TheInquisitor Podcast

#BradMcDonald was the captain of a nuclear submarine before he retired from the navy and became a salesman. Going from being the master of his own destiny where his word was law, responsible for the lives and security of millions in his hands, to a sweaty handed, gibbering wreck terrified by secretaries giving hem a hard time the other end of a phone, Brad documents his journey from sales dud to s...

#DavidWalsh has a #YouTube subscriber base of over 150,000 people built by using the tactics he explains in this interview. He's taken his clients from being an also ran to number 1 in their market. We discuss Tim Berners-Lee's view on the internet and cat videos, outsourcing video production and how to create content that is sticky, appeals to YouTube's algorithm, gets people coming back time and...

#BarbGiamanco is VP Sales #ECHOListeningIntelligence, author of #TSW #TopSalesWorld #Top50SalesBook2019 #TheNewHandshakeSalesMeetsSocialMedia chats to me about the importance of listening and asking exceptional questions We discuss how listening is a catalyst for success in #Sales, #ChannelSales & #Partnerships, #Management and #Recruiting & #Hiring. Barb and I had a very direct conversation about...

"Is curing people a viable business model?" - does this question asked by Goldman Sachs raise the hackles on your neck or make you think, "that sounds like a reasonable question"? Why as a society are we asking the wrong questions? #JonThorSigurleifsson is a #TechnologyEvangelist and #CorporatePunk whose purpose is to inspire us to ask better questions and better the lives of those he serves and w...

#PeteNicholls, CEO of #HubDo, is a pioneer. A pioneer is man with arrows in his back. Veteran of the channel, Pete  has pioneered ideas that are now the norm across the tech industry. He worked for Dimension Data (now NTT) and Cisco, and today HubDo is a Platinum Partner for #HubSpot, he represents #PandaDoc and a growing portfolio of vendors. He established HubDo in 2011 when he spotted an opport...

#JayAllen is a friend and a client of mine. Founder of MyTrueNorth and the SCALE growth blueprint, Jay has studied the reasons behind 153 successful business failures and identified why businesses fail and what successful business do to stay successful, scale up and retain wealth for their owners. He chats with me about how to add a zero to your personal disposable income. His history is fascinati...

#DylisGuyan is a rabidly passionate about #sales and selling as I am. This is a firecracker of an interview. Dylis specialises today in helping SMEs sell into corporate clients. We talk about what makes a great salesperson, what makes selling great and we offer at least 13 #salestips and #salestactics that you can employ immediately We discuss how to get the prospect to buy on value instead of wor...

#SamSethi is a technologist with a powerful commercial vision. He was employee number 20 in #Microsoft in the UK, he worked at Netscape when you had to explain what a browser is, he brought #TechCrunch to Europe and has been a key influencer in the evolution of many of the world's ubiquitous technologies. Today Sam is pioneering #voice as the new HTML as CEO of #MadeInHead We discuss the pitfalls...

#DavidSloly is an award winning marketer who has helped build some of the world's largest and most successful channels. Story teller, best selling author, journalist, broadcaster, accidental creative director and marketing automation expert, David discusses how he helped Microsoft grow sign ups and engagement with their partner network of 25,000 partners and rescue a failing channel partner portal...

I interviewed #GerardTannam, MD of Island Bridge, a branding agency with a difference. Gerard explains what branding is and isn't, how it affects your relationship with your current and future customers, and why getting it right can affect the uptake and trajectory of your idea or business. Your brand describes the relationship you have with your customer or target audience. He gives several real...

#RichardFosterFletcher discusses #CustomerExperience and #PartnerExperience with me. We explore culture, recruitment, training, leadership and technology. We identify potential stumbling blocks and how the new kids on the block represent a real existential threat to the old guard software and technology giants. We kick off with the big question, which is how do we use technologies like #businessin...

An oft overlooked truth of partner/channel management is that you are dealing with people. People do things for their reasons, not your reasons. Channel partners are in business for their reasons, not your reasons. They don't lie awake at night, excited, thinking about selling your product. Perhaps they should, but what you NOT doing that makes them see you as a commodity, an interruption? In a ve...

#MikeAdams is best-selling author of "7 Stories Every Salesperson Must Tell". Mike has gone from zero to hero in 4 completely new vertical markets selling both complex and commoditised products and services internationally using the power of 7 stories. Human beings can't tear away their attention from a good story and Mike explains why and how to craft a good business story for the 7 key functions...

#KieranKrohn was named the world's best #channelmanager at #Hubspot. Now to do that in Hubspot means you have to be very special because they have a very powerful and effective #channelsalesprogram.  Kieran is 31 and has only been in sales for 7 years, so his achievement is remarkable. It was humbling to learn how he works in genuine partnership with his channel. Would it surprise you to learn tha...

#HilmonSorey, co-Founder of #ClozeLoop, co-developer of #TriangleSelling and co-author of # TheSalesEnablementPlayBook ,# SalesPlaybooks: The Builder's Toolkit , # SalesDevelopment  chats to me about his experience working with series- A, B, C and D technology scale ups and the horrific acts of idiocy and self-sabotage he's seen repeated that are wasting growth opportunities. Learn from the depres...

The tastiest plate of food, that looks like dog food isn't nearly as appealing as one that is presented well. The same applies to video for business. Get it wrong and the effect is ruined. Get it right and great things happen #EvelyneBrink coaches CXO's and professionals who want to use video to build their business, raise their profile and establish a strong personal brand. If you need to convinc...

"The customer is not always right but when they wrong, it's often our fault" - Amy Woodall In this interview Amy shines a glaring light on the idiocy of traditional sales and marketing culture. Looking after your customers is the cheapest way of growing your profits. It can cost 6-25 times more to win new customers than to keep them. Amy teaches companies why putting the customer at the heart of e...

#TimRoberts is one of my role models. He is a deeply valued friend and an inspiration to me and many in our network. He was recognised in March 2019 by all of the #SandlerFranchise owners when he was voted the #DavidHSandlerAward winner for his contribution to our community. Tim and I discuss selling with honour. What is sacred to Tim? Trust, honour, integrity are his guiding principles. He explor...

#FraserHay is the most accomplished marketer I have ever met. He approaches marketing as a science, he is utterly obsessed with testing and measuring what works, what doesn't and why not? He is prolific, methodical and effective. Fraser is founder of the Grow You Business Club , best selling author of 20+ books.  He lives 14 miles past the back of beyond in Scotland and wins clients globally witho...

YAWN! Who the hell wants to listen to an hour of some Canadian trainer going on about planning and systems? If you're wise, you will. #AndrewWall routinely helps his clients achieve triple digit growth in a manageable and controlled manner. He retains and grows his clients, generates an insane volume of referrals by practicing what he preaches. Andrew is a #sales and #salesmanagement veteran with...

#GeorgeDziedzic spent his career in the channel, building Intergraph into a channel powerhouse. He founded and ran #FosterMcCallum helping start ups to the likes of #Cisco and #IBM build their channels by partnering with & onboarding the #rightpartners. Building on good decisions early in the relationship, George helped his client develop an ecosystem that serves both vendor and partners We focus...

You can tell people to go to Hell and if you tell them in the right way they'll say "That sounds like a nice place at this time of year" How do you define someone as a "difficult person"? How does your perception affect your judgement of a person who is upset or picking a fight with you? In this interview, Amy Woodall , EVP at hashtag#SandlerTrustpointe discusses practical, real world tactics you...

#BillBartlett is #bestsellingauthor of #TheSalesCoachsPlaybook - unleashing the performance code and #DavidHSandler #AwardWinner I had the privilege of interviewing Bill Bartlett about #salescoachingbestpractice. We explore the 7 step Sandler coaching process, 3 power of the 3 P's (permission, potency and protection)discuss in detail: #Hiring #Onboarding #IndividualPerformanceDevelopment #KPI's #S...

#Firewalker, #glasswalker, #influencer and #coach,  @LottieMooreHere  chats to me about the myths and facts around motivation and mindset A lot of crap is bandied around about motivation. The fact is, real motivation is intrinsic (i.e. internally generated) and cannot be imposed, beaten into someone, bribed, bullied or cajoled. At best you will achieve a short term uplift in behaviour or performan...

#RianLanigan is a feckless Millennial from #Ratoath in #Ireland who doesn't understand that the path to success is paved with years of hard work. Nor does he understand that you need a bit of grey hair or a massively receding hairline to be taken seriously in corporate boardrooms. Which is why the fact that he has a rapidly growing international client base is even more galling and perplexing. Ria...