Episodes
Leaderboard to Leadership with Rebecca Gebhardt & Marcus Cauchi Summary: This episode offers more than a sales leadership lesson—it’s a blueprint for transformation. Rebecca and Marcus challenge outdated thinking about leadership, relationships, and what it means to truly succeed in sales. Packed with insight and wisdom, it’s a wake-up call for anyone ready to lead with purpose and intention. Rebecca Gebhardt’s Leaderboard to Leadership doesn’t pull any punches: promoting your top...
Published 09/19/24
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...
Published 08/01/24
In this episode, Jeff Standridge and Marcus Cauchi discuss the importance of a client-centred approach in business relationships. They emphasise prioritising relationship-building over immediate sales, focusing on finding lifetime customers, and avoiding high-pressure tactics that can lead to buyer's remorse.   The conversation highlights the value of delivering consistent, ethical practices and maintaining integrity, even in changing circumstances. They also touch on the importance of...
Published 07/17/24
Roee Hartuv, a former combat helicopter pilot and current expert at Winning by Design, shares insights from his unique journey from the military to revenue architect. His profound understanding of the importance of process design helps identify what works, what doesn't, and what needs to happen to meet business goals. This episode delves into the nuances of sales processes, customer acquisition, and the hidden costs that can drain a company’s resources. Roee discusses how his interest in...
Published 07/11/24
Key Takeaways: Ditch Cold Outreach: Creates distrust; focus on building relationships early. Value First: Understand buyers deeply and empower their vision. Measure Right: Prioritize value per hour, not dials or meetings. Cultural Fit: Hire right, create great work environments, avoid micromanaging.   Rethinking Sales: Buyers engage salespeople to make confident purchase decisions. Instead of prospecting to active buyers, focus on companies that will be in the market 6-36 months out. Build...
Published 06/27/24
Mary Gentile discusses her book "Giving Voice to Values" and insights on navigating ethical dilemmas in business. Key Takeaways Mary's approach focuses on rehearsing and pre-scripting effective ways to voice one's values when facing ethical conflicts, rather than just philosophical debates. Anticipating objections and finding ways to address concerns while upholding values is key, without requiring the other party to feel shamed. Self-knowledge, understanding motivations/fears of others, and...
Published 06/26/24
This is the 2nd Webinar in our Hot! Revenue Series   Book  30 minutes with Marcus:  https://calendly.com/marcuscauchi/revenue-audit-debrief   Take the selling aptitude test https://bit.ly/NewSellingAptitudeTest  
Published 06/19/24
The 1st of 3 Webinars in our hot revenue series.
Published 06/11/24
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...
Published 06/04/24
Why Top Performers Struggle to Transfer Skills: Many top performers have honed their skills over time without fully understanding how they do what they do. When they move into management, they often tell, direct, and assume their team understands their instructions. This can lead to mismatched expectations, high turnover, and failure to deliver as a cohesive team. In today's market, many of you may face layoffs and move into coaching, training, or consulting. Based on over 20 years of...
Published 05/19/24
Published 05/07/24
Published 05/06/24
Lloyd Stokes (Sauced) works with CEOs, Founders and Leaders of fast growth SaaS and Tech Companies & VC firms recruiting GTM teams. Lloyd shares some valuable insights about Sales & Leadership from a Hiring perspective, sharing stories from his 20+ years in the industry.   Key Takeaways Hiring & Management Employers say they want tenure but tech sales roles have high turnover Hiring focuses too much on metrics vs. motivations and environment Managers are overburdened - effective...
Published 05/06/24
Published 05/05/24
Kent Bredahl drives company growth by enhancing customer loyalty and optimizing customer lifetime value. He challenges conventional customer engagement methods and provides a diverse toolbox, including tools for measuring customer satisfaction, loyalty, retention, and overall experience. Kent emphasizes the importance of capturing the voice of the customer and tailoring loyalty measurement methods to suit individual needs, addressing concerns about survey fatigue. Using Net...
Published 05/01/24
TheInquisitor Podcast, brings you Susanne Schuler, world class international mediator, coach, and facilitator, to delve into the nuances of communication, conflict resolution, and leadership in challenging times. We dive deep into strategies for fostering meaningful dialogue and understanding in both personal and professional spheres. Key Highlights: The Power of Dialogue in Rwanda: Susanne shares her observations from Rwanda, emphasising the country's commitment to unity and progress through...
Published 04/08/24
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 fulfilment. 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...
Published 04/02/24
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...
Published 03/21/24
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...
Published 03/21/24
  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...
Published 03/20/24
Are your buyers tired of the same old sales tactics that leave them feeling manipulated and disengaged? Join Marcus Cauchi and John Bissett as they expose the toxic underbelly of conventional selling wisdom. In this no-holds-barred discussion, these two grizzled sales veterans don't hold back. John rips into the self-serving nature of common qualification frameworks, arguing they provide zero value to the buyer. "We're taught techniques that are all about controlling the process, not...
Published 03/15/24
The only constant is change and yet, you appear stuck doing what used to work, and doing more of it in the hope that will change the outcome! Do you feel constantly exhausted but fear you're failing if you're not grinding non-stop? My guest, James Cuss was burning the candle at both ends for empty praise and status, yet inside felt more drained and unfulfilled each day. In this raw, uncensored conversation you'll hear the gut-wrenching moment he realised chasing more of what was making him...
Published 02/29/24
Are you ready to take your sales career to the next level? In my conversation with transformative coach, Emma Claire Davis, we discussed how top performers approach their work in a whole-life, values-led way. Rather than chasing the next deal or promotion, they align their careers with a deeper purpose of making a positive impact. Emma shared how understanding our true nature allows us to feel fully present in conversations without fear. This cultivates authentic connections that lead to...
Published 01/31/24
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...
Published 01/29/24