Welcome To Theinquisitor Podcast

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 This is a very frank, no holds barred interview that is completely packed with pragmatic content you can apply immediately including the B.I.T.S.E.R. model to maximise production and collaboration and the critical importance of selling during the service delivery phase. We discuss how channel managers self-sabotage and why the obvious importance of listening to your partners is too often ignored and the impact that has on your success as a vendor. Cees is very approachable and knowledgeable. Call him if you want to get an objective look at which technologies you can use to build your channel. It is well worth getting i

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-seller-end user environment requires a very different sort of channel sales professional & channel chief. We discuss why behaving in a "Partner Centric" manner is no longer optional and why executive engagement is critical to the success of partner programmes. Unless you are adopting a much wider perspective and get away from the traditional approach of selfish selling through the channel you are going to become a relic of the past. You will be left behind by challengers in your market who understand their partners sell for their reasons not your reasons. Unless you understand why they are in business and what the

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 #TiedAdvisorSales -- If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi   And if you want to become part of our global community #SalesAForceForGood #SAFFG, please

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 now! He's a husband, father, very successful podcaster, entrepreneur and author of the excellent book "Nice Guys Finish First". Get in touch with Doug at doug@dougsandler.com. He is incredibly approachable and if you ever want to produce your own podcast, he can definitely help you. We get a glimpse inside David Sandler the human being and Doug and I explore #SandlerRules, #SalesEthics, #TransactionalAnalysis, the power of #nurturing, #SalespersonsRights, #Reversing, the trap of emotional attachment, communication, customer experience, seduction and much more.  Let me know if you have questions for Doug for my next con

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 for corporate executives of using LinkedIn. Listen in for some tough home truths and practical tips on using LinkedIn to build your company, hire the best talent, enhance your reputation personally and as a business leader. Sam is Europe's number 1 #LinkedIn trainer for Corporates.  She's been a user of LI since 2003 and she eats her own dog food. She is always booked months in advance, and personally secures 10-30 INBOUND enquiries per day using what she teaches! Her clients generate immediate positive results which can be as high as a 400% increase in pipeline. She regularly helps them win 6-figure accounts. It star

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 as individuals and companies on the world's largest business community. How you measure your effectiveness is the Social Selling Index. You can learn more about it here: https://business.linkedin.com/sales-solutions/blog/g/get-your-score-linkedin-makes-the-social-selling-index-available-for-everyone https://www.linkedin.com/sales/ssi Reps who employ social selling only hit target about 47% of the time. Reps who employ social selling effectively hit target about 75% of the time. According to CSO Insights 2018, the AVERAGE number of reps hitting target globally has dropped from a disappointing 64% in 2013 to below 50%

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, behind on target, being stretched beyond an reasonable expectations and having to keep her top talent when they were suffering from burnout and frustration ... until she learned how to bring all that under her control. We discuss how to stop getting suckered into costly pitches that tie up your most expensive creative talent that result in your giving away the crown jewels. We explore how to get past the procurement trap. We delve into the mistakes agencies make when they find themselves being invited to give free consulting and how to sell past such requests. Learn how to close business without pitching, without

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 payout and make your business attractive as an acquisition target to multiple buyers. He explains how you create a bidding war between multiple suitors, the pitfalls many business owners fall into and the mistakes they make that can halve the value of their business or worse. We explore how having a good recruitment and reliable, scalable selling system can 2x your payout. Rob and his team operate out of Reading, UK and Dubai, UAE but serve clients nationally. If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and hig

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 more in common with CEOs and General Managers than VPs of Sales. Jay McBain is head of research in the channel for Forrester. With 25 years in channel sales working for big corporates and setting up 3 of his own companies in the channel software space, Jay shares his wealth of knowledge and scar-tissue with me in this interview  packed with useful suggestions, insights and challenges. We cover selection, recruitment, onboarding, operations and navigating the changing landscape in detail. You can learn more about Jay's research at jaymcbain.com For a Kindle version of #MakingChannelSalesWork:    Amazon UK: https://ln

 Edit article   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 lead without power. You have to drive results without direct control. You have to inspire without direct authority. In German there is a term, "Eierlegende-Wollmilchsau" which translates to egg laying, wool making, milk producing pig. That sums up the role of channel manager pretty succinctly. Great channel managers are the special forces of sales. They are dropped behind enemy lines to do the toughest jobs working with the local resistance fighters. They eat the same food, sleep in the same trenches, suffer the same fate or worse and have to deal with the fall out of their own political leaders

Bids & Tenders are among the highest hidden costs in any selling organisation Pursuing a bid can cost £tens or even £hundreds of thousands. Do you know if you really want to win it? Is it the right type of business? Can you win it? Who commissioned the tender or bid? Who helped them? Is the deck stacked against you? Are you in danger of winning the bid and then losing it to a litigious competitor? Has the commissioner wirtten the tender around the strengths of ao competitor and you are just playing the role fo column fodder? Do you know how to undermine a preferred supplier through your questioning and superior submission? Do you have the correct policies to protect your business and prevent your busy, expensive resources being sucked into a money-pit by time-bandit commissioners and procurement? Or does your senior management have a lottery mentality and have you chasing anything and everything? Do you know how to change the rules of the tender to protect your IP? Is the tender document a fishing trip fo

Christine Hueber has one of the most visited profiles on LinkedIn. She is an internationally recognised LinkedIn coach and trainer. Christine discusses the importance of having a powerful profile, using the platform effectively to drive connection, engagement and build your sales pipeline Social selling is a must for anyone involved in new business development, scaling up their business or considering ways to revitalise their sales pipeline. Christine gives simple advice on steps you can take today to build your network, find prospects and have them invite you to engage to discuss their problems. I apologise for the sound quality in a couple of areas. I had problems with the sound tracks merging at odd times. If you listen carefully you can hear Christine's sage advice and it is worth listening to and putting into action If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and cl

Dr Mark Goulston wrote the book I wish I'd written, "Just Listen". He also wrote the other book I wish I'd written, "Talking to Crazy". His work has affected millions of people directly. He is a psychiatrist, has trained hostage negotiators, hobnobbed with the good and the great and his work is a powerful addition to any salesperson or sales manager's repertoire. We discuss authenticity, empathy, the power of really listening to drive up your sales, get the best out of yourself and your salespeople, to sell past no. He introduces the concept of Return on Empathy for those who want to learn how to turn soft skills into measurable returns. Mark introduces you to a range of powerful listening skills that will help you achieve more in business and in life and we discuss the parallels between what he teaches and what we teach in Sandler. I have been hoping to get Mark on to my show for many years and when I finally took the plunge and launched the podcast he was the first person I invited as my guest. I am so glad

Welcome to The Inquisitor Podcast - Episode 1:  How To Fail BIG at Prospecting In our first episode, I interview the UK's most hated sales trainer, Benjamin Dennehy, about every salesperson's pet hate, Telephone Prospecting.  No one likes prospecting but we have to do it. Nothing matters more to ANY salesperson than the quality and consistency of their sales pipeline. Benjamin and Marcus offer real-world tips, advice and war stories based on years of scar tissue, failure and personal struggle that have turned them into exceptional trainers and rock solid salespeople. They are salespeople who teach selling not trainers who teach the theory of sales. Everything they teach, they do, their clients do and work in real life with real customers today in any industry. You'll explore how to fail at prospecting and how you are getting in your own way. You'll get examples of what you can do to become excellent at identifying prospects, engaging them, closing them on a qualified appointment. Together we'll help you disco