TheInquisitor Podcast

Tim J Smith of Wiglaf pricing shares my view that discounting is a sin. Giving away margin because your reps have a bad money concept is unforgivable. How often does a founder or leadership team encourage discounting? Do you ever calculate what the true, full hidden cost of an initial discount will be over a customer's lifetime? It'll make your FD or CFO weep. Tim and I don't pull any punches. Thi...

Kieran Krohn - Individual Contributor, Partner Manager and Mid-Market Sales Manager discusses the qualities of great salespeople and effective managers.  We discuss the dangers of playbook blindness. In this episode of the Inquisitor podcast, Marcus interviews Kieran Krohn, a highly effective mid-market direct manager. We discuss Kieran's transition from being a phenomenal channel manager to a suc...

Jamie Snow tells a great story. The importance of storytelling in sales and the need for salespeople to be able to tell a compelling story that resonates with their audience. The significance of brand positioning and how it can help sales teams differentiate themselves from the competition and better target their ideal customers. The value of building strategic relationships with clients and partn...

Tommy McNulty, investor, scale-nut, second time founder of Rhythm, to explore the power of financial metrics and their impact on sales growth. Learn how Tommy transformed his own sales journey, and how his 2nd baby, Rhythm, is revolutionising the way sales leaders and teams approach financial planning and analysis. The game-changing power of understanding and maximising contribution margin Leverag...

-- If this episode really resonated with you, go ahead and like, comment, and share it with your friends and colleagues. Don't forget to leave an honest review on your favourite podcast platform, and check out the coaching opportunities with me by clicking the link. Want to learn more about AI in sales? Reach out to Dustin or me on LinkedIn. Join me and Moeed Amin on ChatGPT for Sellers 21 April 1...

Martin Ellis is not your average recruiter. He came t the industry late in life after having built businesses, led teams and seen what doesn't work. Grizzled, no frills but plenty of finesse. Martin is sharp minded, humane, empathetic and someone his clients trust to always tell them the truth whether they want to hear it or not. Listen if you are keen to improve as a leader, a manager or a candid...

Gal Aga, CEO of Aligned, a collaboration platform that puts buyers, sellers and partners in a single place and saves all records of every touch in one place We dive deep into the world of sales cycles and discuss the importance of understanding the buyer's journey. They highlight the dangers of following outdated methodologies and copy-pasting them from company to company. Gal and Marcus also emph...

Robin Singhvi, founder of SmartCue joins me to talk about his experience with founding and fundraising. He reveals he secured 15 investor conversations, and shared his tips on how to create a personalised product demos that are relevant to buyers and prospects. He advises founders to find 20 people who fit their persona and send them a cold email to validate their venture before seeking funding. H...

Craig Andrews has survived near death on a respirator for months over the past few years, through luck, intensive medical care and sheer bloody mindedness he refused to die, recovered and is training for Camp Gladiator. He's a force of nature. And he brings you the means to attract ideal customers and build massive value in the lead up to having them ask you to help them by buying what you rally w...

Drew Sechrist, founder of Connect the Dots was Salesforce's 36th employee. Drew shares his experiences and insights about the power of relationships and how they can be leveraged in sales and management.   Drew discusses the importance of warm relationships in sales efforts, the blind spots salespeople have when it comes to referrals, and the need for a management apprenticeship. He also talks abo...

Dr Carolina Billings discusses entrepreneurship and building successful ecosystems. We explore the power of leveraging ecosystems, the importance of self-care and emotional independence, the need for diversity of thought and experience, and dig deep into these topics. Carolina also shares insights into her membership-based business model, which offers different tiers of investment and trust, and e...

Harris Kenny is a sales mercenary. He chats to me about the changing landscape of smart outbound, the clamp downs by Google, warming tools and email jail. We delve into best practices worst practices and practices that will get you blocked. Lively and fast paced, clear practical tips. linkedin.com/in/harriskenny   Websites introcrm.com/  (Company) harriskenny.com/  (Personal) -- Contact Marcus to...

Peter Wheeler Ep 467: Dive deep into the world of entrepreneurship with this captivating episode! Join host Marcus Cauchi as he sits down with accomplished entrepreneur Peter Wheeler to discuss the highs and lows of building a successful business. From the importance of setting boundaries and asserting oneself, to the dangers of isolation and burnout, this conversation covers it all. Get ready to...

In this episode 466 of The Inquisitor podcast, I chat with Andrew Mallia, a former naval officer and expert on the maritime industry, about the industry's underbelly. Andrew shares his experiences with maritime piracy, human trafficking, and the dangers of the open sea, and discusses the legal frameworks that underpin the industry. The conversation also touches on the future of the industry, inclu...

Gal Aga chats to me about working in cooperation and in alignment with your customers and prospects. Aligned provide a shared space for sellers, partners and customers to meet, share ideas and assets, advancing the relationship and understanding of the problem together. The genius of this approach is that it removes friction and barriers to communication, enables you to keep track of all account r...

Tamara McMillen is a sales leader with successful operational and private equity experience. Gifted at both, Tamara helps you glimpse past the emotional fog that the topics of diversity, equity and inclusion evoke. We seek to explain why diversity of thought is critical in a healthy, and sustainably profitable organisation, and the impact investors, leaders, managers and down to the individual cho...

Gin Lalli chats to me about solutions focused therapy. If you're in sales, management, leadership or customer success, you really want to pay attention to both content and form in this interview. We listened deeply a few episodes back with Beshlie Donaldson. In this episode with Gin we learn how to uncover someone's real motivation to change and work past resistance without resistance. Seriously f...

Konrad Sanders and I talk about the power of your words on episode 461 of #TheInquisitorPodcast with Marcus Cauchi. If you want to raise your performance in sales, https://calendly.com/marcuscauchi   Konrad opens your eyes to exciting possibilities with 7 stages of the funnel:   1. Unaware 2. Problem Aware 3. Solution aware  4. Product/Brand aware   5. Most Aware   6. Seal the deal  7. Truth aware...

"10% of series A make it to series B, and 13% of series B make it to a liquidity event." says AJ BrunoCEO of Quota Path." That means 1.3% make it to series C or a trade sale at that point! Playing the lottery AJ Bruno exited his previous business for $225m. Today he is in series B with his second, QuotaPath. We discuss the impact of the unicorn narrative on founder's thinking and the toxic distrac...

"Active listening is the enemy of deep listening", says Beshlie Donaldson. She is a deep listening coach who I met when she was a headhunter many moons, 2 businesses and she balanced all that whilst raising boy twins! Superwoman? Perhaps, but more than that Beshlie helps you hear yourself. It is a profound experience. We explore, what is deep listening, why it isn't active listening and we dig int...

Julia Nimchimski is the brains and execution behind the #GTMGames. She partnered with Justin Michael to produce what are the world's first gladiatorial games between sales and marketing to foster cross pollination of ideas, alignment and the application of the best behaviours by some of the biggest names in tech sales whose job it is to coach the contestants, then judge and disqualify.  Julia and...

Laura Ashley-Timms is coauthor of The Answer is a Question. She and her husband and business partner Dominic, have been running Notion, a management performance improvement firm for over 20 years. They have served executives and managers as coaches and facilitators, brokering highly charged industrial negotiations, turning around failing leadership team and latterly focusing on equipping middle ma...

David Kübler, senior consultant from operational VC, Project-A discusses investment, revenue operations and human beings. We dip into the problem of over-emphasising what's easy to measure at the expense of measuring what matters. We talk technology, process and people and dig into the interesting investment-partnering model over at Project-A. Contact David on https://www.linkedin.com/in/david-k%C...

Jay Melone, founder of New Haircut shares some very powerful lessons all salespeople and their leaders should heed. Jay and I explore the power of customer interviews that help you to understand our customer's real buying journey, their triggers, their struggling moments, their moments of clarity and how to identify and attract more of the correct customers. This systems thinking has added benefit...