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Why This Conversation Matters Most conversations about AI in sales are really just conversations about speed. This one isn't. Marcus sits down with Dave Pender and Dan Simmons, co-founders of YourSalesEdge, to ask a harder question: is AI making salespeople think better, or just making their existing thinking louder? The answer, it turns out, depends entirely on how you use it. About the Guests…
There is no shortage of founders who have read Principles or Traction. Far fewer have built their business around what those books teach, week after week, when it is inconvenient to do so. In this episode, Marcus Cauchi speaks with Keith Gillispie, founder of REI Automated, about the discipline of turning ideas into working systems, and why that discipline is harder than the ideas themselves. Why…
Introduction Most sales conversations about underperformance start with the wrong question. Is the messaging wrong? Is the tech stack outdated? Is the lead generation broken? Richard Spanier, author of Trust: Sales 2030 — A Field Guide to Frictionless Buying, argues that almost every assumption modern sales operates on, quotas, champions, gated content, CRM accuracy, pipeline stages, gets the…
What this episode is about Most salespeople are pointed at targets without being taught to think about them. That gap — between knowing who to call and understanding why it matters — is what Peter Cleary and Tom Stearns set out to close with their book Graphic Sales: How to Build a Prospecting Playbook. The book is unusual. It teaches through illustrated comic strips drawn from real sales…
In this episode of The Inquisitor Podcast, Marcus speaks with returning guest Matt Gaskin about a shift most businesses still haven’t recognised properly: AI search is changing how buyers discover and evaluate suppliers. Matt argues that your website is no longer just a marketing brochure. It is now a trust and credibility signal for AI systems like OpenAI’s ChatGPT, Google Gemini, xAI Grok, and…
In this episode, Jay Weiser joins the podcast to discuss the "accountability crisis" in Private Equity (PE). They explore a common, costly cycle: boards replacing CEOs or CROs when performance dips, only to realize later that the underlying system, not the individual leader, was the true constraint. Jay shares insights on how boards can move beyond "theatrics" and "polished dashboards" to identify…
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…
What if financial independence isn't a number — it's a system? In this episode, Marcus sits down with Ron Kmetovicz — engineer, entrepreneur, and author of Ghost Money the Book — to dig into what financial independence actually looks like, why most people sabotage themselves before the market gets a chance to, and the deceptively simple strategy Ron has used across three generations of his family.…
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…
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…
