TheInquisitor Podcast

#DanielGraffRadford, CEO of #Allbound explains the critical importance of enabling your partners to succeed. We discuss how effective #PRM #PartnerRelationshipManagement can play a vital role in your channel programme, onboarding, training and developing your partners' teams.   If you don't understand what drives your partners, why they are in business, what they are trying to achieve, you run the...

We're in uncertain times. There's complexity and volatility with no clear end to the pandemic, governments printing money, zero interest rates, oil is through the floor, the dollar is looking precarious, unemployment is rising fast and Ray Dalio is predicting the stock market is looking at a "lost decade". Governments are looking at withdrawing support around the world at the same time at the end...

If your customers aren't driving your growth, then you are missing a massive trick. You'll pay a heavy price for ignoring Colin's advice in this episode. Marketing and sales leaders will discover some disturbing cracks in their reaction to Covid and the decisions they are making thinking they are protecting their business when instead, they are leaving the door open to the competition to steal the...

The world's best salespeople come from Switzerland, according to OMG's research (2020). Why is that? #FredKermisch helps salespeople in #privatebanking establish and build trust, earn the loyalty and faith of their clients.. He explains why a history of hospitality has built a culture where sellers have learned to help customers trust them, feel cared for and feel safe.   Fred explains why the pre...

#OliverParker is an executive recruiter with a difference. He doesn't let his clients make bad hires. He challenges them. He does the ground work by interviewing the people a new hire will be working with. he interviews the Board. And he makes sure the job you say you want to hire is the job you need to hire for. We have a very in depth, brutally frank conversation about the mistakes, mostly avoid...

#PaulLloyd discussed how he increased his own effectiveness running his channel by 1800%. His approach is radical, you'll find it scary and you'll question whether you can pull off a similar approach. I've been advocating such an approach because it exploits Price's Law which states that 50% of your production will come from the square root of the number of people or partners in your sales organis...

"My best example of service is my father. The man who was the CEO in that office didn't look at himself as a CEO. He looked at himself as an enabler, a protector, as a servant ... I watched my dad ... We teach people over products, and community over commission cheque ... There's a good way to sell and a bad way to sell, and there's a staunch difference in between. Both can lead to success and tha...

How you retain clients as we go into the toughest economic conditions any of us have ever experienced is going to be critical. #VictorAntonio discusses the power of intrinsic motivation, the unintended effects of the wrong compensation plan, the critical importance of developing existing clients. We pull no punches in this conversation. We explore what you can do to improve your sales, management,...

#DrMarkGoulston is the world's leading expert on #EmpathicListening. Author of #JustListen, a highly sought after international speaker and passionate protector of young people in the fight against #TeenageSuicide. Mark has been a mentor of mine for a few years and has had a profound positive impact on my perception of myself, my role in the world and how I engage with others.  He shares several p...

"Expose the cracks, don't paper them over", says #TamaraMcMillen. She is a breath of fresh air in sales leadership. Until recently she was the EVP of Sales for Virgin Media, is a non-Exec with CSO UK and a relentless advocate for diversity and inclusion. Consistently helping her teams smash quota,We explore her journey as a woman in tech sales and leadership - the highs and lows, obstacles and pre...

"The world doesn't respond to stepwise evolution or innovation any more. The world is moving so fast, they respond to disruption. Don't do little steps. Do big steps. Think the unthinkable".#PierreVanWeperen is a grizzled #pharma and #healthcare executive who started his career in sales, moved into management and leadership, and subsequently into investment in start ups and scale ups. Today he lea...

"The evidence is there and the results aren't", says Mark Schaefer about the utter waste in global marketing. If you are a business leader, you are in for a good kicking. if you are a marketer or working agency side, you are probably going to hate this episode.  #MarkSchaefer started his career in Fortune 100 corporates, he is an Adjunct Professor of Market at Rutgers and is author of the very exc...

#KateLewis is founder and CEO of #e4enable. She is a passionate advocate of coaching of developing your salespeople and equipping your managers to coach. We discuss what coaching is and what it isn't, why it is so critical to the success of any business. especially ones looking to scale at speed or survive the imminent economic depression that will kick in around September 2020. Kate has led many...

The Queen probably thinks the world smells of fresh paint because whenever she shows up, they've spruced the place up for her. When you go out into the field on #ridealongs with your salespeople, do you ever get the sense something similar is happening? Do your salespeople line up friendly customers and everyone is on their best behaviour? Ridealongs are NOT just for new salespeople to shadow an e...

#JulianaVida is Chief Technical Advisor to #Splunk's #PublicSector sales team. 27 years in the US Navy, combat pilot, deputy CIO to the US Navy, 3 years at Gartner advising governments, and special advisor to Washington Cyber Roundtable, Juliana is the voice of the customer for sales. She's not technical by background and spends much of her time reminding salespeople that their buyers are human be...

Pinpointing why your customer buys is critical to eliminate waste, inefficiency and lost sales. Only by aligning with your customer and the context in which they exist will you be able sell consistently and predictably to your customers. Recognising the buyer archetypes you attract as a brand will drive systemic growth. As salespeople, it's incumbent upon us to adapt to our customers and prospects...

Let's pretend it is possible to implement 100% of your change programmes successfully! #IanDodds has been a champion and practitioner of #inclusiveness and #diversity for the past 50 years. He started out life on a council estate in the North of England, and early on he realised he was different from others at school. He earned a place at Oxford University and quickly became inspired to create inc...

Public sector innovation in Sweden is a shining example of what's possible with a small team of committed innovators, a modest budget and a mandate to make things better when government works in partnership with its citizenry. There are powerful lessons in this interview on #leadership, #management, #inclusiveness, #diversity, #hiringoutsiders, #accountability, #agilethinking, #agileteams, and #te...

#JodyWilliamson discusses the surprising aspects of #SalesEthics with me. We debate when you have no right not to sell, and it's not in a time of crisis. Covid has made a lot of salespeople squeamish about selling and that is a HUGE mistake. There are people out there in your market who need help. Who the hell are you not to help them? We are seeing companies pull their foot off the pedal which is...

#DavidDavies, the Cod Father, former #1 frozen fish salesman and international DJ has spent the past 35 years helping small technology businesses. Dave and I co-wrote #MakingChannelSalesWork #MCSW which has quickly become the go to bible for turning around and/or building successful #SalesChannels, #Alliances and #Partnerships. Lack of Boardroom congruence, misalignment and an unhealthy focus only...

#GeoffBurch is back! Geoff's childhood was unorthodox. His parents escaped the Gestapo in Vienna in 1938. They were out with friends at the opera, and at the end of the performance one of his officer friends warned him not to go home as he was going to be arrested. A Viennese Jewish psychiatrist, Geoff's father taught him about the bizarre, self destructive, delusional nature of people with storie...

#JeffJHunter has a background in developing virtual teams, serving founders of tech start ups to develop their personal brand and become known as experts in their field. Jeff describes branding as intentional transactions. He describes the 4 elements to your personal brand Connection - how are you really connecting with your target audience? Omnipresence - where are you and how do you show up? Rel...

**** This is a MUST LISTEN episode if you are on my sales training programme **** This is a masterclass in pricing genius. #DavidAbbott, author of #HowToPriceYourPlatypus, shares 4 simple psychological pricing strategies to help you get paid what you're worth. He spills the beans on how to get buyers to negotiate in £1's, £10's and £100's instead of £1000's, £10,000's and £100,000's. Whether you a...

#CarynKopp has been opening doors by phone for her business clients for nearly 3 decades. She has built a team of experienced door openers, accumulating 300+ years of lessons from cold calling. We discuss why the phone is still relevant and an incredibly powerful route to market. We role play various common scenarios and offer up some better alternatives to traditional prospecting strategies. The...

#PaulAlexandrou is a seriously effective storyteller. Founder and CEO of #ModernEquivalent, Paul helps fast growth companies adapt to moments of deep change. Pivots, strategic change, outrageous growth are often very uncomfortable. Managed well, those moments can deliver incredible competitive advantage. Mismanaged and they can sound the death knell for your business or a life of mediocrity swimmi...