TheInquisitor Podcast with Marcus Cauchi

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 Bri...

In this episode, Marcus speaks with Avner Baruch about the invisible costs of misalignment in go-to-market functions and why focusing on traditional sales metrics like ARR and conversion rates often misses the point.

Avner shares his journey into sales enablement and how it led him to develop a methodology called Project Moneyball, which digs beneath surface metrics to uncover the real issues. By factoring in soft skills, time mana...

In this episode, Marcus is joined by Alan Versteeg, a coach and sales performance specialist with years of experience helping companies unlock what's really holding their teams back.

Together, they explore 9 critical truths most sales leaders overlook, and the hidden leverage points that can transform your results without overhauling your tech stack or doubling your headcount.

What you'll learn:

• Why your middle managers are y...

🔍 What if selling wasn’t about ‘closing’ but about making it effortless for customers to buy?

This episode dismantles outdated, wasteful, and buyer-hostile sales tactics, replacing them with Lean principles, built on respect, trust, and ruthless efficiency. Matt Gaskin joins Marcus Cauchi to challenge sales dogma, expose hidden inefficiencies, and lay out a high-p...

What if influence wasn’t about tactics and persuasion but about truth, trust, and genuine human connection?

In this episode, Brian Ahearn, Chief Influence Officer at Influence People and faculty member at the Cialdini Institute, unpacks the fine line between influence and manipulation, a crucial distinction for sales leaders and C-suite executives who want to drive sustainable growth without sacrificing integrity.

🔥 What You’ll Le...

Sales Mastery & The Infinite Game with David Weiss

Episode Summary:  David Weiss explores the mindset, habits, and strategies that set top sales professionals apart. From intentional career development to enterprise sales best practices, David shares invaluable insights for sales leaders and professionals looking to elevate their game.

Recorded: August 2020

Key Takeaways:

• The Path to Sales Success: David’s journey into sa...

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.

💡 Key Takeaways: 🔹 Lean isn’t a methodology, it’s a mindset. It’s about learning, adjusting, and delivering value daily from the bottom up, not just implement...

Selling your business is the biggest deal you’ll ever close, but are you set up to get the best possible outcome? In this episode, Rob Goddard, business acquisitions and sales expert, shares how to maximise valuation, avoid costly mistakes, and negotiate like a pro.

But that’s not all. The principles of selling a business apply to every high-stakes deal. Whether you’re an entrepreneur planning an exit or a salesperson looking to sh...

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 L...

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:

1. Background and Experience:

• Mike Lander has extensive...

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 ...

• 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...

Mary Gentile discusses her book "Giving Voice to Values" and insights on navigating ethical dilemmas in business.

• 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 shame...

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 ...

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 coachi...

The smarter and more experienced you get, the more important it is for you to hear this.  You're facing dangerous pitfalls.  Listen and discover how to avoid them.

Make sure you have a pen and paper ready. 

Kyle Gray uses the life changing impact of the work he does to reinforce the power of story telling.  He explains how we can create credibility faster and change the direction of our client's lives through strategic communicatio...