TheInquisitor Podcast with Marcus Cauchi – Details, episodes & analysis

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 Rebecca and Marcus challenge outdated thinking about leadership, relationships, and what it means to truly succeed in sales.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 salesperson doesn’t make them a leader. Leadership isn’t just the next step up from closing deals—it’s a completely different game, and most people aren't prepared to play it. Without the right training and mindset, you're not offering them a promotion—you’re setting them up to fail.

This episode goes deeper than your standard sales talk. Rebecca and Marcus cut right to the core: real relationships. Not the transactional kind that evaporate once the contract is signed, but the ones built on trust and understanding—the relationships that last. Their message is crystal clear: if you don’t understand what your customer actually needs, you’ve already lost them.

Marcus brings the heat with AI, but not in the way you’d expect. Forget about AI as a flashy tool; Marcus shows how it can be a brutal mirror, reflecting your blind spots and challenging your assumptions. It’s not about the tech—it’s about seeing yourself clearly and growing from it.

Then there’s Marcus’s golden rule: "sell hot, not cold." If you’re wasting your time on cold calls and hard pitches, you're missing the point. Warm leads—relationships you’ve already nurtured—are the real opportunities. This isn’t just about closing the next deal; it’s about creating something that scales and sustains success.

Rebecca hits on the mindset leaders need to succeed: “abundant, bold, curious.” Leadership isn’t about resting on your past wins. It’s about staying hungry, constantly learning, and pushing even when you think you’ve arrived. It’s this mindset that gets you to the top—and keeps you there.

But Marcus takes a step back to show the big picture: Sales alone won’t cut it. To win, you need every part of your business—procurement, customer success, finance, operations, the Board, all of it—aligned around what the customer actually wants to accomplish. Silos are where good people are sent to die, too often chasing the wrong metrics for the sake of numbers. That’s how you burn relationships and your reputation.

The reality? Chasing numbers isn’t leadership. Building relationships is. Metrics might feel good in the short term, but if they come at the expense of trust, you’ve already lost the long game.

Leaderboard to Leadership (out 20th Sept 2024) isn’t a roadmap—perhaps it’s your antidote to mediocrity. It’s a guide to transforming potential into performance, not by accident, but by intention. Rebecca doesn’t hand you shortcuts; she gives you the tools to build leaders who can thrive—not just survive. Stop floundering and start leading with purpose.

If you’re tired of promoting your top sellers only to watch them stagnate, it’s time to change the narrative. With the ALLY Method™, I’ll show you how the difference between stagnation and transformation is the story you tell yourself. Together, we’ll rewrite that story and turn potential into performance—deliberately, not by accident.

Let’s have a conversation. Contact me, marcus@laughs-last.com, today, and I’ll show you how coaching and training can elevate your team. If you’re ready to break silos, lead with intention, to build something lasting, the bright path is right here. Let’s walk it together.

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 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.

• 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.

• 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.

• 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.

• 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.

• 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!

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 communication.  

One of the problems we face when we're teaching or selling is that we don't understand what our audience needs to hear.  We don't appreciate the limiting beliefs that keep them from working with us.  And when we present from the stage we can get so lost in our teaching that we don't have time to make our offer.

Kyle suggests that if we can articulate our story better we start to understand our 'Why' better and our 'Purpose' better. 

If you've been using the same old stories you crafted years ago and you've been winging it ever since, it's time to stop, listen and learn how to get the brilliance in your head to land in the minds of your prospects.

If you're ready to learn how to let the world know that you're out there.

Contact Kyle

LinkedIn  https://www.linkedin.com/in/kylethegray

Website  Homepage - The Story Engine

Contact Marcus

LinkedIn https://www.linkedin.com/in/marcuscauchi

Test Your Sales Strategy and 30 minute debrief https://bit.ly/NewSellingAptitudeTest

Or https://bit.ly/TalkWithUsNow

"If you’re nice to someone’s detriment you are a manipulator", says Eloise Leeson, founder of #OlimComms and a world leading linguistic strategic consultant. Eloise advises global institutions, NGOs, global advertising agencies and technology companies on their communication to improve performance and results.

Poor communication can at best slow things down, at worst, sow confusion, division and create unhelpful and preventable friction and conflict. Eloise and I discuss how to make your communication accomplish what you intended. We dig into the critical nature of your internal communication and the ripple effect poorly chosen language can create.

"Self awareness is your beginning to understand of the other person", says Eloise. We dig into the effects of entitlement in your communication. "Unless you think about the other person twice as much as yourself, then you probably aren’t self aware at all."

She warns us of the dangers of "ASSUMING YOU KNOW!" Have you done your research? When was the last time you checked back to make sure everything was going well and nothing has changed? Go back and do it again. Rinse and repeat at least twice a year

Do these behaviours and you will help them identify unidentified needs, unmet demand, shine a light on the dark corners into which you can help.

Contact Eloise via linkedin.com/in/eloiseleeson

Websites

• olimcomms.com (Company)
• clippings.me/eloiseleeson (Portfolio)

Twitter: EloiseLeeson

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Email me with "Inquisitor podcast guest" via marcus@laughs-last.com if you'd like to come on the show or have someone specific you'd like me to interview.

If you want to propel your career to new heights by improving your sales or management performance join me on Zoom - https://calendly.com/marcuscauchi/let-s-explore-coaching-training 

Stacey Hall, author of Selling From Your Comfort Zone says, "People need to stop getting out of their comfort zone, and get back into their power zone."

Being comfortable selling without artifice, without trying to fit in with what you're guessing are the expectations or norms, without clumsy attempts manipulation requires a rethink.

"Too many people suffer from a lack of confidence in self to find own way to make sales, so there's an unhealthy over reliance on gurus. Only around 3% make a real living, the rest are frozen in place. And then they being blamed or are blaming themselves instead of looking at what's wrong with the system!" says Stacey.

When choosing companies to represent and managers to work with, beware those who choose to follow those tactics that create at best inconsistent results. It's time to stop teaching manipulation and focus on fundamentals - overcoming objections - give it a rest!

We discuss these 5 pillars of success in sales, management and life

1. Quality questions

2. Quality answers

3. Full body, intentional, active listening

4. Contextual awareness

5. Being present

We dig into what should be obvious but is so often overlooked. Most people engage if you take a sincere, personal interest in them. The buyer doesn’t have a script! Why are you fascinated by your product? Tell us stories. Share personal experiences. Create buyer envy and curiosity. Stop just being a winning babysitter! To learn more about Stacey's alignment process visit staceyannhall.com

You can conect with her on linkedin.com/in/staceyhall1

Websites:

• SuccesswithStaceyHall.com (Company)
• goforyesnow.com/?m=ditchyourgrind (Blog)
• staceyannhall.com/ (Company)

Twitter: ChiToBeMovement

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If you want to be a guest email marcus@laughs-last.com with "Inquisitor Guest" in the subject line. And if you have guests you want me to interview, please connect us on that email or via shared DM on LinkedIn

To discuss working with me to accomplish what you want from your career and your life https://calendly.com/marcuscauchi/let-s-explore-coaching-training

David Heinemeier Hansson has achieved something seemingly rare in tech - a stable, highly profitable tech software company with a huge customer footprint and no VC or PE money. He and his co-founder, Jason Fried escaped corporate careers with a view that taking money from investors would be bad for building a profitable, sustainable business. Three times in the past 20 years, they've been proven right. With just 80 people on the team they produce the same revenues as companies with hundreds even thousands of employees. 

An uncompromising and pragmatic conversation that will challenge the status quo with the question, "What if growth is not the goal?" 

Contact David via  linkedin.com/in/david-heinemeier-hansson-374b18221

Email: david@basecamp.com

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Contact me on marcus@laughs-last.com or DM on me on LinkedIm to discus:

1. Coaching and training

2. Predictive hiring

3. Selling hot not cold

Roaul Monks of Flume Sales Training and I discuss the Peter Principle at work. It is  alive and well in too many sales operations. What are the common acts of idiocy and self-sabotage so many salespeople, managers and leaders exhibit that cost them sales, lose them customers and drive them into the arms of your competition? Are you performing them? They say making the same mistake twice is a decision ...

We have a laugh, often at our own expense, sometimes you'll see yourself reflected in the stupidity. Take heed. It's all fixable. See the link at the bottom if you want to talk about how

Raoul Monks linkedin.com/in/raoulmonks

Website: flumetraining.com (Other)

Phone: +44 (0)7523 951558 (Mobile)

Email: raoul@flumetraining.com

Twitter:

RaoulMonks1

Flumetraining

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To be a guest on the show send me an email at marcus@laughs-last.com.

To explore how we might work together to help you achieve what you want in life by finding success, happiness and balance in all areas of your life - you, business & career, family & personal, whilst smashing your targets - https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Alex Levin, founder of Regal.io and I talk about customers, product development, looking outside of what is comfortable and familiar. We dig into culture, blindspots, limited thinking and hubris. Alex brings #D2C thinking to #B2B #customerengagement.

Contact Alex via linkedin.com/in/alexlevin1

Website: alexrlevin.com/ (Alex Levin)

Twitter: alexrlevin

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Contact me on marcus@laughs-last.com

To explore how you can help your team meet their full potential or to discuss carving your own path in advancing your career https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Do you rate #TheInquisitorPodcast and believe others should be listening to our fabulous guest? Please leave an honest review of the podcast on your favourite platform. If you use Apple Podcasts, please leave one on there.

What do you love about it? Hate about? Best lesson(s)? How have you applied something to your advantage? Tell us about a personal advancement. Why should others listen?

I love making the show. I hope you're finding it as helpful as I do, and thank you so much for listening.

WARNING: Deeply personal episode delving into topics many of you will find familiar and very uncomfortable to discuss. A bit of a look into the ugly mirror around success, ambition, and painful personal growth.

“When we don’t put the brakes on our self-absorption, we have nothing stopping us from total self-destruction. We become the fruits of our actions.” ~ Zeena Schreck

Ian Koniak has the t-shirt - $100m in sales at Salesforce, at the time, their highest ever performing salesperson ... and he was miserable and on a path to self-destruction. Fortunately, Ian caught himself at rock bottom when everything looked perfect on the surface. But underneath, he was going through a personal crisis that had him behaving in ways he hated, and that ate into his self-concept.

“Self destroyer, wreck your health, destroy friends, destroy yourself. The time device of self-destruction, lies, confusion, start eruption.” ~ Ray Davies

We explore mental health and top performers, the danger of becoming complicit in creating the destructive conditions because of culture, peer pressure and competitive short-term thinking driven by greed and fear. We explore how the money behind an organisation permeates the culture and affects its people.

A frank, highly charged conversation that talks in depth about success and the personal toll the wrong mental state can lead to when you achieve success. We talk values, faith, love and friendship, responsibility and locus of control. Buckle up. It's a goodie.

Contact Ian via linkedin.com/in/iankoniak

Websites

• iankoniak.com (Company)
• untapyoursalespotential.com (Company)

YouTube: https://www.youtube.com/channel/UCKwbDwBK_adh4AgzprZb5FQ

Email: ian@iankoniak.com

Twitter: DriveSalesNow

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Email me on marcus@laughs-last.com with "Inquisitor Guest" if you'd like to come on the show or wish me to interview someone specific. Please tee up an introduction if you think you or they'd make a good guest. And please leave an honest review of the podcast on your favourite platform (and tag me or send me the link please).

If you want to talk about advancing your career or the performance of your salespeople and your middle management, book some time for us to chat and explore what you're hoping to be able to accomplish. 

https://calendly.com/marcuscauchi/let-s-explore-coaching-training

Happy selling folks!

Mark Choueke, CMO and author of #Boring2Brave says, "You need to be braver about decision making as we head into recession. If your share of voice larger than share of market. You will grow. If your share of voice is less than share of market you will shrink."

We dig into the process of developing a customer centric marketing strategy. What is the job to be done by marketing? We explore how clever companies become stupid overnight. And we investigate the chains of stupidity that include over measurement, measuring the wrong things, doubling down on stuff that doesn't work, playing the numbers game

Are you using marketing in the right ways and when you need it?

Contact Mark via linkedin.com/in/markchoueke

Website: boring2brave.com/ (Personal)

Phone: +44 7832 139827 (Mobile)

Email: mark.choueke@mention-me.com

Twitter: MarkChoueke

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Contact me if you want to come on the show via marcus@laughs-last.com with "Inquisitor Guest" in the subject line

If you want to talk about accelerating or revitalising your sales, management or leadership career, let's have an initial call to see if what you want is what I do well. If not, I can probably refer you to someone who can help. No pressure. https://calendly.com/marcuscauchi/let-s-explore-coaching-training