TheInquisitor Podcast

Over the next 6 years 3/4 of all people working in the channel will be Millennials. 2/3 of all purchases sold via the channel are made within the line of business. Today 75% of ALL products are sold via partners and within 8 years 90% of ALL technology will be sold via partners.If you aren’t… Continue reading The Future of Channel Sales & How It Will Affect You

“What do you do when the referrals from your network dry up?”, asks Christian Banach. One option is outbound, but this is a very different proposition to working ones warm market. You have to modify your expectations. These deals usually take longer, have much lower conversion rates and the thinking behind such campaigns is usually… Continue reading How Can You Guarantee Your Pipeline Is Full When Your Network Dries Up?

Michael F Schein says, “Hype can be used for good or evil. I got curious to understand how great influencers, historical demagogues, cult leaders, Rap promoters and band managers can influence so many people to do what they want them to do, because I figured if you could harness that …!” Mike is CEO of… Continue reading How Do The Best Managers Build Trust and a Culture of Cooperation?

Bids & Tenders are among the highest hidden costs in any selling organisationPursuing a bid can cost £tens or even £hundreds of thousands.Do you know if you really want to win it? Is it the right type of business? Can you win it? Who commissioned the tender or bid? Who helped them? Is the deck stacked… Continue reading Love Me Tender- The Awful Truth About Bids & Tenders

Christine Hueber has one of the most visited profiles on LinkedIn. She is an internationally recognised LinkedIn coach and trainer. Christine discusses the importance of having a powerful profile, using the platform effectively to drive connection, engagement and build your sales pipelineSocial selling is a must for anyone involved in new business development, scaling up… Continue reading Make Money Using LinkedIn

Dr Mark Goulston wrote the book I wish I’d written, “Just Listen”. He also wrote the other book I wish I’d written, “Talking to Crazy”. His work has affected millions of people directly. He is a psychiatrist, has trained hostage negotiators, hobnobbed with the good and the great and his work is a powerful addition to… Continue reading Sell More With Empathetic Listening