TheInquisitor Podcast

#JohnRosso inspires me. He's been an inspiration to me for the past 17 years and is someone all Sandler trainers and clients have been influenced by. His impact cannot be overstated within our community. John and I explore what's going on in the sales community under Covid-19. We investigate what's working and what isn't, what managers can do to help or hinder their salespeople. And what salespeop...

  At least 19 / 20 marketing attempts completely miss their mark if you lead with features and benefits or talk about the logical reasons why customers and prospects should buy from you. 95%+ of decisions are 100% emotional. Speak to your best customers. Your best customers will tell you what you need to know to sell to other people just like them. The most important player in your story is your a...

Did you know it takes 38 months to recover the sales you lose after you lose a salesperson? #Phill McGowan is a serial entrepreneur who has built 8 businesses and sold 5 of them. He left school at 15 and got a series of badly paid jobs until he eventually fell into sales. When his wife and business partner passed away, he decided to change his direction and chose to study sales as an academic. He...

Tore Byström, Sales Director of #Celemi. He plays games for a living. Celemi is the world's leading experiential learning company and for the past 16 years Tore has been helping leaders, executives and manager in many of the world's biggest, most fast moving companies develop, retain and apply practical skills where people can see the consequences of their decisions in a low risk environment. We d...

#LisaMagnuson is author of #TheTopSalesLeaderPlaybook and #TheTopSellerAdvantage. Her expertise is helping tech companies chasing large, #complexenterprisesales win deals that are 5X their average deal size. We discuss the importance of planning and strategising, rehearsal and role play to iron out problems, preempt obstacles and objections and reduce the probability of chasing deal you cannot or...

Crises don't create weaknesses, they expose them. The Covid-19 crisis exposed massive deficiencies in many businesses: in their sales approach, their pipeline, in sales management, a lack of vision, lack of preparation, and highlighted serious talent gaps across the global sales profession. #CarlosGarrido is co-CEO of #SandlerMiami. He is a keen student of the human condition and psychology. In th...

Prof #EddieObeng is CEO of #PentacleVirtualBusinessSchool and founder of #Qube. Eddie is the most famous business guru you've never heard of. An expert in facilitating lasting, effective change we tackle critical questions like: Should expensive CEOs be replaced by AI? Can virtual workplaces produce better results than physical office environments? Why do change programmes fail 75-80% of the time?...

#AmyWoodall is back for the 3rd time discussing why you must own your 50% of every interaction. We explore how to stay out of psychological games is possible if you own your 50. If you let your ego get hooked you will be dragged kicking and screaming into the #Drama Triangle, which describes every f**ked up, broken, dysfunctional relationship you can or will ever have. We explore what that means f...

If you don't understand the principles and underlying psychology of human interactions, people appear unpredictable, sales will be misunderstood as an art and you will regularly be disappointed. This episode is full of eye popping surprises you can take and apply in your selling, in managing salespeople and in your client relationships. "Selling is a science. It's a process. Sales are predictable....

#DrewDAgostino is CEO and founder of #Crystal. Crystal uses AI to give you insights into the preferred communication and behavioural style through their LinkedIn profile. It's between 80-85% accurate and the best $29 a month you can invest in your sales team. Drew and I discuss how being better prepared for every conversation you have with prospects and clients can positively impact your results....

I hope this interview upsets a lot of you. You need a kick up the arse if you are not coaching effectively. Telling is NOT coaching. Coaching is NOT OPTIONAL. NOT, NOT, NOT optional. And now you have no excuse under the corona lockdown because you can't hide behind being stuck in meetings or foreign travel Coaching is a board level issue. Ignore this fact at your peril. Visit  https://www.linkedin...

#MartinLucas, tells the brutal truth about human behaviour. Irrational is normal. Emotional is normal. We buy emotionally and we justify using reason and logic. His excellent blog on the subject  https://www.gapinthematrix.com/blog/irrational  is worth reading.  Martin is CEO of #GapInTheMatrix. He is a #MathematicalPsychologist who advises global brands on what they are doing to prevent customers...

#ToddLCamp is Founder of the Pareto Group and Co-Owner of Camp Negotiation Systems. His father, Jim Camp, wrote the BEST book about negotiation you will ever read, #StartWithNo. Jim was trained by David Sandler and evolved his negotiation system in line with core Sandler principles which is why I am so excited to bring you this interview. Todd shares real world examples of negotiation that deliver...

#JayMcBain is Lead Analyst with #Forrester for #Channel, #Alliances, #Partnerships. He shares his research on how he sees 2020 panning out and the future of the channel during the #CovidCrisis and #postCovid19. The bad news if, of the 600,000 VARs and MSP partners out there in March/April 2020, up to 25% may not be here before the end of Q2. The channel is under extreme pressure because a quarter...

Covid-19 has thrown us all into a state of unwelcome change. The economy has been kicked in the crotch but it's not dead. Now is NOT the time for you or your salespeople to sit back and whimper about the unfairness of the situation. It is the time to seize the good in this crisis. Many of you will be going through a process identical to grief. Denial Anger Bargaining Depression Your job as a sales...

My guest is #KurtShaver, Chief Sales Officer at #Vengresso. He is a tech sales veteran of 36 years who moved into digital B2B social selling.  Kurt explains the difference between social marketing and social selling. As a seller, your objective is to get engagement to generate a sales conversation. We explain how to use social selling to drive opportunities forward or out of the funnel, how to ide...

#AlexMoscow, CEO of 9mmPR has been working with CEOs for the past 20 years helping them to tell their story through the voice of their customers. Alex explains why you mustn't sell overtly using PR. You have to speak with the voice of your customer. Do you really know why they bought from you? Why they disqualified your competition? How far you have help them come? If you don't really know what pr...

#JohnBedwany is a seasoned sales veteran who is the the world's leading expert in #AuthenticRelationshipManagement. What is #ARM? The best salespeople are able to develop peer to peer benchmarks, developing and sharing intelligence about what other comparable decision makers are thinking and worrying about. Positioning yourself as a thought leader and source of valuable executive education and ins...

#KevinBeales is CEO of #Refract.ai. Refract is a canny technology that uses #AI to help managers and salespeople slice and dice sales conversations with prospects and customers.  Imagine being able to break down every second of a call to understand talk time between seller and buyer, the kind of language used to persuade or dissuade a prospect, the verbs and adjectives, the use of silence or the p...

#IanMoyse is a veteran sales director of 25+ years experience with 13 years in #cloud #technologysales. What's impeding your sales team from achieving target? What are the obstacles the manager needs to help the salesperson overcome? How can the manager help the salesperson perform at their optimal level? Why aren't CEOs and CSOs getting out in the field with their salespeople to speak to customer...

#GeoffBurch is like Marmite. He's wasp honey! We explore example after example of shit selling, fuelled by awful management and non-existent leadership. We dig into how broken compensation and measurement systems drive the wrong behaviours and self-delusion by senior management. We uncover some depressing patterns of behaviour by salespeople driven to avoid punishment. In a world where customers a...

The plan never survives contact with the enemy. #DrJeffreyMagee explains why most of us only hit our peak revenue building years in our 50s, unless you're smart. Either you're a cost centre or you're a profit centre. Either you are part of your own plan or you become part of someone else's plan. He builds and develops peak performance in individuals and businesses. We explore why leaders focus on...

#ZachSelch has helped build sales channels across 130+ countries. As a good Jewish boy he's built successful and sustained channels in Saudi Arabia, throughout Africa, Asia, the Americas and Europe. He's a true internationalist. Zach has recruited over 1000 partners for his employers and clients but he doesn't build a land army; he builds a special forces unit. In each market he generally only wor...

#MikeWeinberg is one of the most authentic, sincere and dedicated sales thought leaders on the planet today. He gloriously pulls no punches. His brilliant books and training come from 3 decades of scar tissue. No arsty fartsy theory that hasn't been tested in the field with real salespeople and real sales managers. Mike is author of #SalesTruth , #NewSalesSimplified and #SalesManagementSimplified...

"When a man asks to meet you halfway, he probably thinks he's already standing on the halfway line" - JD Rockerfeller #AllanTsang is a globally recognised commercial negotiator. He is the man you want on your side when negotiating big deals, critical deals or when you're having tough, career stopping conversations. He demonstrates, with live examples from the real world, what real negotiation look...