TheInquisitor Podcast

How skinning the cat can 6x your revenues! This is 1 of 10 tips #RianLanigan gives on my next podcast to help you increase your revenues by 600% or more. 2 minutes and 26 seconds of pure gold Millennials are lazy, entitled, have a short attention span and expect the Earth. Rian Lanigan proves that is utter bullshit. Fresh faced and depressingly young he may be, but the man knows more about street-...

The Evil Bald Genius, #JonMcCulloch, is a brick and mortar marketer whose opinions are frank, forthright and pointed. Don't listen if you are easily offended. He is on a mission to #SaveTheHighStreet. We discuss why brick and mortar marketers generally aren't very good at marketing and why they are leaving s***loads of money on the table, why they struggle to differentiate and why they are letting...

Louis Gudema , author of the excellent  Bullseye Marketing,  has developed a 9 point checklist to analyse whether your marketing is effective or not. Louis discusses the common mistakes marketers make and busts a load of myths around what works and what doesn't. He warns us against being tempted away from what works by what is popular and in fashion. Did you realise that email marketing can be nea...

"Your Press Release is Breaking My Heart"  is Janet Murray's warning shot across your bows about the dangers of producing bad, unremarkable, selfish content if you want to capture the attention of journalists to promote your business The past, present & future walked into a bar … it was tense! Do your headlines leave your target audience scrolling on past you to your competition? Are you producing...

#BillMorrison, Managing Director of #SandlerCorporateAccounts EMEA explains why #CorporateSalesTraining fails and what to do to ensure you get buy-in & sustainability from the #SalesTeam. We discuss the importance of #training managers so that they can reinforce the learning and turn the new behaviours into habits and what happens if you ignore this critical aspect of training. Drawing on real wor...

#GavinIngham is a sales veteran, a #TEDxSpeaker and #founder of #IAm10. He specialises in helping companies build powerful sales teams on a foundation of #MentalToughness. We discuss questions like: What is mental toughness? Can it be developed? How? What separates the winners from the losers in sales? Why do bad habits persist in sales and sales management? What impact can managers have on the pe...

Best selling author of one of the Top 50 Selling Books of ALL Time (according to Top Sales World Magazine), #SandlerEnterpriseSelling (published by #McGrawHill, #BrianSullivan  chats to me about his 30+ year career in big ticket, complex sales and sales management. We chart his journey from #XeroxCorporation to #CapGemini and now as VP of Sandler Enterprise Selling (#SES) at #Sandler. We discuss a...

Businesses stay small because the owner keeps them that way! #DaveHiatt is a 25 year #Sandler veteran who has run his own #SandlerFranchise and for the past 15 years has been working for Sandler at Home Office. He is the product champion for the #OrganizationalExcellence #OrganisationalExcellence programme. Dave and Marcus discuss the blind spots that are probably holding you back and dive deep in...

#AntonioGarrido, author of #AskingQuestionsTheSandlerWay discusses the power of questions in this lighthearted but not lightweight interview. Plenty of vital information and plenty of laughs. We explore why your credibility comes from the questions you ask not the information that you give. We explain why answering a prospect's questions actually does you harm and does your prospect a massive diss...

Fewer than 12% of sales leadership positions are held by women. I interview #LorraineFerguson author of #TheUnapologeticSaleswoman where she explores why women can make a great career in sales. Sales offers high income potential with flexibility, the ability to carve out your own path and to advance on your own merit. Historically there have been many barriers, not least among them, prejudice whic...

Would it surprise you that the average length of time a company has been breached before a cyber-attack or physical theft happens is 242 days. #JennyRadcliffe is the #PeopleHacker. Her company, #HumanFactorSecurity helps corporates mitigate the single biggest threat to your security. This weak point is responsible for 80-90% of breaches of security in corporates. £millions are spent each year on I...

Mike Crandall and I discuss true Motivational Management (Audiobook) . None of the ra-ra crap you read about or have to suffer at sales kick-offs when some snake oil salesman tries to get you pumped up and within days you are back to performing like you always have. This is the stuff of champions Motivation comes from within every person. It is every manager's job to uncover it, stoke it and direc...

The devil is in the detail. #JayMcBain, #Forrester's lead analyst on all things #Channel says that "More has changed in the last 18 months than in the previous 36 years". Listen to find out what and why. Jay explains why 96% of MSPs can't scale beyond 10 people and why 70% of MSP owners are working incredibly long hours for average margins that are barely break-even. We discuss what effect is that...

Entrepreneurs! Listen to to my interview with Mike Michalowicz and learn how to liberate yourself from entrepreneurial poverty! Are you sick of being a cash crop for the taxman? Are you tired of working stupid hours, building a "successful" business yet you get to keep too little money? Do you know which traditional business practices are holding back your financial freedom? What prevents you from...

Accountability is freedom. It should never be used as a stick. Instead it should be used to ensure you and your people win or learn. Certainly, there will be some instances where a failure to perform will result in termination of a salesperson or a partner, but Hamish Knox explains how and why an accountability culture increases clarity, encourages personal responsibility and drives predictable re...

I interviewed Cees Quirijns, co-Founder of #Portland Europe ( www.portland.eu ) about the channel blindspots, traps, pitfalls and mistakes vendors commonly make that prevent their channel from maximising sales. We explore vendor-partner psychology and the mismatches channel managers need to prevent. We explore the #HypeCycle, #EnablingTechnologies, #ChannelBestPractices, #ChannelPartnerMotivation...

I interviewed #DarraghPower who is a global corporate trainer for a major software vendor. We discussed how the changing channel environment is presenting opportunities and threats to vendors and service providers. We explore how you as vendors and partners need to better align with the changing requirements of your end user customers. We delve deep into how the increased complexity of the buyer-s...

Veteran of the UK financial services industry, Nick Chisnall, discusses the challenges and future of selling financial services. We pinpoint several common obstacles to success and how to fix them both for advisers and managers. #IFA #IndependentFinancialAdvisor #FinancialServicesSales #ManagingFinancialServicesSales #FinancialServices #WinningMoreSales #WinMoreSales #GrowingYourIFAPractice #TiedA...

This has to be one of my favourite interviews ever. Doug Sandler tells Marcus what he learned from his father, David H Sandler! If your life has been touched by David Sandler's work this is a must listen conversation. Doug will be familiar to #Sandler clients and trainers who have listened to the #BestOfSandler Collection because he is "Dougie" of baseball and school bus fame. Doug is a big boy no...

According to CSO Insights 2018, 64% of salespeople worldwide hit their quota in 2013. In 2018, it looks like that has fallen to BELOW 50%. The blind reliance on social selling, propagated by people with an axe to grind to sell social media training, is in large part responsible for this shocking result. In part 2 of my packed interview with #SamRathling, we discuss the opportunities and pitfalls f...

Did you know you have a social selling score? Linkedin provides all users with a Social Selling Index (SSI). Does it have any value? How can you use it to improve the results you are getting from your LinkedIn subscription? In part 1 of 2 episodes, I discuss how corporates can use LinkedIn to build their brand, find and win new business, hire top talent and generally improve their performance both...

Do you run a media agency? Or do you want to start your own agency and break away from a media group so you have more control over your own destiny and pricing? Digital Advertising Design PR Web SEO I interviewed my former client Jenny Plant , The #1 UK expert in #AccountManagementSkills for media agency owners, account directors and account managers. Listen to her story. She was under pressure, b...

Rob Goddard, founder of EvolutionCBS, has sold 353 companies for his clients. He really knows a thing or two about maximising the value for owners at exit and usually without an earnout! His company successfully sells 75% of the companies they take on which is 300% higher than the industry average. We discuss what you as a business owner need to implement before you go to market to maximise your p...

Over the next 6 years 3/4 of all people working in the channel will be Millennials. 2/3 of all purchases sold via the channel are made within the line of business. Today 75% of ALL products are sold via partners and within 8 years 90% of ALL technology will be sold via partners. If you aren't at least a little channel curious yet, perhaps you should be. The best channel managers and leaders share...

Channel sales management is the elite parallel career path to become Direct Sales Director. Why elite? It's much tougher and requires a broader and deeper range of skills. You need to be a strategist, a planner, a manager, a coach, a trainer, a diplomat, a referee, an executive, an operator, an organiser, a leader with cat herding, communication and negotiation skills par excellence. You have to l...