In this episode of the Inquisitor Podcast, host Marcus Cauchi talks with LinkedIn expert Graeme Riley, a platform user since 2004 and business development consultant since 2012, to cut through the noise and get practical about what actually works on LinkedIn.

Graeme shares why most people are using LinkedIn wrong, how the platform's algorithm has evolved, and what separates the salespeople who consistently hit their targets from those who burn out in 18 months.

Topics covered include: building a LinkedIn strategy tied to revenue goals, curating your ideal client network, optimising your profile for today's audience, the right content mix for dwell time and reshares, the difference between free, premium and Sales Navigator accounts, and why most companies are wasting their investment in the platform.

Whether you're a solo entrepreneur or leading a sales team, this episode will challenge your assumptions and give you actionable steps to stop being a well-kept secret.

Find Graeme Riley on LinkedIn https://www.linkedin.com/in/grahamkeithriley/

Stop leaving money on the table.

In this episode, sales historian and author Todd Caponi reveals why traditional negotiation tactics are destroying trust, eroding margins, and creating unsustainable business models.

Todd shares the revolutionary Four Levers framework that helped him close a $7.5M deal when the customer demanded 35% off - and they ended up with only 15% discount while paying upfront for three years.

What You'll Learn:

🟣Why building trust until the close, then "starting to lie" about pricing is killing your deals

🟣Negotiation Without the Games: Todd Caponi's Four Levers Framework

🟣The 115-year-old concept of "sound basis pricing" that buyers have been demanding since 1910

🟣How the 4x pipeline rule forces reps to waste time on garbage opportunities

🟣Why BANT qualification is outdated and what to do instead

🟣The Four Levers: Volume, Timing of Cash, Length of Commitment, and Timing of Deal

🟣How to stop discounting unilaterally andEducating buyers to squeeze harder

🟣Real data: 20-30% reduction in discounting, 7-8 figure profitability improvements

🟣Why every unasked-for concession (even net 45 vs net 30) signals everything is negotiable

Perfect for: Founders, sales leaders, and top performers who want to increase deal values, improve forecast accuracy, and build sustainable pricing models.

About Todd Caponi

Author of "The Transparency Sale", "The Transparent Sales Leader" and "Four Levers Negotiating," Todd is a longtime sales leader, self confessed transparency nerd, and the only sales history expert who collects artifacts from the 1800s-1900s.

His approach has been working for 17+ years across multiple organizations.

Get Todd's Book: "Four Levers Negotiating" - https://amzn.to/4jPmjG9

Connect with Todd:

🌐 www.toddcaponi.com

🎙️ The Sales History Podcast https://podcasts.apple.com/gb/podcast/the-sales-history-podcast/id1571354113

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

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#SalesNegotiation #B2BSales #SalesLeadership #Pricing #RevenueGrowth

Most B2B deals don’t end in “no”.

They die quietly. No decision. No movement. No momentum.

In this episode, Marcus Cauchi speaks with Karl Schmidt,one of the leaders of the research teams that helped 100s of companies take advantage of the insights from The Challenger Sale.

Buyers now do most of their thinking before they ever speak to a salesperson. Buying committees have doubled. Information is everywhere. Confidence is not.

This conversation explores why traditional sales approaches struggle in this reality, and why the best sellers are no longer pushing solutions. They’re helping buyers make sense of risk, complexity, and internal politics. You’ll hear:

• Why decision confidence matters more than solution confidence

• The fears that quietly kill deals

• How sellers unintentionally strip buyers of agency

• Why “no decision” is the real competitor

• What framemaking looks like in real sales conversations

If you’re a founder, CEO, sales leader, or an aspiring top performer, this episode will change how you think about discovery, deal reviews, and what it really means to help a customer buy. This is not about tactics. It’s about leadership in the buying process.