TheInquisitor Podcast

Keenan, author of #Gapselling and CEO of #ASalesGuy discuss what is Gap Selling, why salespeople fall short and disappoint themselves, their companies and their prospects by being too transactional, talking too much and not listening enough. Weak questions, poorly planned, poorly executed leave buyers cold. Keenan describes how to find the gap between a prospect’s pain and their desired outcome. W...

A roundtable conversation with Paul Alexandrou, Martin Lucas and Alex Moscow about how you earn the right and win permission to engage with your customers to land and expand your relationship.  Challenging the myths and misconceptions of human engagement that are losing you sales and wasting your time, money and resources in ineffective marketing   Contact Alex, Paul and Martin via LinkedIn: Alex...

#JaneGunn is a corporate mediator who has been helping people resolve their differences for the past 37 years. As a lawyer she saw the damage of adopting an adversarial approach and has spent the past 20 years helping find common ground between parties in dispute In this conversation we explore how conflict can be a powerful catalyst and how the skills of mediation can be applied in your business...

"Carl von Clauswicz used to hire Prussian officers for intelligence and laziness. You should hire salespeople for the same reasons. Minimum effort and minimum loss of life" - Marcus Cauchi #MikeSimmons believes sales is a thinking process. You need to apply your mind if you are to compete in today's fast moving marketplace, where your buyers have the sum total of all human knowledge available to t...

#SteveHall helps salespeople perform at their peak when selling to the C-suite. We both started selling when Moses was in short trousers and have been involved in helping our clients sell $billions of new and expansion business. We vent our spleens as we lament the lack of preparedness so many salespeople think is acceptable. We bemoan that half arsed or non-existent research, piss poor planning a...

#MartinStevens, founder of the #PipelineDoctors, is a grizzled old veteran salesman with nearly 3 decades of telephone prospecting experience under his ample belt. We explore why the phone is still relevant, and often the fastest way into the hearts and minds of your prospect. We discuss mindset, skillset, intent, tactics and techniques that work in the current environment. Martin makes his living...

"Imagine 3 impossible things before breakfast", says #RobTurley, cofounder of #WhiteRabbitIntel. His mission is to democratise Ai and put the technology in the hands of salespeople even in SMEs.  We discuss what is and what isn't Ai and why most of the stuff on the market is not Ai. He explains how marketing departments can stop blanket broadcasting with irrelevant, contextually inappropriate, int...

#AmyBrown, founder and CEO of #AuthentiCx is a pioneer in the field of bidirectional conversational AI to improve: #CustomerExperience #CX #Sales #Marketing #MarketingStrategy She help US Healthcare companies to understand what their customers truly want and need. She explains why #customersalisfactionsurveys and #netpromoterscores #NPS are fundamentally flawed and inaccurate. She identifies where...

"A map tells you where you’ve been, where you are, and where you’re going — in a sense it’s three tenses in one.” - Peter Greenaway #AnthonyWilloughby is an adventurer. For the past 40 years he has been learning from indigenous people in Kenya, Mongolia and Papua New Guinea and applying those lessons in some of the world's most successful companies to build powerful teams, increase the success of...

"Most salespeople aren't willing to make any changes at all because they are entirely self-serving", says #ChrisOrtolano, and I agree. Service is understanding both sides of an opinion to be able to reconcile both sides of an issue. You must be able to have a productive disagreement. Sadly, too many salespeople see the customer as their adversary and when things go wrong, they blame the customer....

#RinkuBanger is a new business founder. We discuss the journey from his early years, how he was forged into a top sales perfomer, the ups and downs, the good and the bad, and the hard lessons he's having to learn as he establishes his new business as the owner. In a frank and vulnerable conversation we explore his early days in boiler room sales, what he\'s stopped doing, how he's recruiting and d...

5 years ago Thycotic was an unknown start up. Today they are on the lips of virtually every Fortune 500 Boardroom conversation. #SilkeAhrens is their international #ChannelChief. She explains how they have built their international presence through a special forces unit of partners, not by being distracted into recruiting a land army of conscripts. Achieving an average of 60-70% quarter on quarter...

"To be vulnerable is the be the most courageous", says #VictoriaBoxallHunt, Group Operations Director at the Private Equity group, MARCOL. We discuss work-life balance under lockdown and in the (post)Covid era. We explore why you must show up as the best version of yourself by having a healthy balance between work and home life, health, sleep, diet and family. We argue over when to raise price in...

"Direct sales leaders are passing on the same bad genes to the kids. Learn this one thing. The channel can open doors that you don't even have the keys to the house", says #RodJefferson. What most vendors do to decrease time to revenue, increase seller productivity, remove selling obstacles, and create customers for life is the antithesis of what is needed to achieve these goals. We explore the si...

#SuhailKhan says that where marketing is asking for budget, they should also agree what they are going to deliver to the functions they support and then be held accountable every quarter or half year for their contribution to the results of sales, account management, customer success and renewals. What you measure happens, What you don't, doesn't. Measuring marketing on the number of leads with no...

How Do You Earn The Faith of Loyal Customers For Life? "In the absence of value we will discuss price ... discuss the value of the experience of working with us that you cannot get anywhere else ... stop giving discounts right away ... discounting is for you and your company it's not for the customer ... once it's out there, you can't take it back"says #RoderickJefferson. Scared money doesn't sell...

"If you live your life in balance sheet you are back to an account telling an entrepreneur telling them how to run their company". #CallumLaing lifts the lid on the broken and corrupt world of #venturecapital and #privateequity. PE/VC had their heyday 20 years ago when they were able to pay much less to buy companies, but their success back then has led to massive inflation. In order to make money...

"Engagement cannot be fixed; engagement is a symptom not a cause" says #MichaelPuck, Senior Partner HCM Advisory Group at #Kronos Companies that deliver exceptional employee experience have shown annual ROI on their share price of 42.33% per annum compared with the S&P 500 annualised ROI of 14.46% during the same period of 56 months over 2010-2016 2/3rds of the working population is disengaged or...

#ScottLeese is a 6x Startup Sales Leader, 3x Top 25 AA-ISP Inside Sales Leader, 2x Founder, 1x Author and strategic advisor to many scale up business founders. Serious illness took away Scott's future, he became an opiate addict and when he recovered he was unqualified for anything but sales. It was tough, but he'd beaten death, so he wasn't going to let something trifling like the hardest, simple...

#JamesFarmer has been a pioneer in the field of #B2BMarketing for the past 16 years. James had an epiphany after a long history in publishing and direct marketing - business to business marketing was operating out of the Dark Ages, and it needed modernising. He and a partner from university, #JoelHarrison, set up B2B Marketing and have worked with most of the major names in technology and other fi...

"Humans are bad at understanding other humans", says #MartinLucas, CEO of #GapInTheMatrix. Together with #PaulAlexandrou and #AlexMoscow, we explore how to get inside the minds of your customers to decide to buy or stick with the status quo. Martin is a #MathematicalPsychologist, Alex is a consummate storyteller of his clients' customers' stories, and Paul has helped a $2m Norwegian business acqui...

#JenFerguson discusses selling at the sharp end. Feeding the top of the funnel is one of the most essential functions in sales because it's the #RevenueEngine. It's tough, it's a grind and it's usually the responsibility of some of your most junior and mistakenly undervalued salespeople. Given its importance and its level of difficulty, why is there so little emphasis on high quality training for...

How do you argue with an idiot? Why don't people pay enough attention to the facts? Can the tense that you use kill your idea in the minds of others? Do you want to know how to minimise destructive conflict, maximise your impact and achieve consensus even with the most recalcitrant opponent? Have you ever wondered how people with less talent or competence can get their way whilst you struggle to e...

"What's the worst that could happen? I'll have to live with my mum. Motivation is just energy. Procrastination is a decision where you value something else more than doing the thing that is required. A mistake made more than once is a decision!", says Paul Mort   Warning: Explicit language, no punches pulled   #PaulMort is straight talking, uncompromising and direct. Bi-polar, formerly suicidal, P...

"The key is curiosity. When we learn we better our thinking" says Dr #LyndaShaw is an applied neuroscientist who has travelled widely, and investigates how language and culture affects the brain, and how the brain affects language and behaviour.   We discuss how our environment can shape us. We explore how uncertainty and ambiguity stress our brains and why we seek out answers where they are missi...