Principled Selling

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Principled Selling Business Consultancy and Interim Sales and Management Services

Selling, sales, sales management, sales recruitment, account management, channel sales, partner selling, hiring, firing, getting the most out of salespeople and sales management, achieving an obscenely good payout when you exit without an earnout

09/09/2026

Your Account Managers Aren’t the Problem. Your System Is. Most agencies are very good at winning new clients. Far fewer are equally deliberate about protecting, expanding and winning back the business they already have. That is a strange omission when the people closest to existing clients often h...

12/08/2026

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 existin...

17/07/2026

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 t...

30/06/2026

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 Is the tech stack outdated?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 mo...

08/06/2026

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 Sterns set out to close with their book Graphic Sales: How to Build a Prospecting Pl...

01/06/2026

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 n...

25/05/2026

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....

19/05/2026

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 fo...

18/05/2026

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 ...

20/04/2026

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 busine...

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