn: linkedin.com/in/allantsang Website: 88owls.com   (Company...

#JoeMullings recruits for some of the biggest names in lifesciences but what makes him stand apart is his consultants out-bill their rivals by 3 to 5x. Joe eats his own dog food when it comes to recruiting and hiring. We explore what it takes to hire well and the critical correlation between performance and trust. We pull no punches when it comes to bad hiring practices, delusional management malp...

"We don't run a holiday camp" is the stupidest and most self-defeating thing investors and business leaders say when confronted with the challenge of improving their #EmotionalIntelligence (#EI) to improve employee engagement. What they don't understand is highly engaged employees are 4.3x more profitable than average employees and share value grows 2.93x faster. Emotional intelligence isn't some...

#JillRobbins has spent her career as a professional buyer. She's seen every trick, tactic and act of seller manipulation known to man. She has purchased $billions worth of products and services. Now she's turned from gamekeeper to poacher. She shares some vital insights on how #Procurement really operates, how they think, how they are compensated and what good and bad procurement look like. If you...

"I've never listened my way out of a sale. I've talked my way out of plenty", I explained to #IanMarsh. Ian teaches people how to listen. I mean, really listen. Not wait for gap in the conversation so you can fill it with the sound of your own voice kind of listening (you know, the way you do it now), but the kind of listening that allows you to make others feel felt, feel heard, feel understood....