Welcome To Theinquisitor Podcast

Jason Bay /JBay is Chief Prospecting Officer at #BlissfulProspecting. He trains B2B sales teams to sell efficiently, effectively and ethically. In this refreshing interview we challenge the status quo in sales - shitty metrics, bad management thinking, compensation that drives terrible sales behaviour, burnout and the incredible waste that most B2B organisations are guilty of inflicting on their own and their customers. We discuss subtracting not adding to our prospecting process. How do we find ways to be more effective? How do we simplify? How do we enter the conversations that executives are having that make us a strategic provider? How do we educate our market in a way that differentiates? How do you remove first person (I/we) messaging and replace it with second person (you/your). Bring a pen and notepad to this episode if you are involved in outbound sales. You won't regret it. Contact JBay via linkedin.com/in/jasondbay   Websites blissfulprospecting.com/  (Company Website) pod.link/blissfulprospecti

Sean Weafer helps individuals and teams develop trust through leadership. He is author of 3 books, his latest being 'The Highly Trusted Advisor: How to Lead Teams and Win Clients in the Hybrid Age'. We explore why leaders and salespeople need to move from being an expert who relies on specialist knowledge and technical competence, to being a highly trusted advisor to your colleagues, team members and clients. Sean is funny, engaging and speaks a lot of sense that aligns neatly with the core philosophy of #BuyerSafety. Contact Sean via LinkedIn at https://www.linkedin.com/in/seanweafer/ Websites: SeanWeafer.com  (Coaching, training & speaking) G2SCoachingSchool.com  ({:category}) Twitter: SeanWeafer

Charles H Green is a giant in the professional services world. He has a profound impact on those he works with with his central message around trust.   Almost everyone in business will have been affected indirectly by Charlie's work. He is author of #TheTrustedAdvisor, #TheTrustedAdvisorFieldbook and #TrustBasedSelling. He is the creator of the #TrustEquation   Trust = Credibility + Reliability + Intimacy / Low Self Orientation   This is a masterclass from one of my mentors. Listen with a notepad and pen Charlie is winding down to a life of golf in Florida but you can follow him via his LinkedIn profile here - linkedin.com/in/charleshgreen   Websites trustedadvisor.com  (Company Website) trustedadvisor.com/trustmatters  (Blog) vizibility.com/CharlesHGreen  (My Google Hits)   Email; cgreen@trustedadvisor.com Twitter: CharlesHGreen -- Contact me via marcus@laughs-last.com   AND ...   Please leave an honest review of #TheInquisitorPodcast at Apple or Google podcasts

#TheInquisitorPodcast brings you the first of many conversations between buyers, sellers, deliverers and users of sales training on behalf of Sales: A ForceFor Good #SAFFG. Our first international panel comes from L&D, Enablement, Procurement, Sales Leadership and Delivery. This discussion pulls back the curtain and shows training organisations what buyers in enterprise really prize. You'll uncover several glaring gaps in diagnosis, discovery, execution, follow through on both sides. You'll discover ways to stand apart in the crowded training space. And you'll learn something new about the future of sales, and how providers need to prepare if they are to be relevant. Karen Young - linkedin.com/in/karenyo Marco Mullers - linkedin.com/in/marcomullers Jill Robbins - linkedin.com/in/jillerobbins Website businessfierce.com  (Company Website) matchbookinc.com  (Company Website) Angelique Rewers - linkedin.com/in/angeliquerewers Websites thecorporateagent.com  (Company Website) thecorporateagent.com/medi

... And talk to your unhappy customers. They'll teach you how to get better. Nigel Davey says, "There's a cost to learning what worked and didn't work. The biggest cost is time". Stop selling transactions. Focus on lifetime customer value. That's "how much they spend before they tell you to go away!" What's it cost you to acquire a lifetime customer and what's it worth investing to attract the right customers. Nigel reminds you to beware becoming too heavily locked into one or two  customers. Spread your risk. He warns against cutting your marketing when times are hard. Feeding your pipeline is a daily requirement. Communicating, raising awareness, building association and familiarity with your brand is non-negotiable if you want to thrive through hard times. Keep nurturing your pipeline, even when your prospect says no.  Contact Nigel via linkedin.com/in/nigeldavey Website smeneeds.co.uk/evidence/  (SME Needs'​ Testimonials page ) smeneeds.co.uk/how-we-help/  (SME Needs - how we help you) -- Contact me

How do great leaders become really great leaders?   Leaders are hired to deliver results but when you get complacent, or let your ego trap you into architecting problems down the road. Andrea Petrone helps great leaders become great leaders. We discuss the dangers of being trapped by our familiar ways and traditions.   We explore leadership in all it's glory. What does great leadership do that average doesn't? How does that affect the behaviour of those they serve? Why do great leaders get the best out of people and what does that do for performance and results?   "Great leaders are lifetime learners" says Andrea. Learning is the responsibility of the individual learner. They have the humility to ask for help and never feel like they are the finished article. They show others it is safe to ask for help. They create a learning culture. They create the conditions for others to excel. They create the conditions for people to willingly collaborate, to have each other's backs. This frees up time for management to

Laura DiBenedetto retired at 37 after what appeared to many as a glittering fast track career when she sold her business. Inside she was a wreck. She was burned out, suffering from internal bleeding and not made for retirement. Author of The Six Habits, she helps people turn their dreams and ambitions to life, without paying the negative price for unbalanced success. She is fast paced, uncompromising and controversial. I thoroughly enjoyed this conversation and you will too. She tells her own story, explains how success is misunderstood and can harm you if you don't go about achieving it in the right way for you. Laura continues to run her businesses but this time round she is applying the lessons she learned when success almost killed her. Contact Laura linkedin.com/in/lldibenedetto Websites lauradibenedetto.com  (Company Website) vision-advertising.com  (Company Website) vision-advertising.com  (Company Website)  

Karin McKercher, helps sales teams make the red tape shorter and compliance easier. Contracting with legal can be easy or hard, fast or slow. This episode is about making it easy and fast. We discuss the kinds of things you can control and get ahead of, to make this less of a nail biter, limbo space in your relationship with buyers. The legal side is an area so far out of most salespeople's daily experience that when contract negotiations do occur, they can fumble or paralyse, give away authority or squander leverage, say or do things that do harm to both sides mutual interests. Karin is CEO fo Twenty2. Their bread and butter is doing this on behalf of software companies or teaching them how. Contact Karin via: linkedin.com/in/karinmckercher Website: twenty.group   Twitter: KarinMcKercher -- #TheInquisitor podcast attempts to turn every stone. Ask the questions your itching to have answered. Confront what everyone is pretending doesn't matter or doesn't exist. Explore what's ahead in the future of sales. We'd

Melissa Curran focus on what really matters in a business. She ties the principles of a trusting leadership, a trusting culture with clarity of true alignment. In order to deliver the outcomes the customer is buying depends on engaging your people. To engage them, you must first understand them. What drives them? Why do they come to work? For whom? Learning who they are not just seeing them for what they do is a lesson too few managers or leaders ever learn. This episode will make for uncomfortable listening when Melissa poses some simple questions. See how you fair in answering them if you are a manager. I'd love to hear how you got on! Contact Melissa via linkedin.com/in/melissa-curran-learningandperformance Website: modernmindgroup.co.uk   -- Tag someone who could do with learning the most important lesson in life about doing the right thing, building mutual trust and driving discretionary effort.  -- To contact me email marcus@laughs-last.com Please let me know if you know someone I should interview

Dr K, Fern Kazlow, helps high performers perform at their peak. A clinical psychotherapist and super-performance coach, we explore what it takes to go from high to super performance. We dig into mindset, beliefs, behaviour and something Dr K calls the #ResistanceParadox which she believes the real gold of super performance lies. Dr K is one of the world's leading super connectors. She is funny, quick witted and sharp as a pin. Grab a pen and notebook. And please share this with someone who has unmet potential  Contact Fern via LinkedIn linkedin.com/in/drfernkazlow Websites drkazlow.com/  (Dr. Fern Kazlow) facebook.com/drkazlow  (Connect with me on Facebook) twitter.com/DrFernKazlow  (Connect with me on Twitter) Twitter: DrFernKazlow -- Contact me via marcus@laughs-last.com -- Please like, comment and share this episode with someone who will benefit from the lessons within it

Peter Edge, former policeman, is The Knowledge Detective. Peter and I discuss the importance of preserving knowledge, the impact of losing it and the often ignored or overlooked ways to save it. Peter spends his time helping organisations understand where the hidden value is in their people, capturing it and making it available long after someone leaves. -- Please tag someone who might not realise how much value there is in their business that could leave when they lose someone -- Contact Peter via linkedin.com/in/peteredgespeaking Website: peteredge.net  (Book me to speak at your event) Twitter: PeterEdge12 -- Contact me via marcus@laughs-last.com if you'd like to recommend a great guest -- Please share this episode with someone who risks losing valuable knowledge  

Steve D Sims left school at 15. An East London bricky now makes the dreams of billionaires come true. His concierge business Bluefish has a worldwide reputation for making impossible dreams a reality. Steve is a keen observer of the human condition. An introvert without a wealth of qualifications or schooling, Steve has learned from the world's most successful entrepreneurs, artists, entertainers. He's funny, irreverent and fast paced. He defines the art of the possible. If there is a way to make something happen, Steve is the man to do it. He is always looking for solutions, for ways to help his clients and have blast along the way. This episode is an adventure through the looking glass and down the rabbit hole. A masterclass in approaching, engaging and helping the ultra high net worth community and a litany of essential lessons in what not to do. I get schooled by him. You'll enjoy that part. He is a consummate story teller who will have you in awe and stitches in equal measure. One of my favourite episode

Simon Severino promises to double your revenue in 90 days. How? By working in smart sprints. Identify the areas where you can make rapid, meaningful changes to who does what and how they do it. Simon helps founders and their leaders ask the tough, obvious questions most are too busy or too entrenched in old ways, to ask themselves. He provides them with the tools to be able to prioritise, systematise and optimise people, processes and outcomes. Talking to Simon you get the sense he is always looking for ways to refine, improve, automate or delegate. It's infectious. When you realise how inefficient most businesses and most employees are through observation, challenging attachments and getting away from the "that's not how we do things around here" mentality, business becomes even more fun, more profitable, more certain. All businesses are attempting to manage the deployment of scarce and finite resources in the time available, maximise the money coming into and remaining within the business and minimise the w

"The big mistake leaders make is expecting people to earn trust instead of giving trust", says Aaron Schmookler. "People will live up to, or down to the expectations you set for them." Aaron nearly killed his business partner. That was how they started their business. He is a #CultureEngineer. They fight a lot but they fight fair and fight about ideas to improve the work lives and improving the businesses they serve. How do you manage your response to change and how you treat people? How do we shape structures inside the company so people will give us their best? What does it take to breed loyalty in and among the team? How do you get past short-termism and transactionalism? What if people abuse your trust? We explore Aaron's 8 steps for teamification. They will surprise you. A seriously interesting and vital episode for any manager or leader. And if you aspire to manage or lead, this is a great springboard to advance yourself in these roles. Contact Aaron via LinkedIn at linkedin.com/in/schmookler Website: 

3x times best selling author, trainer, coach and action leader Tony J Hughes discusses his new book #TechPoweredSales. We explore why technology is a game changer when well designed and intelligently implemented throughout the sales lifecycle. Tony and his co-author Justin Michael have written what is probably the most important sales and revenue operations book to hit the shelves in 20 years. Ignore their message at your peril. We explore the human-technology partnership that the world's most successful salespeople are adopting. Based on in-depth, real world research and field experience Tony shares exclusive insights into what the best of the best are doing, their habits, the impact they are having on their companies. We dig around the best and the worst practices, how salespeople, management and leadership need to adapt, or die. A must listen episode with one of the greatest minds in modern sales anywhere in the world today. And we predict the future of the sales profession. If you want to remain in profe

Curt Friedel is the Director, at the Center for Cooperative Problem Solving at Virginia Tech. We discuss adaptation and innovation in people, in business and in teams. We explore the implications of people who operate at each end of the spectrum, and the power of having a team who can offer both qualities. We use my profile as a baseline to explain the implications of being a strong innovator (139/160!!) and why I got into so much trouble throughout my career. Curt can be contacted via linkedin.com/in/curtfriedel Websites alce.vt.edu/people/faculty-staff/friedel/friedel-bio.html  (Personal Website) alce.vt.edu/signature-programs/problem-solving/problem-solving.html  (Company Website) aggregate.info  (RSS Feed) -- If you found this helpful then please think of at least one person who would benefit from listening and share it with them directly   --   To contact me email marcus@laughs-last.com and if you know someone, perhaps you, who would make an interesting guest for #TheInquisitorPodcast, please conn

Bradley Paster helps his clients understand and mitigate risk throughout your entire supply chain. He makes the important distinction between suppliers and vendors. We dig into the levels of exposure even marquee organisations like Apple face because their sub-tier supply chain is vast and opaque. Problems with a tiny specialist supplier of a commodity that is vital to enable you to ship your product. Loss of such a supplier can prevent you going to market. or bring our economy to a grinding halt. Careless, broad sweep cuts by finance may put your business at risk. Bradley and I explore the crucial importance to understanding and managing risk. As sellers, understanding your prospects' risk, arms you with powerful leverage and the raw material to develop pain by numbers which can be personalised for the person you are selling to today. We uncover why the levels of complexity in the supply chain require technology to understand it because you cannot hire enough qualified people to do the job. Contact Bradley v

A very experienced panel of trainers, sales leaders and consultants made up of Bob Moesta, Ian Moyse, Tom Williams, Fred Copestake, Zach Selch, Ken Pearson, David Masover, Ian Hillyard, Simon Bowen and Marcus Cauchi. We explored: 1. When sales training works ... 2. Factors that contribute to successful engagement and implementation 3. Common mistakes when commissioning training 4. Common mistakes when delivering training 5. Common mistake when evaluating training 6. Common mistakes post-training 7. Current trends for assessment for learning in the lesson 8. How to fix these mistakes? 9. Who needs to be on side for training to succeed? The conclusions around commissioning and planning mistakes were very telling, as were the observations about management, coaching, measurement, reinforcement. This is the first of several panels Sales: A Force For Good #SAFFG will be hosting to tackle the endemic problems that exist in sales, sales management & leadership, sales recruitment, sales compensation, sales

You can learn a lot from working on a trauma unit in a hospital.  A thriving sales operation requires many of the same skills. Identifying the real problem quickly, prioritising and triaging where attention is required and administering treatment where and when it is needed most. All whilst remaining calm and overriding the temptation to focus on who is shouting the loudest, and all with limited resources. Sarah Downs, former trauma nurse, has transitioned from A&E to sales leadership. She shares her insights on sales, and the parallels between the sales environment and the transferable skills she picked dealing with emergencies and traumas. A refreshingly fresh perspective offering some valuable insights sales leaders and salespeople can implement quickly and simply. Contact Sarah via linkedin.com/in/sarahdowns-doqaru Websites doqaru.com  (Company Website) linktr.ee/SarahDowns  (Portfolio) -- If you know someone who'd benefit from listening to this episode please share it with them or tag then on Lin

Graham Botwright is CEO of The Gap Partnership. He specialises in the commercial psychology of #negotiation. We start by exploring the importance of internal alignment when #negotiating. Winging it is lethal. We dig into what makes for good negotiation, why price is almost never the real issue, what drives good deals, builds long term strategic relationships and value. Graham explains the power of intangible value. We delve into the importance of understanding the implications and moving parts behind the decision. Buyers RENT outcomes, they NEVER buy products or services.  We point the spotlight at what buyers actually care about and what drives buyer's drivers.How do you get inside their heads? Contact Graham via linkedin.com/in/graham-botwright-0374561 Website: thegappartnership.com  (Company Website)Email: graham.botwright@thegappartnership.comTwitter: g_botwright  -- Please share this with someone you know who needs help with their negotiations or needs to improve their discovery and qualification -- If y