TheInquisitor Podcast

"What would your leadership report card look like today? A's across the board?" asks Antonio Garrido, CEO of My Daily Leadership and author of the book My Daily Leadership - a powerful roadmap for leadership success. We discuss the surprising power of journalling for leaders.  "If you aspire to leadership start journalling" he advises. "You'll stumble at first trying to understand what you want to...

Ricky Pearl, founder of Pointer, #SalesAsAService and I discuss how to use outbound most effectively. It's not what you think and it's not what you are doing at the moment. Most of you are going through the motions of outbound but your haste is getting in the way of your success. Patience is lacking. Deep thinking and joint attention on the real problems and true intended, shared outcome is needed...

Dr Darryl Stickel is a specialist in building trust in high conflict environments. Darryl talks to me about how perceived risk is created by multiplying uncertainty by vulnerability. Vulnerability is putting yourself in harms way, knowing you might be hurt. The problem is when someone is uncertain enough and their risk threshold is breached, they stop thinking rationally, and they go into self-pre...

Kate Laine-Toner is #neurodivergent. She spent 30 years hiding in plain sight as a marketing professional rising to the level of Marketing Director. Inside she was having to be who she wasn't on the outside to hide her condition, her gift. In part it made her good at what she did. But she didn't much like to socialise and party with the troops. It's not that she's antisocial but noisy places and l...

Carole Mahoney of Unbound Growth and author of Buyer First chats to me about why buyers really buy and how salespeople get in their own way. Friction and uncertainty are created in the buyer's mind through selfish, ill considered sales motions and behaviours that are ill timed with the buyers buying journey. Frank, unfluffy and packed with usable insights, Carole rips the scales from your eyes, le...

Amal Ismail is a functional medicine practitioner. What is #functionalmedicine? Functional Medicine is a systems biology–based approach that focuses on identifying and addressing the root cause of disease. Each symptom or differential diagnosis may be one of many contributing to an individual’s illness. Can you see the link between FM and functional selling? We only help the customer solve their p...

Before you sign another contract for a major purchase, get a loan or seek investment, listen to this episode with THE REAL Chris Martin from #OriginFinance, who turns the world of commercial finance on its head. The range of options open to many businesses who instead eat into personal finances, make personal guarantees, give away equity, is vast. It can be confusing. Chris clears the fog with jar...

Daniel Hulme, CEO @ SATALIA, Chief AI Officer @ WPP, Investor, Speaker @ TEDx & SingularityU, EIR @ UCL, Lecturer @ LSE, Co-founder @ Faculty, Advisor @ CogX & Syntropy - phew. After that build up, once you listen, I think you'll agree, Daniel doesn't disappoint. Pragmatic, realistic, experienced and humane, this snappy interview covers more ground in 40 minutes than you'll get in a week i...

Tash Cleeve is an old school headhunter who takes care of her candidate's careers by matching them with the right company, in the right role in the right team to do the right job at the right time, where they can succeed and stay. This means investing time in her relationships with candidates, hiring managers, Boards, investors, potential reports. She's not afraid to get down into the weeds, becau...

Chris Bogue is a former stand up comedian and salesman who eats his own dog food (I reckon he would for a laugh!)   Chris says that you must be clear about your answers to these questions:   "What do you say?" "How do you get people to respond?" "Can you explain to me, how is what you promise possible?"   "When you're addressing the camera, are you treating it as if it's another person? Do you rea...

"Take action in December before you close the books for the year", says Dan Goodman, founder of #TruCommish. Dan's a man on a mission - to make salespeople's pay transparent and fair and help employers attract and retain their top sales talent. Imagine a brand that could say that all commissions are subject to independent verification that they are complete, paid on time and fair. What effect woul...

"If you’re nice to someone’s detriment you are a manipulator", says Eloise Leeson, founder of #OlimComms and a world leading linguistic strategic consultant. Eloise advises global institutions, NGOs, global advertising agencies and technology companies on their communication to improve performance and results. Poor communication can at best slow things down, at worst, sow confusion, division and c...

Stacey Hall, author of Selling From Your Comfort Zone says, "People need to stop getting out of their comfort zone, and get back into their power zone." Being comfortable selling without artifice, without trying to fit in with what you're guessing are the expectations or norms, without clumsy attempts manipulation requires a rethink.   "Too many people suffer from a lack of confidence in self to f...

David Heinemeier Hansson has achieved something seemingly rare in tech - a stable, highly profitable tech software company with a huge customer footprint and no VC or PE money. He and his co-founder, Jason Fried escaped corporate careers with a view that taking money from investors would be bad for building a profitable, sustainable business. Three times in the past 20 years, they've been proven r...

Roaul Monks of Flume Sales Training and I discuss the Peter Principle at work. It is  alive and well in too many sales operations. What are the common acts of idiocy and self-sabotage so many salespeople, managers and leaders exhibit that cost them sales, lose them customers and drive them into the arms of your competition? Are you performing them? They say making the same mistake twice is a decis...

Alex Levin, founder of Regal.io and I talk about customers, product development, looking outside of what is comfortable and familiar. We dig into culture, blindspots, limited thinking and hubris. Alex brings #D2C thinking to #B2B #customerengagement. Contact Alex via linkedin.com/in/alexlevin1 Website: alexrlevin.com/  (Alex Levin) Twitter: alexrlevin -- Contact me on marcus@laughs-last.com To exp...

WARNING: Deeply personal episode delving into topics many of you will find familiar and very uncomfortable to discuss. A bit of a look into the ugly mirror around success, ambition, and painful personal growth. “When we don’t put the brakes on our self-absorption, we have nothing stopping us from total self-destruction. We become the fruits of our actions.” ~ Zeena Schreck Ian Koniak has the t-shi...

Mark Choueke, CMO and author of #Boring2Brave says, "You need to be braver about decision making as we head into recession. If your share of voice larger than share of market. You will grow. If your share of voice is less than share of market you will shrink." We dig into the process of developing a customer centric marketing strategy. What is the job to be done by marketing? We explore how clever...

Mark Raffan, the negotiation ninja discusses negotiation, and some of the really stupid things folks like you and I do when "negotiating". We explore what negotiation is and what it isn't. We argue over whether you can produce a true win-win, and when to pick your ground and when to walk away from a negotiation. We talk blindspots, strategy, the role of emotions, planning, rehearsal, pre- and post...

Mitch Sullivan, creator of Copywriting For Recruiters, talks to me about the importance of selling your job if you want to attract the right candidates. "Job adverts have an audience of one", says Mitch. "Why should a successful candidate who has no need to move, leave a job they are successful and happy in to join your business?" If you make your advert like everyone else's, and you focus on you,...

Matthew Dixon, co-author of The JOLT Effect and The Challenger Sale shares the findings of his latest research in partnership with Gong and Salesforce looking at the data on over 2,500,000 recorded sales calls during the pandemic. It is a treasure trove.   How Do You Make Budget This Quarter Despite Your Weak Pipeline?   Buckle up and be ready to kick yourself. One of Matt's insights could help yo...

Without a clear proposition, any business will struggle to attract the right type of customers consistently. Their salespeople will stumble and their marketing will fall flat. "So few companies have a clear proposition," says Kieron Bain co-founder of #Sold, "they confuse potential buyers and leave a fortune on the table". Ambiguity in your proposition will drive good customers into the arms of yo...

James Buckley and I chew the fat about sales, management, metrics and investors. It gets meaty pretty, fast and the gems come thick and quick. Contact James via linkedin.com/in/jamessaywhatsalesbuckley Websites joinjbsales.com/  (Company) instagram.com/james_saywhatsales_buckley/https://twitter.com/saywhatsales  (Personal) twitter.com/saywhatsales  (Personal) Phone: +1 305-632-6005 (Mobile) Email:...

Dr Jim Kanichirayil helps build elite teams. We have a very robust conversation about the lies and biases that are costing investors their returns, sellers their dignity and customers their outcomes. We explore the power of having a range of diverse thinkers looking deeply at a problem.  If you listened to our earlier episode with Bob Moesta on innovation there is a beautiful tie in there too. Jim...

Udi Ledergor, CMO at #Gong chats to me in the 430th episode of #TheInquisitorPodcast about sales and marketing alignment to create the best conditions for salespeople to thrive in their roles. We also discuss what the data tells us about many of the qualities of the best salespeople. We dig into how culture impacts performance.  Practical as always, Udi's insights are based on the actual behaviour...