Podcast appearances and mentions of marcus cauchi

Most leaders say they're playing the long game. Their decisions tell a different story. In this episode, Marcus Cauchi sits down with Reed Nyffeler — entrepreneur, operator, franchise builder, and author of Lead Exponentially — for an honest conversation about the structural and psychological forces that keep leaders trapped in short-term thinking, even when they know better. Reed has spent 20 years building businesses across the security and franchising industries, scaling through other leaders rather than despite them. He's also made the mistakes worth learning from — keeping underperformers too long, needing outside capital, and watching what happens when ego replaces judgment. This conversation goes well beyond the usual leadership content. Marcus and Reed dig into ego as a performance constraint, the mechanics of trust (and its measurable absence), what distinguishes stewardship from control, and how organisations systematically destroy value while believing they're protecting it. What You'll Hear in This Episode The vacation vs. the lunchtime decision Reed's analogy for why most leaders run their businesses like a hungry person looking for the nearest restaurant — rather than someone planning a trip to a destination they've already chosen. The four mental positions leaders occupy Wrong and alone. Right and alone. Wrong together. Right together. Why "right and alone" is more dangerous than it sounds, and what it does to leadership judgment. Conflict avoidance as structural risk The difference between conflict worth having and conflict not worth the effort — and what happens when leaders consistently confuse the two. Reed's road infrastructure analogy is one of the cleaner illustrations of compounding organisational dysfunction you'll hear. What pressure actually reveals Under pressure, most leaders revert to protecting their ego rather than making the right call. Marcus connects this directly to the mechanics of sales forecasting — the commit culture fiction, CRM as seller-centric fantasy, and the 90% of committed deals that don't close when or how anyone said they would. The extraction problem Where growth stops being about value creation and becomes about value extraction — from customers, from staff, from the brand itself. Southwest Airlines and Patagonia as case studies in opposite directions. Trust as a measurable asset Marcus has spent seven years working out how to measure trust. Reed has spent 20 years building businesses on it. The questions they both agree matter: Do people believe in your judgment? Do you do what you said? Do people feel safe telling you the truth? Do they believe you care more about the right outcome than protecting yourself? Outside capital and how to enter it wisely Reed needed outside capital — he didn't want it. What he did differently was enter with a clear exit plan and structure financing that let him grow faster as an asset than the capital was growing as a claim. Practical thinking for anyone considering investor relationships. Stewardship vs. control vs. consumption Three distinct leadership orientations. The consumer takes resources. The controller distributes them on their terms. The steward creates more. Reed's cookies analogy is the simplest version of this distinction you'll find anywhere. What leaders miss when developing other leaders The difference between directing and developing. Why telling people what to do creates followers, not leaders — and why the "why" and "how" have to come first. Referenced in This Episode Lead Exponentially — Reed Nyffeler Transform Through Purpose — Reed Nyffeler Brand New (forthcoming, summer 2026) — Reed Nyffeler Southwest Airlines, Chick-fil-A, Apple, Patagonia, Amazon, Google — as case studies in differentiation, drift, and durable brand building Steve Jobs / BlackBerry — on designing the product customers don't yet know they want Oracle mass layoffs — on value extraction vs. value creation Martin Luther King Jr. — on credibility earned through action, not instruction Key Takeaways Leaders are governed by emotion when they should be governed by outcome. Asking "what does the business need?" rather than "what do I want to do?" is a discipline, not a personality trait. Ego is only ever satisfied in the short term. Any decision made primarily to protect perception — in a forecast, a performance conversation, or a customer relationship — is a decision borrowed against the future. Trust has a measurable absence. You may not be able to put a precise number on it, but you can watch it leave through customer attrition, underperformance tolerance, and a culture where it's safer to massage the numbers than tell the truth. Stewardship means creating more opportunity, not distributing a fixed amount of it. The franchise model either extracts from its franchisees or invests in them. The same is true of any organisation at every level.

  Most sales leaders invest in process, technology, and training. Almost none of them invest in the one lever that silently controls all three: the language their people use — out loud and in their own heads. Andy Weins has spent 20+ years in the military as a mass resiliency trainer, built a business from scratch, and studied the neuroscience and psychology of how the words we choose wire our behaviour. In this episode, he and Marcus Cauchi go deep on the specific phrases that signal avoidance, underperformance, and self-sabotage, and the language patterns that drive ownership, execution, and results. If you lead a sales team or run a company, this is not a soft conversation about mindfulness. It is a diagnostic tool. By the end, you will recognise the exact words your team uses when they are not going to close the deal, and you will know what to replace them with. Why This Matters Every sales team has what looks like a pipeline problem, a skills problem, or a market problem. Often it is a language problem in disguise. When your salespeople say "I just wanted to follow up," they are signalling low value before they have even started. When they say "I should call that account," they are parking it indefinitely. When they say "we need more leads," they are frequently deflecting accountability for what they already have. The language your team uses in CRM notes, forecast calls, and customer conversations is data. It tells you who is owning their number and who is performing learned helplessness. This episode gives you the framework to hear that signal clearly. Key Themes and Takeaways 1. Blame, Excuse, and Denial: The Three Default Failure Modes Andy opens with a concept drawn from Brené Brown's work on shame: when there is a gap between what we want and what we have, the brain defaults to one of three responses — blame, excuse, or denial — because they require the least cognitive effort. In sales, this shows up as: Blame: "The prospect went dark." "Marketing isn't generating quality leads." "The economy is tough." Excuse: "I didn't have time to prep." "The deck wasn't ready." Denial: "I didn't really want that account anyway." The correction Andy offers is deceptively simple: ask "Where is my DNA in this?" Even if you are 1% responsible for a poor outcome, claiming that 1% shifts you from passenger to driver. For sales leaders running deal reviews, that question, where is your DNA in this?, is worth installing as a standard. 2. "Just" and "But": The Two Words That Kill Credibility Before You've Started Marcus flags two words that most people use dozens of times a day without realising their cost: "Just" — minimises what follows. "I'm just calling to check in" communicates low value, low confidence, and low intent. Andy's framing: just justifies the nonsense that's about to happen. Train your team to remove it entirely from outreach language. Not "I just wanted to reach out" — "I'm calling because..." "But" — cancels everything before it. "Great work on that proposal, but..." means the compliment is noise. Two conflicting ideas, only one of which is true: the one that comes after but. In coaching conversations with reps, this matters. In customer conversations, it is fatal. These are not stylistic preferences. They are trust and credibility signals that prospects and internal stakeholders pick up subconsciously. 3. The Difference Between a Desire and an Expectation — and Why It Determines Whether You Hit Target Andy draws a sharp distinction that has direct application to how sales leaders manage their teams and how salespeople manage their customers: An expectation is what you want from someone else. It sets you up for resentment, conflict, and passivity — because other people are not here to meet your expectations. A desire is what you want. It is owned. It creates agency, because the question that follows is what are you willing to do to get it? In sales management, the difference sounds like this: Expectation: "My reps should be hitting 80% of quota by Q2." Desire: "I want a team hitting 80% by Q2. What am I prepared to do to coach, structure, and resource them to get there?" The second version puts you back in the problem. That is where leverage lives. 4. "Need" vs "Want": Why Needs Create Victims and Wants Create Agency Drawing on Dan Sullivan's 10x Is Easier Than 2x, Andy argues that needs are a trap. When you say "I need a six-figure salary" or "we need more pipeline," you are constructing a prison: a world where survival is contingent on something outside your control, which justifies inaction when that thing doesn't arrive. Wants work differently. "I want more pipeline" immediately opens the question: what are you willing to do to generate it? The conflict becomes internal — which want is greater, your want for comfort or your want for results? — and internal conflict is where growth happens. For founders: audit the language in your strategy meetings. Count how many times need is used as a reason not to act rather than a prompt to act. It is a reliable indicator of where learned helplessness has taken root. 5. People Talk About Results to Justify Decisions They've Already Made This is one of the episode's sharpest insights, and it maps directly onto how sales forecasts and pipeline reviews get distorted. Andy's framing: the people who get funded on Dragons' Den are the ones who talk about the work — "we will take this influencer, they will post three times a week, that will reduce our customer acquisition cost by X" — not the ones who say "we'll increase sales and grow the business." Watch for this in forecast calls. Reps who say "I'm going to close this at the end of the month" are describing a result. Reps who say "I have a confirmed call with economic buyer on Thursday, legal review is booked for the following week, and we've agreed the commercial terms" are describing work. The second rep knows what they're doing. The first is hoping. Marcus extends this: the work is the reward. Not a soft point — a structural one. Fixating on the number makes you passive. Fixating on the three specific actions that produce the number makes you active. Build your pipeline reviews around activity and methodology, not outcomes, and the outcomes improve. 6. The Six Most Powerful Statements — A Framework for High-Performance Internal Dialogue Andy's framework for replacing avoidance language with accountable language is built on six sentence-starters, used in sequence. For sales leaders, this is a coaching script and a self-assessment tool. I am — Identity. Who are you as a seller, a leader, a professional? This sets the anchor. It also establishes boundaries: I am not going to take that approach is more powerful than I can't or I won't. I can — Capability. Honest inventory of what is within reach. Not everything, but something. What can you actually do? In coaching conversations, this is where excuses go to die. I feel — Emotional data. The body knows before the brain articulates. I feel uncomfortable with this account's timeline is information. Suppressing it is expensive. Andy's recommended construct: I feel [emotion] when [specific behaviour occurs]. Clean, ownable, actionable. I know — Empirical grounding. Not assumption, not interpretation. What do you actually know versus what are you telling yourself? In sales, this is the difference between a forecast based on facts and one based on optimism. I want — Stated desire. Now that you are grounded in reality, what do you actually want? This is where new thinking enters. It plants a direction. I will — Commitment. A contract with yourself. Time-bound, specific, testable. This is where language stops being self-talk and becomes execution. Run your 1:1s through this lens. What do you know about this deal? What do you want to happen? What will you do in the next 48 hours? That is a coaching conversation. 7. Should → Could → Can → Will: The Language Ladder That Turns Avoidance into Action This is Andy's most immediately deployable tool for sales managers dealing with stalled activity, sandbagged pipeline, or reps who are busy without being productive. Should — moralises and parks. "I should call that enterprise account" means it will not happen. It creates guilt without commitment. It is where people store things they have decided not to do. Could — generates options. Crucially, Andy argues that you must start here with unlimited time, money, and resource. No constraints. Let the brain go wide. This is how you break out of small thinking. In team exercises, this is the brainstorm phase. Can — grounds in reality. Take the expanded could list and ask: what can we actually do, given current constraints? You typically get more options than if you'd started with can directly — because could first opens more neural pathways. Will — is the commitment. Specific. Time-bound. Testable. And Andy's observation from hundreds of workshops: the will is almost always a small, basic action that the person had been avoiding simply because they had never written it down. For sales leaders: run this sequence on any stalled deal, underperforming territory, or strategic initiative that has been sitting in should for more than two weeks. It takes fifteen minutes and it moves things. The Four Agreements Applied to Sales Leadership Marcus frames the episode's second half around Don Miguel Ruiz's The Four Agreements and their antithesis — a framework that maps precisely onto how high-performing versus underperforming sales cultures operate: Agreement What it looks like in a strong sales culture What the antithesis looks like in a broken one Be impeccable with your word Forecasts you can trust; commitments that stick CRM noise; happy-ears forecasting; overpromising Don't take anything personally Reps who hear objections as information Reps who go quiet after one rejection Don't make assumptions Proper discovery; testing hypotheses with buyers Pitching to an assumed need without qualification Always do your best Consistent activity; incremental improvement Effort contingent on mood or certainty of outcome   The antithesis that Marcus outlines is worth reading carefully as a diagnostic of cultural dysfunction: using language to protect yourself rather than communicate clearly; speaking to justify rather than clarify; making everything about yourself; filling information gaps with untested stories; and making effort conditional on comfort. If that describes your forecast calls, your deal reviews, or your 1:1s, this episode is the starting point for changing it. Reflect, Realise, Regulate: Why Acknowledging a Problem Is Not Step One Andy challenges the received wisdom that acknowledgement is the first step. His model: reflection comes first. Reflect — how did I show up? What is frustrating me? What brings me clarity? This is the diagnostic phase. Realise — who are the right people to involve? What behaviours am I responsible for? What choices do I actually have? Regulate — pick accordingly. Act from awareness, not reaction. This has direct application for sales leaders managing underperformers. Jumping to the problem — "your close rate is 12% and the team average is 28%" — before the rep has reflected produces defensiveness, not accountability. Create the conditions for reflection first. The numbers become a shared investigation rather than a verdict. The Start/Stop/Continue Framework and Where Sales Organisations Leave Most Value Marcus closes with a direct provocation: if you audit the dead work, the rework, and the pointless activity that most sales organisations inflict on themselves, you can recover 60–80% of your working week. The stop list is the highest-leverage intervention. Not because stopping things is easy, but because it creates the cognitive and calendar capacity to do the things that actually matter. Ask your team: what are you doing right now that if you stopped tomorrow, no one — including your customers — would notice? That conversation, done honestly, is worth more than most sales methodologies. A Five-Minute Exercise for You and Your Team Name one should that has been sitting on your list for more than two months. Generate five coulds — with no constraints. Strip it to two or three cans — given actual resources and time. Write one I will with a day and a time attached. Identify the one word in your vocabulary you will remove this week to stop yourself wriggling out of it. Do this in your next team meeting. Watch what surfaces. About Andy Wines Andy Wines is a fourth-generation entrepreneur, 20+ year US Army veteran, and mass resiliency trainer. He owns and operates a junk removal business and has built a speaking and consulting practice focused on the language of leadership and the psychology of performance. His first book, Words F**king Matter, identifies 13 phrases that are actively limiting performance. His second book, Stop Avoiding Your Numbers, is a guide to financial confidence for business owners. Andy is available on LinkedIn — his phone number and email are public and he actively responds. You can also reach him at andyweins.com.   #sales leadership #sales team language  #sales coaching #founder mindset #accountability in sales #B2B sales performance #sales productivity #sales culture #high performance sales teams #sales pipeline management #sales manager coaching #sales mindset Chapter Markers 7 Truly Insightful Moments for Sales Leaders and Founders Timestamp Chapter Title 0:00 Intro — Why the Words Your Team Uses Are Your Biggest Revenue Leak 2:00 Blame, Excuse, Denial: The Three Ways Salespeople Avoid Accountability 3:29 "Just" and "But": Two Words That Destroy Credibility Before the Call Has Started 7:35 Desires vs Expectations: Why Sales Leaders Who Set Expectations Fail Their Teams 10:19 Talking About Results vs Doing the Work — How to Spot Who Will and Won't Close 20:27 The Six Most Powerful Statements: A Framework for Accountable Sales Conversations 41:43 Should → Could → Can → Will: The Language Ladder That Kills Pipeline Avoidance 45:00 The Stop List — Recovering 60–80% of Your Team's Week by Removing the Right Things

In this episode of The Inquisitor Podcast, Marcus Cauchi and Ryan Burman discuss procurement in B2B sales, buyer psychology, total cost of ownership, and how sales teams can build trust with procurement instead of fighting it. The discussion reframes procurement as a risk management function rather than a price cutting function. Ryan explains that successful sales teams focus less on persuasion and more on aligning with how procurement evaluates suppliers, especially around risk, reliability, and total cost of ownership. This episode is relevant for sales leaders, account executives, and commercial teams working in complex B2B sales environments where procurement plays a key role in decision making. Key Topics Covered * Procurement in B2B sales and how it influences buying decisions * Buyer psychology and how procurement evaluates supplier risk * Total cost of ownership (TCO) vs ROI in procurement decisions * Sales and procurement alignment in enterprise and mid-market deals * How to build trust with procurement teams in B2B selling * Why co-creation improves sales outcomes compared to traditional pitching * Common sales mistakes when dealing with procurement teams * How procurement manages risk, continuity, and supplier reliability Key Takeaways Procurement is focused on risk management Procurement teams prioritise reducing operational and commercial risk, not just lowering costs. Buyer decision making is driven by risk Suppliers are evaluated on whether they reduce uncertainty or introduce it. Total cost of ownership matters more than ROI Procurement considers long-term costs including quality, supply chain stability, and maintenance. Co-creation improves sales success Building solutions with procurement leads to stronger alignment and higher win rates. Trust is the deciding factor Buyers prioritise predictability and reduced internal risk over lowest price. Key Insight for Sales Teams In B2B sales, every deal must satisfy three buyer needs: * Functional, does the solution work * Social, how it impacts internal stakeholders * Emotional, whether it reduces personal and career risk   Ryan Burman is the founder of Pitch to Procure and creator of the First to Pitch methodology. He helps sales and procurement teams improve alignment, negotiation outcomes, and supplier relationships in complex B2B sales environments. Key Quote “The first transaction is not the win. The first transaction is the test of trust. Pass that test and even if you don't get a deal, you can get a customer for life.” Marcus Cauchi   Ryan Berman | LinkedIn Marcus Cauchi | LinkedIn

  The Honest Conversation Nobody Else Is Having Every founder reads the analyst reports. Every sales leader nods along in the conference sessions. Partnerships are the future. Ecosystems are everything. Co-selling is the key to unlocking faster growth, bigger deals, and stickier customers. And yet, ask those same founders and sales leaders whether they're actually banking on partner-sourced revenue to hit their number this quarter, and the answer is almost always the same: no. Why? Because it's never been reliable. Because it's always been treated as a nice-to-have. Because nobody actually knows how to make it work. That's the conversation this episode is built around. Alex Buckles has spent 20 years in enterprise sales, in the SAP ecosystem, the Adobe ecosystem, running and exiting two professional services companies, and figured out early in his career that if he wanted deal flow from partners, he had to earn it. That realisation eventually became Forecastable, a company whose only measure of success is pipeline production through co-sell motions. What You'll Hear in This Episode Why the instinct to hire a partnerships professional first is wrong When a sub-150 person company decides to get serious about partnerships, the first move is almost always to bring in someone with a traditional partnerships background. Alex argues this is the wrong call, not because those people aren't valuable, but because what you actually need at that stage is proof of concept, not infrastructure. A junior AE or an SDR with the right playbook can prove repeatability faster and cheaper than six months of PRM setup and deal registration frameworks. The co-sell door opener and why discovery calls don't cut it The most powerful concept in this episode is what Alex calls the co-sell door opener: a high-value experience you invite the prospect into rather than a pitch you push at them. Think of it like a $5,000 event that the vendor covers, limited seats, relevant to a specific pain, designed to create genuine engagement rather than manufactured urgency. It doesn't feel like a sales motion because, done right, it isn't one. The three types of value anyone ever sells Fix something. Prevent something. Improve something. That's it. And when you're building co-sell plays, Alex argues the fix is almost always the most powerful place to start. If the prospect has a raging toothache, don't pitch them a one-year dental plan. Why 60% of pipeline dies in no decision — and what's really behind it Marcus and Alex dig into something most sales training doesn't touch: buyer safety. Not qualification. Not discovery. The deeper question of whether the person sitting across from you can actually afford, professionally, politically, emotionally, to make this decision. When you ignore that question, you end up with a pipeline full of deals that were never going anywhere, a constipated middle of funnel, and a close rate that would make any CFO reach for the antacids. The second room problem 80 to 90 percent of the sale happens without you in it. The internal conversations, the allocation committees, the corridor conversations between stakeholders, none of that is visible to the vendor. Which means your champion has to carry your story, unedited and unaccompanied, into rooms you'll never see. The question isn't whether your deal is qualified on paper. It's whether every stakeholder in that buying committee would go to bat for you when you're not there. What great partner enablement actually looks like It's not onboarding decks and quarterly business reviews. It's getting in front of the frontline manager with a win story, asking for 15 minutes on their weekly team call, and showing up with something their reps can use in the field that week. Ghost-written outreach. Account development research. Win wires in shared Slack channels. Perpetual mindshare, that's what you're actually after. Demos: mostly a waste of time Alex's take on this is blunt. Once you've given a demo, the buyer has locked in their view of you. You've answered a bunch of curiosities, and they may ghost you. Save the demo for last. Use it to confirm the order, not to create one. If it won't change a stakeholder's decision, don't do it. Three Takeaways You Can Use Tomorrow 1. Start with the interview, not the one-pager. Before you build any co-sell playbook, get the most trusted systems integrator in the room and ask them what makes them different. Real conversations produce better plays than merged marketing decks every time. 2. Know who owns the problem and who owns the outcome — they're almost never the same person. In most organisations, the partnership professional owns the problem but has no budget and limited authority. The sales leader owns the outcome but views partnerships as fluffy. Bridging those two people explicitly — not hoping it happens organically — is what gets deals done. 3. Ask yourself the second room question for every stakeholder. If this person were in a room with their boss right now and you weren't there, would they go to bat for you? If you can't answer yes with confidence, you've got more work to do. About Alex Buckles Alex is the CEO and co-founder of Forecastable, a professional services company that stands up partner programs and co-sell motions that produce measurable pipeline. With a background spanning enterprise sales, the SAP and Adobe ecosystems, and two exited professional services businesses — all built through co-selling — Alex brings a perspective on partnerships that is grounded entirely in what produces revenue, not what looks good on a slide.

  If you run a business with a sales team, this episode will make you uncomfortable. That's the point. Marcus Cauchi and Andy Hough have a no-holds-barred conversation about why sales has become distrusted, what's causing it, and what founders and CEOs can actually do to fix it. Andy has spent decades in the field, from Lloyds and Barclays to 16 years at EMC (now Dell), and has since sat through hundreds of hours of sales meetings as a researcher. He knows where the bodies are buried. What we cover in this episode: Why sales has shifted from a relationship-driven profession to a numbers and technology treadmill, and what that's costing you in customer trust, revenue quality, and staff retention. How shareholder pressure flows down through leadership, management, and sellers, and arrives in front of your buyers as inauthenticity, shallow discovery, and unwanted pressure. Why the best sales interactions are built on understanding how your customer makes money, protects margin, and carries risk, and why most sales teams have lost this entirely. The 90-day productivity myth. Research puts it at 3.2 years for a salesperson to hit full stride. Most organisations churn people before they ever get there. Why activity metrics destroy quality, and what the alternative actually looks like in practice. The player-manager trap and why it almost always ends badly for the team, the manager, and ultimately the customer. What sales coaching actually is, and why the gap between what managers think they're doing and what salespeople are experiencing is wider than most leaders realise. Why seller psychological safety is as important as buyer trust, and how the wrong people keep getting promoted. Why your CRM is aligned to your sales process and not your buyer's journey,  and why that single misalignment is costing you deals you didn't even know you lost. The case for sustainable sales: focusing on the 6-to-36 month pipeline where there's no competition, time to build real relationships, and room to become a trusted adviser rather than another vendor chasing a quarterly number. The question this episode leaves every founder and CEO with: Are the systems you've built designed to create trust with customers, or are they quietly destroying it in order to hit this quarter's number? And critically, does anyone in your organisation feel safe enough to tell you? About Andy Hough Andy Hough is co-founder of the Institute of Sales Professionals, a tireless advocate for sales as a profession, and a doctoral researcher studying the adaptability of salespeople and its impact on performance. He lectures at Cranfield University and is part of the Global Sales Science Institute. He has carried a target, led teams, and spent his career trying to return sales to what it was in its best form. A genuinely human, outcome-focused profession. Connect with Andy on LinkedIn or visit the ISP at www.isp.uk.com About Marcus Cauchi Marcus Cauchi is the host of the Inquisitor Podcast and works with founders, CEOs, and sales leaders on decision safety, go-to-market alignment, and building sales organisations that create long-term customer value. He is currently completing a manuscript on the systemic compromises that accumulate inside sales cultures and the cost they carry. Connect with Marcus on LinkedIn If this episode resonated, share it with your CRO, your Head of Sales, or any founder who's wondering why pipeline feels harder than it used to. The answer is probably in this conversation.

In this episode of the Inquisitor Podcast, host Marcus Cauchi  talks with LinkedIn expert Graeme Riley, a platform user since 2004 and business development consultant since 2012, to cut through the noise and get practical about what actually works on LinkedIn. Graeme shares why most people are using LinkedIn wrong, how the platform's algorithm has evolved, and what separates the salespeople who consistently hit their targets from those who burn out in 18 months. Topics covered include: building a LinkedIn strategy tied to revenue goals, curating your ideal client network, optimising your profile for today's audience, the right content mix for dwell time and reshares, the difference between free, premium and Sales Navigator accounts, and why most companies are wasting their investment in the platform. Whether you're a solo entrepreneur or leading a sales team, this episode will challenge your assumptions and give you actionable steps to stop being a well-kept secret. Find Graeme Riley on LinkedIn https://www.linkedin.com/in/grahamkeithriley/  

Most B2B deals don't end in “no”. They die quietly. No decision. No movement. No momentum. In this episode, Marcus Cauchi speaks with Carl Schmidt, one of the original researchers behind *The Challenger Sale*, about what's really broken in modern B2B selling, and what replaces it. Buyers now do most of their thinking before they ever speak to a salesperson. Buying committees have doubled. Information is everywhere. Confidence is not. This conversation explores why traditional sales approaches struggle in this reality, and why the best sellers are no longer pushing solutions. They're helping buyers make sense of risk, complexity, and internal politics. You'll hear: • Why decision confidence matters more than solution confidence • The fears that quietly kill deals • How sellers unintentionally strip buyers of agency • Why “no decision” is the real competitor • What framemaking looks like in real sales conversations If you're a founder, CEO, sales leader, or an aspiring top performer, this episode will change how you think about discovery, deal reviews, and what it really means to help a customer buy. This is not about tactics. It's about leadership in the buying process. Resources Mentioned: The Framemaking Sale by Karl Schmidt and Brent Adamson: https://amzn.to/4jHYYpU The Challenger Sale https://amzn.to/4qv7w63 Noise by Daniel Kahneman https://amzn.to/4pzcGwr More resources at theframemakingsale.com   Contact Karl:  https://www.linkedin.com/in/karl-schmidt-q/        

Are you settling for "good enough" while your sales organisation invests in an 85% loser rate? In this episode, Marcus Cauchi sits down with David Brock, author of "Is Good Enough Good Enough? Mindsets and Behaviors for Sales Excellence," to challenge the traditional "metrics madness" that keeps founders and sales leaders trapped in cycles of mindless activity. Dave shares his pragmatic, scientific approach to performance, revealing how top performers achieve their goals by being "intelligently lazy" and cutting out the "dead work" that consumes the average workday. They explore the "Three-Pile Strategy" for auditing tasks, the high cost of customer churn, and why personal accountability is the ultimate differentiator between top performers and those who make excuses. A major highlight of this conversation is David's contrarian take on AI. Having used Claude AI as a "thought partner" and "debate partner" to co-author his book, David explains why AI is a "profound amplifier" that makes deep thinkers better but makes "lazy idiots" fail at scale. Learn how to use discovery-based prompting to internalise strategic ownership and why curiosity remains the foundational behaviour for the next generation of leaders. Key Topics Covered: • The Trap of Activity vs. Outcomes: Why being "busy" is often a mask for underperformance. • The Three-Pile Audit: Examine tasks and reclaiming 40% of your team's capacity. • Retention vs. Acquisition: Why the obsession with new logos is a recipe for wasted effort. • AI as a Debate Partner: Moving beyond automation to elevate your strategic thinking. • The Sacred Habit: Why scheduling 20 minutes of reflection daily is non-negotiable for excellence   Contact David Brock on linkedIn: https://www.linkedin.com/in/davebrock/ Email: dabrock@excellenc.com Website: http://partnersinexcellenceblog.com/ Read the book:  https://amzn.to/4brvQku   Contact Marcus https://www.linkedin.com/in/marcuscauchi/  

In this episode, Jordan Corn and Marcus Cauchi dissect the deeply flawed traditional approach to employee performance evaluation, the "Annual Festival of Fiction". They challenge the idea that reviews serve their intended purpose and share actionable frameworks for leaders to build continuous growth systems, rather than just checking boxes. Key Themes for Leaders and Managers 1. The Broken System: Checking Boxes vs. Driving Growth Traditional performance reviews are often theatre: they replace truth with formality and create anxiety instead of growth. When managers simply mark a three on a scale to avoid justification, they are "checking a box". The problem is systemic: reviews often exist as a paper trail for pay decisions and compliance, not for meaningful reflection or planning. Some reflection is better than none, but if the process isn't valuable or valued, it won't change much. 2. Relationships Come First Effective performance management starts with the manager-employee relationship. Reviews fail if the manager is a bully, a micromanager, or insecure. Psychological Safety and Vulnerability: Managers must earn the right to tell the truth by showing vulnerability, asking where staff need help and seeking their advice. Bidirectional Feedback: Feedback should flow in all directions. Employees need to feel safe critiquing management, and managers must be willing to listen without defensiveness. 3. Frequency, Focus, and Continuous Improvement Waiting a year is too long. Annual reviews without ongoing feedback are "like washing once a year". Real performance management is continuous, like adjusting a plane mid-flight. Agile Coaching: Regular micro check-ins: monthly 15–30 minutes or daily three-minute updates keep everyone aligned. Focus on Strengths: Lean into what people do well. Reviews should energise, not dwell on weaknesses. Separate Compensation: Tying pay to reviews is "absolutely inane" and undermines their value. 4. Systemic Issues: Hiring and Alignment Problems often start at recruitment. High turnover results from compromise, or searching for mythical “purple unicorns,” creating systems built to reject rather than select the right fit. Self-Awareness: Reviews can become "behavioral reviews," helping employees understand how they show up and how others respond. Preparation Over Ambush: Managers should prime employees a week in advance and encourage reflection from both sides. The goal is to synchronise reality, not sanitise it. Final Takeaway If you can't run a review rooted in honesty, psychological safety, and growth - or if you limit them to once a year - Jordan Corn says, "throw the whole thing out". Instead, leaders should redesign the process around the human being first, then fill in whatever is required for compliance. For teams stuck in the "Festival of Fiction," Marcus shares systemic models to "model and scale human judgment" and even measure trust as a hard metric, helping embed learning, dignity, and accountability into management practices.   Connect with Jordan on LinkedIn https://www.linkedin.com/in/jordan-corn/ Connect with Marcus https://www.linkedin.com/in/marcuscauchi/ And if you'd like to be a guest contact me https://www.linkedin.com/in/suzannecauchi/  

In this episode of The Inquisitor, host Marcus Cauchi sits down with Scott Aaron, co-founder of The Time to Grow, to explore the power of authenticity in marketing and sales. Scott helps coaches, consultants, and service professionals scale their businesses by prioritizing connection over competition, and this conversation is packed with actionable strategies for growing your presence on LinkedIn while staying human-first. From leveraging AI ethically to optimizing your LinkedIn profile for inbound leads, this episode offers practical insights you can implement immediately. Key Takeaways 1. AI as a Tool, Not a Replacement AI is in its early stages and should be used as a tool to enhance, not replace, human work. Scott and his team use personalized GPTs to help members craft high-engagement LinkedIn content. Avoid “scaling idiocy at volume”: always use AI with a human-centric approach. 2. The Warm Touchpoint Messaging Strategy Dedicate 20–30 minutes daily to active networking on LinkedIn. Automation tools violate LinkedIn's rules—all messages should be sent manually. Use the Warm Touchpoint Checklist to identify opportunities: Accept connection requests Engage with posts and content Comment or vote in polls Subscribe to newsletters Craft your first message: One warm, friendly paragraph Include a relatable connection point Use the word “support” to build rapport Avoid pitching or hard-selling Test your CTAs: Compare direct questions (e.g., “Do you have time for a Zoom this week?”) versus open-ended statements for one month to see what drives more booked calls. 3. High-Impact Content Strategy LinkedIn content increasingly acts as a lead generator. Combine Thought Leadership (expert positioning) with Storytelling (relatability). Keep content simple and digestible, avoiding technical overload. Prioritize practice over perfection and give tangible tips for free to build trust and credibility. 4. Content Types & Scheduling Content Type Frequency Key Tips LinkedIn Newsletter Weekly (Fridays) Best for building subscribers and external traffic. Requires 150+ connections. LinkedIn Live (Video) Twice a week (Mon & Thu, 10 a.m. ET) Build trust over time. Include a CTA to convert viewers into subscribers. Carousel Posts (PDF) Every other week (Saturdays) Use PDF format to allow scrolling. Share quick, actionable tips. Articles Only if under 150 connections   Resharing Occasionally Always add your perspective to highlight expertise. 5. Profile Optimization About Section (Summary) 300–500 words, written in first person Share your personal story, what you do, who you serve, and how you serve them Include 15–20 skill keywords for SEO End with a clear CTA Experience Section List at least three roles, with your most relevant first Include short 2–4 sentence descriptions Use title formatting with totem poles to highlight expertise Example: Co-founder of The Time to Grow | Marketing | Sales | Branding Whether you're looking to grow your LinkedIn presence, craft content that converts, or use AI ethically in your business, this episode gives you the tools to start today. Implement one tip, test it, and watch your connections, and your opportunities, grow. Connect with Aaron on LinkedIn https://www.linkedin.com/in/scottaaroncoach/ Join the Expert Content Society : https://www.thetimetogrow.com/expert-content-society  

Most founders lie to themselves long before they ever pitch an investor. They convince themselves their story is clear, their deck is solid, and their passion will carry them through. The truth? Investors can smell self-deception a mile away. In this episode of The Inquisitor Podcast, Marcus Cauchi sits down with Ben Wiener, venture capitalist, author of the novel Fever Pitch, and someone who knows what it's like to fail spectacularly before finding the formula for investor resonance. Ben's first fund didn't just flop, it crashed. He pitched over 27 investors, was rejected every single time, and even received a few profane ejections. But instead of walking away, he dissected every misstep and built a structural narrative that now underpins the most persuasive startup pitches. Despite being fiction, Fever Pitch hit #1 in multiple non-fiction categories because it teaches a painful truth: most founders don't lose funding because their idea is bad, but because they fail to tell their story truthfully, empathetically, and structurally. What You'll Learn in This Episode 1. Storytelling Isn't Manipulation. It's Communication Many founders, particularly those with technical or analytical backgrounds, resist storytelling. They see it as emotional fluff or manipulation. Ben argues the opposite: stories are how human brains process truth. He explains how a well-structured narrative, rooted in the hero's journey, helps investors understand what's at stake, where the opportunity lies, and why this team is the one to back. As Ben puts it, the goal isn't to cram everything into your pitch. It's to decide what not to say. Founders who “firehose” investors with data end up obscuring their brilliance. The art lies in compression: crushing a lump of charcoal into a diamond. 2. The H-E-A-R-T Framework: How to Win Investor Attention Ben developed the H-E-A-R-T framework to help founders design pitches that resonate instead of repel. Each letter corresponds to a psychological trigger that maps to how investors make decisions: Element Focus Founder Insight H – Hypothesis Start with why. Throw down a belief statement that calls out something broken in your market. E – Enormous Stakes Make it matter. If the problem isn't big, neither is the opportunity. A – Alternatives Are Grossly Inadequate Build tension. Show that the current state is “totally effed up” so your solution feels inevitable. R – Radically Differentiated Solution Deliver the hero. Your idea must be a leap, not a tweak. Investors crave paradigm shifts, not feature lists. T – Traits and Skills of the Team Prove capability. Investors don't buy ideas—they buy the hacker, the hustler, and the hipster. Prove you're all three or have them in your team. 3. Empathy: The Secret Weapon in Pitching and Sales The best founders sell like the best salespeople: they start where the buyer is, not where they wish they were. Ben and Marcus explore why empathy isn't softness, it's strategic. When you meet the investor where they are mentally, you can anticipate objections before they surface, disable the “red neurons” of doubt, and guide them toward clarity instead of confusion. And remember: being invited to pitch doesn't mean you're trusted. You still need to prove your credibility through behaviour, not biography. 4. Balancing Ambition and Reality Entrepreneurship is lonely, and founders must live between two worlds: belief and reality. You need enough delusion to keep pushing against the odds, but enough realism to recognise when something's broken. Ben and Marcus talk about how to use rejection as a diagnostic tool, not an emotional wound. Sometimes, the strongest negative reactions mean you're onto something non-consensus but right. The trick is to refine your structure, not abandon your conviction. As Marcus says, “Run to the sound of gunfire. Find people who'll prove you wrong, that's where the gold is.” For Female Founders Ben's framework levels the playing field by focusing on traits and roles rather than pedigrees and logos. It values demonstrable ability over image.  The episode also redefines selling and leadership as acts of service: helping others make the best decision for themselves. For founders juggling ambition, life, and sanity, this conversation offers a grounded, practical guide to staying both bold and real. Resources and Next Steps Get the Framework: feverpitchbook.com Free Tools: Access the interactive playbook and the H-E-A-R-T pitch generator. Learn More About Ben's Work: Visit jumpspeed.com, his venture fund investing exclusively in one geographic area. Support a Good Cause: All proceeds from Fever Pitch go to charity. Buy the book:  https://amzn.to/4nxFEMv Why Listen This episode will sting, in a good way. It's not about investor psychology, pitch decks, or persuasion tricks. It's about truth, empathy, and building the credibility to lead others. If you've ever wondered why your story doesn't land, or if you've secretly feared you're the one holding your business back, this conversation will hold up the mirror and show you why. Listen now. Face the ugly mirror. And learn to sell your truth.

In This Episode In this episode of Systems Simplified, Adi Klevit speaks with Marcus Cauchi about the systems and mindsets that separate transactional salespeople from true business partners. Marcus introduces his idea of “intelligently lazy design” — the art of doing less but better, on purpose, over time. Drawing from his background under mentors like Bob Master and Mark Goulston, Marcus explains how building systems that prioritize customer safety and empowerment leads to better decisions and long-term trust. He also breaks down why most companies fail to scale: they focus on the wrong end of the problem. Instead of connecting departments and empowering decision-making at every level, they create silos. For Marcus, a go-to-market strategy isn't a collection of functions — it's a living organism. His insights reveal how thoughtful preparation, empathy, and systematic alignment can transform how teams sell, serve, and sustain success.  

Are you bogged down by the daily grind, struggling to scale, or feeling like your business owns you instead of the other way around? This episode of The Inquisitor Podcast is your roadmap to liberation. Join host Marcus Cauchi and special guest Adi Klevit, founder of Business Success Consulting Group, as they dismantle common myths about business processes and reveal how true freedom, growth, and profitability lie within structured systems. In this unmissable conversation, you'll discover: • The Surprising Truth About Freedom: Learn why process isn't a constraint, but the ultimate key to unlocking more time, allowing you to focus on higher-value activities, live a better life, and reclaim personal freedom from day-to-day operation • Creativity's Best Friend: Challenge the widely held belief that systems stifle creativity. Adi and Marcus reveal how well-designed processes act as a "well-paved freeway," channeling your efforts and enhancing your ability to innovate and scale without getting stuck • Leadership as Process Architecture: Understand why effective leaders are the "systems and process architects" of their organisations, building frameworks that simplify work, reduce cognitive load, and empower their teams to excel • Beyond the Balance Sheet: Redefining ROI: Discover how the return on investment from process improvement extends far beyond monetary gains. Hear compelling examples of how strategic process design can yield precious "mom time," the ability to pursue new ventures, or even just the freedom to take walks during the day for strategic thinking. • The Radical Approach to Eliminating Waste: Marcus Cauchi introduces his bold strategy for identifying and immediately stopping processes with high failure rates (anything below 5% effectiveness is blacklisted!), freeing up wasted time, effort, and opportunity costs. • Navigating the Invisible Gaps: Uncover the critical importance of focusing on the "seams" and "handovers" between departments – these often-overlooked gaps are where most failures and bottlenecks occur, directly impacting customer satisfaction and your bottom line. • Empowering Your Team and Breaking Bottlenecks: Learn why involving your team in process development isn't just nice-to-have, it's essential for fostering ownership, driving growth, and preventing leaders from becoming the very bottleneck they're trying to eliminate. • The Chaos You're Creating (and How to Stop It): Get a blunt look at the painful realities of a lack of process: inconsistent results, customer complaints, key employee knowledge being held hostage, and a significantly lower business valuation. Then, discover how to shift to a culture of accountability and clarity. • The Power of "Just Start!": Adi Klevit shares a powerful message: you don't need to be a process expert to begin. Identify one low-hanging fruit area in your business that promises the biggest return and start documenting TODAY. This conversation is packed with actionable insights and real-world examples that will transform how you view your business and your life. It's time to stop complaining about chaos and start designing your freedom! About the Guest: Adi Klevit is the founder of Business Success Consulting Group, a company dedicated to helping entrepreneurs systematize, document, and implement processes to achieve scalable growth and personal freedom. Adi brings her expertise as an industrial engineer to solve real-world business challenges, empowering hundreds of companies to thrive. You can learn more about Adi and her work at bizsuccesscg.com   Connect with Adi Klevit: • LinkedIn: Adi Klevit • Website: bizsuccesscg.com • Email: adi@bizsuccesscg.com • Call/Text: 503-662-2911  

In this episode of The Inquisitor Podcast, host Marcus Cauchi speaks with Michael Davis-Marks, a veteran of the Royal Navy who commanded a nuclear-powered submarine and now focuses on leadership development and advocating for the veteran community. They discuss decision-making under pressure, the unique transferable skills veterans bring to civilian life, and the critical differences between traditional and effective leadership models like servant leadership. The conversation highlights the importance of training, teamwork, delegation, building trust, and fostering a culture where people feel valued and empowered to do their best work. Michael Davis-Marks: Spent 36 years in the Royal Navy, primarily as a submariner, including commanding a nuclear-powered submarine. Served in the British Embassy during 9-11. Since leaving the Navy 13 years ago, he has focused on leadership development and culture. He is also the managing editor of TheVeteran.uk, a publication that gives voice to the veteran community. His mission is to amplify the lived experience of veterans, challenge outdated stereotypes, and advocate for what armed forces veterans can offer to organisations, employers, and society. Key Discussion Points: Veterans as a Valuable Asset: Veterans possess extraordinary transferable skills such as leadership, teamwork, discipline, and commitment, which can be enormously helpful to organisations and society as a whole. There are approximately 2.2 million veterans in the UK, about a million of whom are of working age, representing a significant pool of talent. Challenging Stereotypes: The common stereotype of military people as "Colonel Blimp" or a "shouty sergeant" is inaccurate for the vast majority of veterans. Veteran Mindset: Many veterans, including Michael, don't initially realise how much they have to offer civilian life due to a self-effacing mindset developed through military training that prioritises the team over the individual. Decision Making Under Stress: The military trains individuals to remain calm and think clearly in high-pressure situations. The ability to make good decisions under stress is crucial and can be developed through training and building resilience. Leadership Defined: Leadership is not about telling people what to do. It's about motivating and inspiring people, helping them become better versions of themselves. Servant Leadership: This model posits that the leader is there to serve the people subordinate to them, helping them realise their full potential. It's about looking after the people in your charge, not just being in charge. Delegation vs. Abdication: Leaders who spend their time "doing" are stealing learning opportunities and growth from their people. Empowering people to work things out for themselves, rather than always providing the answer, is crucial for development. Michael's rule was "don't bring me problems, bring me solutions". Allowing people to "have a go," even if they make mistakes in a safe environment, fosters learning. Creating Conditions for Trust: Trust begins with the leader's self-awareness, emotional intelligence, and empathy. It is developed by assigning low-risk tasks initially, being a mentor and coach, gently nudging rather than directing, and providing encouragement and positive feedback. Leadership is Trainable: While some may be "born leaders," leadership skills can be taught and developed through training and practical experience. Openness to feedback and the realisation that one is not perfect are key to improvement. The Staircase of Learning: This concept describes the progression from unconscious incompetence (not knowing what you don't know) through conscious incompetence and conscious competence to unconscious competence (second nature). Training and repetition are critical to moving through these stages and building resilience. Continuous Improvement: In the military, standard operating procedures were changed "all the time" because you can't stand still; "every day is a school day". Agility of thought is essential because plans often don't survive first contact. The Leader's Role: The leader's job is to create the conditions for their people to do their best work. Delegating tasks to competent people allows the leader to step back, maintain a strategic view, and avoid becoming a bottleneck or single point of failure. The Importance of People: People are the most important asset in any organisation, not just numbers on a spreadsheet. Treat them as people. A high staff retention rate is often a sign of a happy and well-led company. People frequently leave jobs because of their boss, particularly if the boss prevents them from doing their best work. Beating people does not improve morale. Advice for New Managers: "Get Off Your Arse" (GOYA) is crucial advice. New managers should spend their initial time listening, walking around, asking curious questions about what people do, what they like/dislike, and what can be improved. Taking notes shows you are listening and helps you remember. Getting out and talking to people makes them feel important and that they belong. This approach should be routine, not just for the first few days. Lesson for a Younger Self: Michael would tell his 23-year-old self that he knows much less than he thinks and is surrounded by people who can help. He would advise working on relationships with others to learn and grow together as a team, emphasising that people are the most important aspect in everything. Recommended Resources: "Turn the Ship Around" by David Marquette (Discusses an "I intend to" model of leadership empowering the team). "Always Start With Why" by Simon Sinek. "Leaders Eat Last" by Simon Sinek (Highlights the principle of leaders serving those who rely on them). TheVeteran.uk: Publication giving voice to the veteran community. Connecting with Michael Davis-Marks on LinkedIn

In this episode of The Inquisitor podcast, host Marcus Cauchi interviews Edward Ingham about his journey from traditional, product-focused sales to a more customer-centric approach. The conversation delves into the real-life moments that shaped Edward's shift and the practical impact it has had on his career and well-being. Guest: Edward Ingham, Senior Sales professional (biopharm-bd.com) About Edward: Edward is a dual national British-Spanish salesperson based in Madrid, with 10 years of experience selling into enterprise pharma and startups. He has observed recurring sales themes across different company sizes and has learned significant lessons from his experiences. Key Discussion Points: The Epiphany Moment: Edward realised the need for change about five years into his sales career. This shift occurred when he stopped focusing on the technical aspects of the product and the prospect's role (like CBO or CEO) and instead looked inward, considering how his own actions were affecting the other person, viewing them as human beings. He began to think about how he would feel if someone was doing what he was doing to them. The second part of this transition was spending time to truly understand the prospect's world, recognising that they don't make impulse purchases and need to "sell" internally within their own organisation to get things done. Breaking Point: The old way of selling became unbearable, particularly during lockdown, when facing constant rejection alone in an apartment led to self-doubt. This coincided with him starting to listen to The Inquisitor podcast, which offered a new perspective on questioning people to understand their situation. The sense of rejection was the most difficult part of the old approach. Understanding Buyer Behaviour: Marcus highlights that buyers don't reject the salesperson, proposition, or product itself, but rather the uncertainty and lack of safety associated with the decision. Buyers want to make the right decision effectively and know that a purchase will deliver the intended outcome. Creating false urgency creates distrust. Learning and Improvement: Edward learned from ghosting experiences that prospects are not necessarily "mugging you off," but often have internal issues or priorities that take precedence. The key is to probe and ask tough questions (nicely) to understand the prospect's reality and qualify or disqualify opportunities early. This prevents "bulking up" pipelines with uncertainty, which can negatively impact forecasting up to the board and investors. Becoming an Ally: The moment of realisation that his job was to be the customer's ally, not their accomplice or adversary, came from slowly implementing client-centric approaches and seeing immediate positive results. Switching the tone in emails or meetings led to responses from non-responders, positive reactions, and feeling appreciated in the room. The Power of Client-Centricity: Edward found that adopting a client-centric approach, treating prospects as human beings with emotions, helps overcome imposter syndrome, especially for those without a deep scientific background in technical industries like pharma. This approach serves as a unique differentiator against salespeople who product push. Clients appreciate honesty, like direct answers to questions such as "Who is better, you or your competitor?". Improved Results: A major difference seen is that very little unqualified opportunity enters the pipeline. By asking questions and understanding the client's position and internal readiness, opportunities are typically only added at a later stage (like "submit proposal"). This results in a very high close rate for opportunities that do enter the CRM. This certainty is valuable for communicating upwards within the company. Prospecting for Life: Shifting the mentality from transacting or booking meetings to prospecting for a customer for life changes the entire conversation tone. The focus is on genuinely understanding the other human being and their pressures. Client Reaction and Referrals: When this shift occurs, people actually want to spend time with you and become just as invested in the conversation. The feeling of needing to chase disappears. Edward receives messages directly from prospects on their personal phones. He finds he needs to do less work on accounts because internal people know he isn't difficult to work with and will help them internally. People who were historically bombarded may reach out, demonstrating that less work structured differently leads to inbound interest. Activities Eliminated: Edward no longer wastes hours with "tire kickers" or spends time on "just checking in" follow-up emails. This time is reinvested in self-improvement or sales enablement. The customer-centric approach reduces waffle and uncertainty in pipeline discussions. Doing the Right Thing: A principled approach includes the absolute minimum gesture of honesty, such as advising a prospect that a competitor might offer a better, cheaper, or quicker solution if their request is out of scope. This is uncommon but helps differentiate a salesperson and build long-term memory with the prospect. Impact on Self: Being human-centric makes you a lot happier. You go home feeling like you've helped someone, which is often the antithesis of traditional sales. Done well, sales is about facilitating good decisions and empowering people. Engaging Broadly: Edward aims to engage with around 12 or more people within an account over the medium term, having interactions not solely focused on the sales process. It's important to get in touch with key people (like procurement or legal) before you need something from them. Working with Procurement: Edward learned that engaging with procurement with purely their interests at heart is pivotal. They are trying to save the company money and have specific KPIs; understanding these can help make their life easier and create internal advocates. The Power of Mentorship: A critical move was seeking mentorship from people he had previously interacted with, particularly those he might have "pissed off" as a salesperson, or people in roles like procurement. He crafted concise LinkedIn messages asking for 15 minutes a month of mentorship with "no strings attached" and a promise not to abuse the goodwill. The response rate has been incredibly high (above 90%). This provides invaluable insight into the customer's world, their internal pressures, and the emotional factors influencing decisions. No Need to Discount: Edward learned that discounting feels insincere and is effectively "lying to people". It should be avoided at all costs unless value has been clearly delivered and the prospect understands they need the product. Discounting hurts cash flow, forces more prospecting, and procurement remembers suppliers who are quick to discount. Owning Your Development: Edward advises people who are waiting for company training to stop pointing the finger. It is the individual salesperson's responsibility to train themselves. Finding role models (through podcasts, content, reaching out) and making yourself vulnerable by seeking feedback are key. How You Sell Matters More: Both Edward and Marcus agree that how you show up and how you sell matters more than what you sell. The intent behind the interaction will be remembered, not the technical details of the product. The Real Issue: The fundamental issue in sales is often time and relevance for the prospect at a given point in time, not the product itself. Becoming a Board Director: Edward's recent transition to a board director highlights the value of having frontline sales perspectives on boards, providing insights into market dynamics and customer reactions that senior execs might not have due to being removed from daily sales interactions. Final Challenge: Stop product pitching and focus on the prospect's world, their agendas, and their life. Treat them as human beings, understanding their needs and priorities, not just focusing on your own targets. Recommendations for Further Learning: Books: Demand Side Sales by Bob Moesta, Trust-Based Selling by Charlie Green, The Other Side of Sales by Mark Schenkeus, How to Make Friends and Influence People. Podcasts/Content: We Have a Meeting (WAM guys), Benjamin Dennehy, Jerry Hill. Community: Veblen Community (Callum Lang). Networking: Seek mentors through respectful outreach. Consider Sellers Anonymous. How to Connect: Edward Ingham: edward.ingham@biopharm-bd.com or reach out on LinkedIn. Marcus Cauchi: Get in touch regarding Sellers Anonymous or the Career Pathfinder. The conversation highlights the transformative power of shifting to a truly human-centric and principled approach in sales, leading to increased effectiveness, personal fulfillment, and stronger customer relationships.

Lean Selling: How to Make Buying Effortless & Ethical

What if everything you thought you knew about transformation was wrong? In this episode, Marcus Cauchi and Matt Gaskin cut through the nonsense and dive into the brutal truths about why most change programs flop—and what Lean really looks like when it's done right.

Welcome to episode 127. Thank you for listening in 2024. Looking back at this year, I've been reflecting on the superb guests I've had on the show. I thought I'd select a handful of soundbites from this year's podcast episodes to share with you. This isn't a comprehensive list - there have been so many standout moments - but these clips include tips, advice, or insights that stayed with me. I've shared 10 soundbites that I hope you find as useful or insightful as I did. Stick around until the end to hear a clip from one of the most popular episodes and one that I received the most positive feedback from listeners! You can also read more about each of these guests by visiting this episode's page on my website here: https://www.accountmanagementskills.com/top-10-tips-insights-from-the-podcast-in-2024-with-jenny-plant These episodes are mentioned: 1. Episode 125: Dan Pfister, "How to Win Back Clients for Exceptional ROI" 2. Episode 120 & 121: Carey Evans & Simon Rhind-Tutt, “What Your Client Don't Tell You” 3. Episode 116: Jack Skeels, "Why Agencies Need to Rethink Project Management" 4. Episode 117: Tim Williams, "Why Time-Based Pricing Doesn't Work" 5. Episode 114: Gareth Healey, "Stand Out or Die" 6. Episode 115: Tim Riesterer, “Why selling to client and prospects is different" 7. Episode 109: Michael Farmer, "Why the Agency Business Model Isn't Working" 8. Episode 91: Sharon Toerek, "How Agencies Are Navigating the Legalities of AI Use" 9. Episode 111: Alison Coward, "How a Workshop Culture Builds High-Performing 10. Episode 105: Benjamin Dennehy & Marcus Cauchi, "How to Sell" If you'd like to be kept up to date with who is coming on the podcast, the topics we're covering, receive tips about agency account management or to be notified about trainings I'm doing, you can sign up for my newsletter at my website: https://www.accountmanagementskills.com

Jeff Standridge sits down with Marcus Cauchi of the Ally Method to dissect modern sales strategies & leadership principles. They discuss the critical need for ethical, customer-centric sales approaches & how empowering buyers, rather than coercing them, leads to lasting client relationships & sustainable business success. You can find Marcus at https://www.linkedin.com/in/marcuscauchi.Follow Us on Facebook, Instagram, or LinkedInGet in touch InnovationJunkie.comWant to WATCH the podcast? We're on YouTube! Check it out now

Episode Overview: In this episode, Marcus Cauchi hosts Mike Lander, a seasoned procurement director turned sales trainer, who shares insights from both sides of the procurement and sales processes. The conversation centers around improving sales strategies by understanding buyer psychology and removing uncertainties that often hinder successful sales. Key Highlights: Background and Experience: Mike Lander has extensive experience in procurement, having managed substantial budgets and vendor relationships. He now focuses on educating salespeople about what not to do when dealing with buyers. Buyer and Seller Dynamics: The discussion explores the common mistakes salespeople make, such as using manipulative tactics, which often backfire. Lander emphasizes the importance of building trust and credibility with buyers rather than using transactional sales techniques. Risk and Decision Making: A critical theme is understanding how buyers assess risk. Lander explains that buyers prioritize minimizing risk, which includes concerns about reputational, operational, and financial risks. Effective sellers help buyers mitigate these risks by providing clear, value-driven solutions. Building Relationships: The conversation highlights the significance of deepening relationships with clients, exemplified by Lander's experience with a trusted vendor named Malcolm. Malcolm's approach was relationship-first, offering timely and valuable insights that helped navigate complex decisions and risks. Negotiation and Value Perception: Lander discusses negotiation strategies, stressing that sellers should focus on adding real value rather than being seen as commodities. He advises that sales professionals should aim to understand the buyer's needs and co-develop solutions, thereby differentiating themselves in the market. Final Thoughts: The episode wraps up with Lander reiterating the importance of sincerity in sales. Tune in to hear more about navigating the intricacies of sales and procurement from a dual perspective!

This is the 2nd Webinar in our Hot! Revenue Series

The 1st of 3 Webinars in our hot revenue series.

Marcus Cauchi and Teddy Peck dive deep into the art of effective sales management. This episode is packed with insights for sales leaders and managers who value empathy, integrity, and continuous improvement.  Core Takeaways: - Empathy and Integrity: Building lasting client relationships through honest and transparent communication. - Coaching and Development: Regular, tailored coaching sessions that improve team performance and foster autonomy. - Welcoming Objections: Viewing objections as opportunities to engage more deeply with customers. Key Lessons: 1. Pain-Free Selling: Attracting value-aligned clients through straightforward communication. 2. Lifetime Partnerships: Building respectful, long-term client relationships. 3. Adult Relationships: Fostering a respectful and accountable management culture. 4. Value of Objections: Reframing customer objections to deepen engagement. 5. Effective Onboarding: Setting clear expectations for new hires to ensure their success. What's in it for You? - Leadership Insights: Learn to transition from individual contributor to empathetic manager. - Recruitment Strategies: Hire for fit and potential, then onboard effectively. - Culture Building: Create an authentic, productive work environment through empathy and vulnerability. Tune in to gain practical advice on enhancing sales strategies, improving management practices, and fostering a culture of empathy and continuous improvement. This episode is essential for sales leaders aiming to build high-performing, client-centric teams. Contact Teddy via linkedin.com/in/teddypeck Phone: +1 347 260 0898 (Mobile) Email: teddy.peck@icis.com *** Curious to see how empathy-driven leadership can transform your team's performance? Let's have a conversation to explore your goals and challenges. Take our sales strategy audit and book a 30-minute debrief call with me to discover if we're the right fit for a coaching partnership. Together, we'll chart a path to sustainable success. https://mailchi.mp/laughs-last.com/satp    

Get ready for a mind-bending episode that will challenge your definition of success! Jamie Reeves and Marcus Cauchi team up to tackle the illusion of achievement and the quest for true fulfillment. Jamie, the mastermind behind a seven-figure business, shares his personal journey from near failure to finding balance and prioritizing what truly matters. Marcus, notorious for his no-nonsense approach, will poke and prod your beliefs about success, leaving you questioning the allure of material wealth and status. This episode is not for the faint of heart, as it delves into the ripple effects of missed moments and the power of discerning what truly brings happiness. Brace yourself for real-life stories, practical advice, and a wake-up call that will make you reassess your pursuit of success. Don't miss this thought-provoking conversation that will challenge your perspective and inspire you to redefine success on your own terms. Tune in now and prepare to have your mind blown! linkedin.com/in/jamie-reeves-3b902532 Websites thebestsingingwaiters.com (Other) thejamiereeves.com (Other) Phone: 0161 452 0014 (Work) Address: Wigan! Email: info@thebestsingingwaiters.com ** Pipeline Certainty = Revenue Certainty If you want to learn how you can achieve both take my pipeline certainty test. It'll take about 8 minutes, we'll send you a short report. Then visit thesellercode.org. Does it resonate with you? If it does, grab 30-minutes for free in my calendar. The link is offered to you when you complete the test. I look forward to giving you feedback. You are being compared to the top 4% producers who perform at the top of their game whatever the market conditions without excuses or blame. you aren't going to come out smelling of roses in every area, and by definition you will probably be in the 96-percentile. This is about learning what you can do to improve. No judgement. And I won't sell you coaching unless you ask me to. I don't need the business and don't take hostages! If it doesn't resonate or you think this will never work for you in your industry in this economy, what do you do to deliver revenue certainty?

This episode is also available on YouTube: https://youtu.be/rf0Bxlh8diY Do you want you, or your product or service to be tied to a feeling of pain?  That's a considerable red flag, and our guest, Marcus Cauchi, explains why.  Marcus challenges traditional sales methodologies, advocating for a pain-free discovery process and embracing objections as accelerators in the sales journey.  What you'll learn: Why buyer safety is critical to your success. Why business values must align with customer needs Why it's time to embrace a more ethical approach to sales. What is the Seller Code, and how you can be part of it. Resources: The Seller Code - thesellercode.org Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress - by Bob Moesta, Greg Engle Giving Voice to Values: How to Speak Your Mind When You Know What's Right - by Mary C. Gentile Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships - by Charles H. Green Full Funnel Freedom https://fullfunnelfreedom.com Sandler on Instagram https://www.instagram.com/sandler_yyc/  Sandler in Calgary - www.hamish.sandler.com/howtosandler Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com  

In this episode of the Inquisitor podcast, host Marcus Cauchi sits down with Frank Byskov, a financial advisor and wealth manager at 44 Financial, to delve into the world of sustainable investment—a subject that has not been extensively covered on the show before. Byskov, with a rich background in financial economics and a personal journey from Denmark to establishing his firm in the United States, advocates for investments that align with one's life values, emphasizing the importance of environmental stewardship and social responsibility. The conversation navigates through the complexities and common misconceptions surrounding sustainable investment, shedding light on ESG (Environmental, Social, and Governance) factors and how they contribute to making informed, value-aligned investment decisions. Byskov explains the tangible benefits of sustainable investment, not only from a financial perspective but also in terms of the broader impact on society and the environment. Listeners are guided on how to start their journey towards sustainable investing, highlighting the significance of aligning investments with personal values and the positive emotional return that accompanies such alignment. Byskov stresses the importance of patience, research, and possibly seeking professional advice to navigate this nuanced field effectively. This episode is a must-listen for anyone interested in understanding how sustainable investment can contribute to personal wealth while fostering a positive impact on the world, emphasising that it is possible to achieve financial returns without compromising ethical values. ** Take the selling aptitude test. Learn something you don't know about yourself. Something you can improve within 30 days and a learning pathway for the next 12 months.  https://mailchi.mp/laughs-last.com/satp Then grab 30 minutes for an unvarnished feedback session. No charge and I won't pitch you coaching. If you want me to coach you, ask me.

  Do what you love and you will never work a day in your life!   In this episode, Marcus Cauchi is joined by Julie Barlow, a prolific writer, for an engaging conversation that delves deep into the nuances of the writing business, the intricacies of negotiating with clients, and the art of principled selling. Barlow, alongside her partner Jean-Benoit Nadeau, has navigated the complex landscape of self-employment to build a successful writing business, encapsulating the journey in their book "Going Solo." The episode illuminates the often-overlooked aspects of starting and running a writing business, from understanding market needs to setting realistic expectations and the importance of communication. Julie shares valuable insights on the significance of aligning one's work with their core values, and how this alignment not only aids in achieving professional success but also in fostering meaningful relationships with clients. Listeners are treated to practical advice on how to approach negotiations, emphasising the need for clear communication and mutual understanding to create win-win scenarios. Julie also highlights common pitfalls for new entrepreneurs, such as underestimating the value of their work or failing to recognise when to say no to potential clients. This conversation is a must-listen for anyone considering or currently navigating the world of self-employment, offering a blend of practical strategies, personal anecdotes, and actionable advice to help listeners build a fulfilling and sustainable career on their own terms. *** Want to know what your buyers are really experiencing when you sell? https://mailchi.mp/laughs-last.com/satp 30 minute free debrief and consult

In this dynamic episode of the Inquisitor podcast, Marcus Cauchi delves into the philosophical and transformative with Disco Dave Wynn. Wynn, an advocate for using music as a medium for profound personal development, shares his unique approach to coaching, encapsulated in his creation called "music mapping." This method intertwines music and coaching to unlock deep personal insights and catalyse change. Listeners are taken on a journey exploring how individuals can become the DJs of their own lives, using their agency to craft experiences that resonate deeply with their essence. The discussion uncovers the power of intentionality and choice in shaping our lives, emphasising the importance of being conscious about our decisions, especially in challenging moments. Dave's insights into overcoming personal narratives that limit potential, coupled with Marcus's probing questions, make for an enlightening conversation. This episode is not just about music's role in personal transformation but also about facing life's challenges with a creative and open mindset. This episode serves as a beacon for anyone looking to navigate the complexities of life with grace, understanding, and a bit of rhythm, reminding us that within the chaos of life's rapid changes, there lies an opportunity for growth and self-discovery. Ciontact Dave via linkedin.com/in/disco-dave-wynn Website: discodavewynn.com (Company) Phone: 07708 756403 (Mobile) ** Want to know what you're doing to frighten off buyers? And how to turn frowns into wynns! https://mailchi.mp/laughs-last.com/satp  

Margie Oleson, founder and CEO of Olson Consulting, chats with Marcus Cauchi to explore the transformative power of leadership and the importance of eliminating organisational silos. Margie shares her wealth of experience in developing the Top Team Accelerator, a programme designed to assist senior leaders and their teams in creating more cohesive, effective, and better-run companies. The discussion delves into the common blind spots leaders face, such as the misconception that they are the only ones experiencing challenges, leading to a culture of isolation and the perpetuation of dysfunctional communication practices within organisations. Margie emphasises the critical need for leaders to recognise their own areas for improvement and to embrace the art and science of leadership, which many may not realise they lack. The conversation also highlights the significant impact of leadership practices on organisational culture and success. Margie argues that most leadership issues stem from a disconnect between knowledge and implementation, often hindered by the human brain's resistance to change. By addressing these blind spots and implementing structured processes, Margie says organisations can achieve greater alignment, reduce workplace gossip, and foster a culture of trust and collaboration. Listeners will gain a deeper understanding of the vital role leadership plays in the success of an organisation, the importance of addressing and overcoming common leadership challenges, and the benefits of creating a more aligned, communicative, and effective leadership team. Margie's insights provide valuable guidance for leaders looking to navigate the complexities of organisational dynamics and lead their teams to greater success. Contact Margie via linkedin.com/in/margieoleson Website: oleson-consulting.com/ (Company) *** Grab 30 minutes with me for a debrief on your results from the Sales Strategy Audit. No charge. https://mailchi.mp/laughs-last.com/satp I believe buyers deserve beter. I sell  within the seller code. Do you? https://thesellercode.org  

Welcome to episode 105, I have invited two of my most popular podcast guests back for a second time, sales trainer legends; Marcus Cauchi and Benjamin Dennehey. ‌Both have been sales trainers for years and have worked with many agencies and tech companies. They shared some golden nuggets to help you with selling your agency's services. ‌I had to throw away the list of questions I'd prepared and let the conversation flow naturally because I wanted to capture as much of their collective sales wisdom and tips as possible. I hope you'll enjoy the longer length of this episode and ultimately come away with some practical things you can implement in your sales process. ‌‌· An understanding of the importance of having the ability to ask superb questions during the sales conversation with a prospect. · In our chat, Marcus and Benjamin role play a conversation and hopefully you can take the principles away and model some of the language they're using in your next sales conversation with a prospect. You can reach Marcus Cauchi on LinkedIn, via marcus@laughs-last.com, visit his website: https://www.laughs-last.com and The Inquisitor podcast. You can reach Benjamin at https://www.uksmosthatedsalestrainer.com/ If you'd like to chat to me about selling skills for agency account managers to help you with your your existing client accounts then you can go to my website https://www.accountmanagementskills.com and find out more about how I help build an entrepreneurial mindset in account management through my training programmes.‌

In this episode, we feature an interview on TheInquisitor Podcast with Dr. Raymona as the guest. Dr. Raymona, along with the host of TheInquisitor Podcast, Marcus Cauchi engage in a candid conversation about diversity, equity, and inclusion. The discussion explores the challenges of navigating sensitive topics and addresses issues like physical access limitations, biases in recruitment, and the importance of self-awareness for managers.   Their conversation doesn't stop there, they tackle the tough task of having difficult conversations and the magic of cooperation and communication in building resilience. Join them on this journey of self-reflection, learning, and commitment towards creating a more inclusive business landscape.In this episode, we talk about the following...1. The importance of recruiting and onboarding processes that focus on inclusion rather than conformity.  2. Why the success of diversity, equity, and inclusion efforts relies heavily on the self-awareness of managers. 3. The challenges associated with terminology in the diversity and inclusion space. You can find Marcus on…Podcast https://marcuscauchi.podbean.com/ LinkedIn https://www.linkedin.com/in/marcuscauchi/Want more from Dr. Raymona?Instagram https://www.instagram.com/drraymonahlawrence/LinkedIn https://www.linkedin.com/in/drraymonahlawrence/Facebook https://www.facebook.com/drraymonahlawrence/Thank you for listening!~Dr. Raymona

In this episode of TheInquisitor podcast, join host Marcus Cauchi as he dives into the world of leadership with special guest Jay Weiser. Jay, a renowned consultant, shares his expertise in helping leaders thrive in the face of disruption and uncertainty. Get ready to uncover the blind spots that hold leaders back and learn how to unleash your leadership superpowers. Here are 5 points of interest from the episode: The Five Leadership Superpowers: Discover the key attributes that can transform your leadership style and empower you to navigate challenging times. The Impact of Blind Spots: Explore the common blind spots that leaders often overlook, hindering their ability to respond effectively and think ahead. Moving from Firefighting to Future Thinking: Understand the importance of shifting your focus from reactive problem-solving to proactive, long-term strategies. Redefining Success: Learn how to align your definition of success with your team's and create a shared vision for growth and transformation. Challenging the Status Quo: Explore the boundaries and limitations that may be holding you back and discover new possibilities for leadership growth. Before listening, ask yourself: Are you aware of your blind spots and their impact on your leadership? Are you stuck in firefighting mode, unable to think about the future? Do you have a clear definition of success and is it aligned with your team's? Join Jay Weiser and Marcus Kalki as they challenge your thinking and empower you to embrace your leadership potential. After listening, be prepared to shift your perspective, take ownership of your agency, and unlock new possibilities for success.   Contact Jay via linkedin.com/in/jayrweiser Websites: jayweiser.com (Company) youtube.com/@jayweiserconsulting (Other) medium.com/@jayweiser (Other) Email: jay@jayweiser.com Twitter: Jay_R_Weiser -- Struggling? Can't work out why your training and experience aren't delivering the results you need? Take my selling strategy audit and claim 30 minutes with me debriefing you on the implications of your results and how you can take control and improve within 30 days. Learn something you didn't understand about yourself and start on a journey of permanent improvement. I will not sell you coaching. you can ask about working with me but you are going to have ask, I don't push. I want volunteers not hostages. https://mailchi.mp/laughs-last.com/satp Learn how the top 4% sell whatever the market conditions, competitive landscape and close excellent deals at premium prices that customers love.

In this captivating episode of TheInquisitor Podcast Interview, join host Marcus Cauchi as he sits down with renowned marketing expert Mike Maynard to delve into the world of B2B marketing. Uncovering the blind spots and debunking common misconceptions, they explore the true essence of effective marketing strategies. Get ready to shift your perspective and rethink what's possible in the realm of business growth. In this thought-provoking conversation, Mike Maynard and Marcus Cauchi tackle five meaty points of interest. They discuss the importance of focusing on outcomes rather than the amount of hard work put into a project. They challenge accepted marketing opinions and emphasize the need for tailored approaches that consider individual markets and audiences. They also shed light on the power of testing and encourage marketers to explore new avenues for lead generation. Plus, they highlight the significance of aligning marketing goals with overall business objectives. Before you hit play, take a moment to ponder these powerful questions: How well do you truly understand the blind spots in your marketing strategies? Are you too focused on the work itself rather than the desired outcomes? Are you open to testing and exploring new approaches to generate leads? Prepare to challenge your beliefs and expand your horizons as Mike Maynard and Marcus Cauchi provide eye-opening insights into the world of B2B marketing. After listening, you'll be equipped with fresh perspectives and empowered to revolutionize your own marketing efforts. Contact Mike on linkedin.com/in/mikemaynard Website: NapierB2B.com (Company) Twitter: Mike_Maynard -- Do you want to raise your performance and experience permanent improvements in the next 30 days? https://mailchi.mp/laughs-last.com/satp Complete my selling strategy audit to see how you compare with the world's top 4% performers and how you can move the needle to the right to perform more like them. No pressure. Free 30 minute consult. You'll have to ask me if you want more coaching. I won't sell it to you. You will ask for help if and when you're ready and you don't need any pressure from me to know if you need my help.

In this captivating episode of The Inquisitor Podcast, join Marcus Cauchi as he delves into the fascinating career path of Andy Cunningham, a positioning and branding expert who had the incredible opportunity to work alongside the legendary Steve Jobs. Discover how Andy's journey led her from Silicon Valley to collaborating with one of the most influential figures in the tech industry. Gain insights into her role in launching the Macintosh and the profound impact it had on her expertise in positioning and branding. Get ready to be inspired by Andy's remarkable career journey and learn how her experiences with Steve Jobs shaped her approach to business and innovation. Key Points of Interest: Andy Cunningham's early days in Silicon Valley and her introduction to the world of technology. Her pivotal role in the launch of the Macintosh and collaboration with Steve Jobs. How working with Steve Jobs influenced Andy's expertise in positioning and branding. The lessons learned from her experiences in the tech industry and their impact on her career path. Insights into Andy's unique approach to business and innovation, shaped by her time with Steve Jobs. Discover how Andy's collaboration with Steve Jobs and her expertise in positioning and branding have paved the way for her unique approach to coaching. Andy coaches me through rebranding, repositioning, and realising my message. Andy guides me through a process for developing a strong message architecture. Tune in now to unlock the secrets of creating a compelling brand message and witness the power of message architecture coaching in revolutionizing your marketing strategy. Prepare to shift your thinking and discover what's truly possible for your business. Are you ready to elevate your brand to new heights? Contact Andy via linkedin.com/in/andreacunningham Websites andycunningham.com (Personal) cunninghamcollective.com (Company) Twitter: andycunningham4 -- Get 30 minutes of my coaching free. Take my audit and I'll coach you. No charge. No pressure. https://mailchi.mp/laughs-last.com/satp Just honest insights to improve in 30 days. Want more? Ask about paid coaching. We'll go deep. I'm selective. I push for what matters, not distractions. Are you making sacrifices you don't want? Wrong reasons? What do you want from your career? What matters most? Is something missing? Let's discuss. Take the audit now. Book a free consult. Start the journey today. https://mailchi.mp/laughs-last.com/satp

Discover how simplicity can be the key to unlocking your inner sophistication and brilliance. In this episode of TheInquisitor Podcast, join Marcus Cauchi as he interviews Ben Guttmann, a marketing executive and professor at Baruch College. They dive into the topic of clear communication and its importance in messaging and design. Ben shares insights from his book, "Simply Put: Why Clear Communication Matters and How to Achieve It," where he outlines five principles: beneficial focused salient empathetic minimal Do you waffle? Is your communication confusing? The meaning of your communication means nothing if the other person cannot receive it or understand it. YOU are responsible for making sure your message is fit for purpose.   - - If you want to raise your performance to the role you are in or prepare for your next role, take a few minutes to complete this Selling Strategy Audit, then book your free 30 minute consult with me. If YOU want to talk about working with as your coach we can discuss that but I won't be selling you coaching. You'll learn something you didn't know about yourself, something you can act on and improve within 30 days and how you affect your buyer's perception of risk and how they perceive you - you know the stalls you can't explain - the buyers who ghost you - deals that drift. https://mailchi.mp/laughs-last.com/satp Happy selling.  

Listen to #negotiationcoach Al McBride on ep 503 of #TheInquisitorPodcast with Marcus Cauchi. Join Al and Marcus as their fascinating discussion finds connections between hard-earned lessons. Al shares how dealing art taught him the power of emotion in sales and the quirky characters that schooled him. "Sell hope, not objects," one eccentric advised. Building on decades of experience, Al explains how truly internalizing your value is key to confidently assuaging customers' every concern. "If they sense doubt in your pitch, the deal is doomed," he explains. Listen closely as Marcus draws out priceless insights, like how to make prospects feel fully understood without coming off as disingenuous. Hear Al's best practices for establishing trust and meeting both sides' needs from the start. Discover how to understand your counterpart fully so cooperation can create value for all. As one client said, "With Al's help, agreements feel effortless - he has a gift for joint problem-solving." Absorb Al's wisdom on keeping discussions solution-focused, not positional or simply transactional. Learn to see beyond initial demands to hidden interests, find value that transcends cost, unlocking innovative options where compromise is unnecessary. He trusts that serving mutual interests consistently creates common ground and dry land upon which to build bridges for the long-term. Contact Al via linkedin.com/in/alistairmcbride Websites: almcbride.com/category/podcast/ (Dealing With Goliath Podcast) almcbride.com (Coaching & Consulting) almcbride.com/one-to-one-coaching/ (Schedule a Call With Me) Email: al@almcbride.com Twitter: AlMcBride -- If you want to grab time in my calendar for a coaching call complete the Selling Aptitude Test. You'll probably learn something you didn't know about yourself and at least one way you can improve your performance in the next 30 days. https://mailchi.mp/laughs-last.com/satp Happy selling!

Ep 500:A Question of Ask, Listen, Outclass Your Competition. Ep 500: The Art of Asking Questions - A Masterclass in Curiosity  In this special 500th episode, Marcus Cauchi shares his a few of his best insights and techniques for asking powerful questions. Through coaching real sellers and founders live, he demonstrates how carefully crafted questions can uncover obstacles, open minds, and drive conversations forward.   What You'll Learn From This Episode - Observe how Marcus listens intently and focuses on understanding the other person's real problem before jumping to solutions.  - Notice how he peels back layers of confusion by asking simple but thoughtful follow-up questions.  - See how he builds trust and credibility by not applying pressure or giving unsolicited advice. - Learn several of Marcus' frameworks for crafting open-ended, imaginative questions that provoke creative thinking. - Discover how patience and curiosity are key to guiding people to their own breakthroughs and decisions. "I've carried my sales team's quota the last 2 months by applying tactics I learned from this podcast. I recently closed two of my biggest deals ever ($400k and $300k) thanks to insights from The Inquisitor." Ed, Account Executive, Fintech, Mid-Market Sales Thank You! Thank you to you, our loyal listener for supporting the growth of #TheInquisitor over 500 episodes and rapidly over 180,000 downloads! Suzanne and I ask a favour, that you share this episode with others who could benefit from improving their questioning skills. And please give the show a review, good or bad, witty or serious. We depend on you sharing the show. We don't charge, we don't carry advertising - please support us by telling others. And talking to us about what you learn, what you want to learn. This is a great adventure we share - have your say and tell us what you need, how we can make the show even better, more useful. And recommend great guests, please. Also check out Marcus' coaching for more in-depth learning on powerful strategies to immediately improve your sales conversations and remove friction from your buyer's decision to buy from you. P.S. Want to know something about yourself and your selling that you don't know now? Complete the new and vastly improved Modern Selling Aptitude Test v3.0 - Click here to get your SATv3.0: https://us2.list-manage.com/survey?u=e8a8ee73340bb327841ef9831&id=9d06cf9a16&attribution=false Book a free 30 minute results review and I will share your #BuyerSafetyScore and your #PipelineCertaintyScore, and help you pinpoint one obstacle over which you have control that is holding you back.

Discover the transformative potential of mental toughness in leadership and team building. Tune in to his insightful podcast with Anthony Taylor, a recognised expert in mental toughness and author, to delve into the art of cultivating resilient leaders and high-performing teams. Understand the power of mental toughness, the balance of sensitivity and toughness, and the tools to build mental fitness. Dive deep into the world of empathetic leadership, mental fitness, and innovative recruitment strategies. Take your leadership skills to the next level and meet the challenges of the modern work environment head-on. Ready to start your journey? [Book a coaching session with Marcus](https://calendly.com/marcuscauchi). Mental toughness is more than just a buzzword; it's a critical personality trait that dictates how we respond to stress, pressure, and challenges. It's not about being macho; it's about the power of the mind. This podcast will guide you through the complexity of mental toughness, its benefits, and its impact on performance. The MTQ+ test offers a glimpse into people's mental responses in varying situations, can be an invaluable tool in recruitment, leadership development, and team building. Cultivating mental fitness requires understanding one's mental toughness profile, developing emotional intelligence, and fostering good mental health through exercise, healthy eating, and volunteering. Being a good leader is not about controlling but about influencing others with praise, empowerment, and delegation. Remember, setbacks should not affect one's self-concept or self-worth. Instead, they should be seen as opportunities for growth and learning. Contact Anthony via LinkedIn - linkedin.com/in/ant-taylor-mentaltoughness Mobile 07771 892479 Web www.threefifty9.com  Email anthony@threefifty9.com Twitter: AntTaylor72 -- Ready to transform your leadership skills and create high-performing teams that thrive in the face of pressure? [Book your coaching session with Marcus Cauchi today](https://calendly.com/marcuscauchi).

#chatgpt #openai #artificialintelligence #chatgptpodcast #aipodcast #revopspodcast #revenueoperations #revenueoperationspodcast #jobs #sales Main Clip https://youtu.be/KpmAS3eS9OQ Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is disrupting jobs. What are the jobs that will disappear and what are the new jobs that will be created? In this short cip we talk about sales andministrators --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgpt #Chatgptpodcast #ai #aipodcast #revops #revenueoperationspodcast #revopspodcast Main Clip: https://youtu.be/KpmAS3eS9OQ Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is disrupting jobs. What are the jobs that will disappear and what are the new jobs that will be created? In this short Marcus Cauchi talks about creating the ultimate Chat GPT Prompt --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgpt #openai #artificialintelligence #chatgptpodcast #aipodcast #revopspodcast #revenueoperations #revenueoperationspodcast #jobs #aitrainer Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is disrupting jobs. What are the jobs that will disappear and what are the new jobs that will be created? In this short clip we talk about how tone of the jobs of the future is AI training --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgpt #openai #artificialintelligence #chatgptpodcast #aipodcast #revopspodcast #revenueoperations #revenueoperationspodcast Full Show:https://youtu.be/KpmAS3eS9OQ Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is affecting our every day lives. In this short clip Jamie Carney talks about how he thinks AI will affect our lives. --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgpt #openai #artificialintelligence #chatgptpodcast #aipodcast #revopspodcast #revenueoperations #revenueoperationspodcast #jobs #chiefdataofficer #cdo Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is disrupting jobs. What are the jobs that will disappear and what are the new jobs that will be created? In this short clip we talk about how the the path to the CEO position may come through the CDO Chief Data Officer --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgpt #openai #artificialintelligence #chatgptpodcast #aipodcast #revopspodcast #revenueoperations #revenueoperationspodcast #jobs #chiefaiofficer Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is disrupting jobs. What are the jobs that will disappear and what are the new jobs that will be created? In this short clip we talk about how the next C Level job is Chief Artificial Intelligence Officer? --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgpt #openai #artificialintelligence #chatgptpodcast #aipodcast #revopspodcast #revenueoperations #revenueoperationspodcast #jobs Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is disrupting jobs. What are the jobs that will disappear and what are the new jobs that will be created? In this short clip we talk about how you how you should treat and teach Artificial Intelligence like a new employee --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#accounting #bookkeeping #chatgpt #openai #artificialintelligence #chatgptpodcast #aipodcast #revopspodcast #revenueoperations #revenueoperationspodcast #jobs Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is disrupting jobs. What are the jobs that will disappear and what are the new jobs that will be created? In this short clip we focus on accounting and bookkeeping jobs affected by artificial intelligence --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgpt #openai #artificialintelligence #chatgptpodcast #aipodcast #revopspodcast #revenueoperations #revenueoperationspodcast #jobs #constructionjobs Full Show:https://youtu.be/KpmAS3eS9OQ Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is disrupting jobs. What are the jobs that will disappear and what are the new jobs that will be created? In this short clip we focus on construction jobs affected by artificial intelligence  @Boxabl ​ --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgpt #openai #artificialintelligence #chatgptpodcast #aipodcast #revopspodcast #revenueoperations #revenueoperationspodcast #jobs Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT is disrupting jobs. What are the jobs that will disappear and what are the new jobs that will be created? Key Moments: 0:001:09 Pre Show Dall-e discussion, Imagine Prompt Midjourney 1:54 Reversing Engineering Prompts 3:13 Graphics Generating Bing Image Creator 4:51 Google Bard AI 5:09 Jobs Getting Disrupted 6:33 Financial Times Article on Jobs Disruption 7:00 What jobs are leaving What jobs are coming because of artificial intelligence 7:35 Jobs that are going away because of AI 7:58 Construction Jobs Leaving 9:10 Foldable homes and Elon Musk 10:37 Asteroid Mining 12:30 RevOps Redesign 13:06 Book Keepers and Accountants 14:30 Business Owner needs to be a prompt engineer 15:40 Sales Admin 22:05 Jobs of the future because of Artificial Intelligence 24:40 Ethicist Job 26:50 Privacy concerns function job 27:08 AI Trainer job 28:06 AI Explainability Specialist job 28:36 AI Intervention Designer Jobs 30:29 Data Privacy Manger Jobs 33:10 Artificial Intelligence Health Care Jobs 33:47 AI Application Specialist Jobs 34:05 Personalized Learning Coaching and Facilitation Jobs 34:20 What New C Level Positions will be available because of Artificial Intelligence? 34:40 Chief Data Data Officer will be the nest new path to CEO 35:33 Chief AI Officer CAIO 36:23 Chief Privacy Officer 36:38 Chief Robotics Officer 37:04 Chief Customer Officer vs Chief Revenue Officer 39:00 Chief Sustainability Officer 41:35 Hong Kong China Footprint 43:33 Board Levels being Affected by Artificial Intelligence 44:29 Boards of the Future 47:42 Why are you on a Board? 49:24 How many levers are there to pull by a board? 55:01 Google is Losing Artificial Intelligence Race 56:50 Whimsical Artificial Intelligence 57:23 Artificial Intelligence is our Co Pilot --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#ai #chatgptpodcast #revopspodcast #aipodcast #advisoryboard #artificialintelligence Jamie Carney, Marcus Cauchi, and Pete Jansons from the Revenue Operations Podcast SAASholes discuss how Artificial Intelligence and ChatGPT can become your own advisory board. Wouldnt be cool if you had Warren Buffett, Bill Gates, jeff Bezos and Charlie Munger Poking Holes into your business plans? --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

#chatgpt #revopswithanedge #revenueoperations #ai #linkedin #chatgptpodcast #revenueoperationspodcast #salesops #salespodcast #openai #ai Jamie Carney, Marcus Cauchi and Pete Jansons on the SAASholes revenue operations podcast discuss the latest trends on how Chat GPT is affecting Revenue Operations. In this short clip we talk about how most posts on linkedin are chat gpt generated and are poopy Main Clip: https://youtu.be/2owQ5JV2rf0 --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support