Sales Today - SoundSage

Why complex sales are won by great investigators, not great presenters.

Most salespeople think they've found a champion.

In reality, they've found a friendly contact.

In this episode, Fred Copestake is joined by Tom Stearns, go-to-market consultant and co-author of the bestselling book Graphic Sales, to explore one of the biggest reasons complex B2B opportunities stall.

Together they discuss why relationship building alone isn't enough, how to identify a genuine champion, and why mapping buying teams is remarkably similar to investigating a crime scene.

If you sell technical, engineering or enterprise solutions, this episode is packed with practical ideas that will help you navigate complex buying decisions more effectively.

In this episode you'll learn

· Why most salespeople misunderstand what a champion really is

· The difference between a contact and someone who can genuinely move a deal forward

· How to test whether your champion has real influence

· Why complex sales require multiple stakeholders - not just one relationship

· How account mapping helps uncover hidden decision-makers

· Why technical experts often talk too much

· How to engage finance, procurement and senior leaders more effectively

· Why understanding your customer's world matters more than knowing your own product

· How short personalised videos can help unlock stalled opportunities

Key Takeaways

✔ A champion has desire and capability.

✔ One relationship rarely wins a complex sale.

✔ Great salespeople investigate buying organisations.

✔ Customers buy differently than salespeople often expect.

✔ Technical expertise builds credibility - but curiosity wins conversations.

✔ The best salespeople understand customer problems before talking about products.

✔ Complex sales are managed, not chased.

Episode Highlights

The Champion Myth

Many salespeople mistake a friendly contact for a champion. Tom explains why genuine champions have influence, understand the buying process and are prepared to advocate internally.

CSI Selling

One of the standout moments of the episode compares enterprise selling to investigating a crime scene. By visually mapping stakeholders, relationships and influence, salespeople gain a far clearer picture of how decisions are actually made.

Technical Sellers Talk Too Much

Fred and Tom discuss why technical experts often lead with product knowledge when they should be leading with questions. Listening creates more credibility than demonstrating expertise.

Know the Buyer Before the Product

Rather than obsessing over product features, organisations should spend more time helping salespeople understand procurement, finance, operations and executive priorities.

About Tom Stearns

Tom Stearns is a Go-To-Market Consultant and co-author of Graphic Sales - a practical sales playbook presented as a graphic novel. His work focuses on helping sales teams build repeatable prospecting processes, improve account planning and navigate complex buying groups.

Connect with Tom: https://www.linkedin.com/in/tomstearns

Website: https://www.stearns.io

Get the book 'Graphic Sales' by Tom Stearns & Peter Cleary: https://www.stearns.io/book

About Fred Copestake

Fred Copestake helps engineering and B2B sales teams create commercially stronger conversations through Trust First Selling and the VALUE Framework.

Connect with Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/3PhzTIM56ao

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the free Collaborative Selling Scorecard: Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

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Why telling people isn't enough to change behaviour

Sales organisations spend millions every year on training, yet many still struggle to see lasting improvements in performance.

In this solo episode, Fred Copestake explores one of the biggest misconceptions in sales development: the belief that training and coaching are the same thing.

Using questions supplied by Bec Turton from My Sales Coach, Fred shares his approach to diagnosing sales performance, explains why "one and done" training rarely works, and introduces a simple distinction that can transform how organisations develop their people.

If you're responsible for leading, developing or coaching sales teams, this episode offers practical ideas for creating learning that actually changes behaviour—not just knowledge.

In this episode you'll learn

Why product-focused teams often struggle to have commercial conversations
The first thing Fred looks for when working with a new sales team
Why "One and Done" training rarely delivers lasting results
The simple difference between training and coaching
Why coaching creates faster behavioural change than many leaders expect
How to align learning with real customer opportunities
Why sales development should focus on implementation, not information
The importance of quick wins in building coaching momentum
Why meaningful improvement always requires consistent effort

Key Takeaways

✔ Great salespeople solve problems before they explain products.

✔ Training puts information in. Coaching pulls potential out.

✔ The best development programmes combine learning with real-world application.

✔ Coaching conversations should focus on results, not activity.

✔ Lasting improvement comes from consistent practice—not one-off events.

✔ There are no shortcuts to commercial excellence.

Product vs Problem Thinking

Fred explains why many technical sales teams already know their products exceptionally well - but become significantly more effective when they learn to lead conversations with customer problems instead.

The Coaching Difference

Rather than simply transferring knowledge, coaching uses questions to unlock thinking, helping salespeople discover better solutions for themselves while remaining focused on measurable business results.

Why Training Doesn't Stick

Too many organisations invest in isolated training events without embedding the learning into day-to-day customer activity. Fred explains why implementation is where real development begins.

No Magic Wand

There are no shortcuts to becoming commercially stronger. Sustainable improvement comes from deliberate practice, coaching and putting new skills to work with real customers.

Connect with Fred

https://www.linkedin.com/in/fredcopestake

Subscribe to Sales Today - New episodes every week

If you enjoyed the episode, please subscribe and share it with your network.

Watch this episode on YouTube: ttps://youtu.be/weTzIHaeNXM

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

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Why Quarterly Business Reviews should be about customer value, not sales pitches

Quarterly Business Reviews (QBRs) are supposed to strengthen relationships, demonstrate value and identify future opportunities. Too often, however, they become little more than product presentations.

In this episode, Fred Copestake is joined by Celia Sanchez Garcia (Celia SGAR), Founder of Vendor Manager Hub, to discuss why many QBRs fail and what salespeople can do differently.

Drawing on over 16 years of supplier and vendor management experience, Celia shares why customers should often take the lead in QBRs, how suppliers unintentionally damage trust, and the framework she uses to ensure every review focuses on delivering outcomes rather than promoting the latest products.

Whether you're an account manager, customer success professional or sales leader, this conversation offers practical ideas for building stronger, longer-lasting customer relationships.

In this episode you'll learn:

Why many QBRs fail to deliver value
The biggest mistake salespeople make during customer reviews
Why customers often lose trust during supplier-led meetings
The difference between operational meetings, QBRs and executive reviews
How Customer Success and Sales can work together more effectively
A proven QBR agenda that keeps conversations focused on customer outcomes
Why improvement opportunities should come before innovation discussions
How active listening creates better commercial relationships
Why making life easier for customers is often your greatest competitive advantage

Key Takeaways

· Customers don't buy products. They buy outcomes.

· Great QBRs review value already delivered before discussing anything new.

· Customer Success often understands how to maximise existing value better than Sales.

· Trust is lost when suppliers ignore what customers have asked for.

· The best account managers bring insight, not just information.

· Continuous improvement creates future sales naturally.

· The easiest way to become a strategic supplier is to make your customer's life easier.

Resources

Vendor Manager Hub

Helping organisations build stronger supplier relationships through better vendor management.

Vendor Score It

A platform for measuring supplier performance, scorecards and KPIs.

Connect with Celia SGAR

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

Vendor Manager Hub: https://www.vendormanagerhub.com

Vendor Score It: https://www.vendorscoreit.com

About Fred Copestake

Fred Copestake helps organisations create commercially stronger conversations through Trust First Selling and the VALUE Framework.

His work focuses on helping salespeople move beyond products and features to create better buying decisions through trust, curiosity and commercial thinking.

Connect with Fred

https://linktr.ee/fredcopestake

Take the Free Collaborative Selling Scorecard

How collaborative is your sales approach?

Take Fred's free Collaborative Selling Scorecard and discover how your current approach compares with today's buying environment.

https://collaborativeselling.scoreapp.com

Watch this episode on YouTube: https://youtu.be/gu85qPEOccA

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

View Details

Take the free Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/

Winning new customers is only half the story.

The real commercial advantage comes from helping customers achieve the outcomes they were promised, long after the contract has been signed.

In this episode of Sales Today, Fred Copestake is joined by customer success expert Anika Zubair to explore what sales professionals can learn from one of the fastest-growing disciplines in modern business.

Together they discuss why customer success isn't simply account management, why discovery remains the most valuable commercial skill, and how focusing on outcomes rather than products creates stronger customer relationships and longer-term growth.

Whether you work in sales, account management or customer success, this conversation is packed with practical ideas you can apply immediately.

In this episode you'll discover:

• What Customer Success really means and why it is much more than post-sales support

• Why keeping existing customers is often far more valuable than constantly chasing new ones

• The importance of selling outcomes rather than features and functionality

• Why discovery remains the foundation of every successful commercial conversation

• How customer success teams proactively create value instead of reacting to renewal opportunities

• Why executives don't buy products, they buy business improvement

• How "value amnesia" causes organisations to forget why they purchased solutions in the first place

• Why connecting the dots is one of the most valuable commercial skills today

• How sales and customer success should work together to create better customer experiences

• Why AI makes human curiosity and commercial conversations even more valuable

One idea worth remembering

Customers don't wake up thinking about your product.

They wake up thinking about their business.

The organisations that consistently win are those that help customers understand their problems more clearly before explaining their solutions.

About Anika Zubair

Anika Zubair is the CEO of Customer Success Pro, an international customer success consultant, coach and podcast host. She helps organisations improve customer retention, drive growth and build customer success teams that create measurable business value.

Connect with Anika

· LinkedIn linkedin.com/in/anikazubair

· Website: https://www.thecustomersuccesspro.com

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/Ja_mTyZjTCQ

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

View Details

Free Collaborative Selling Scorecard

If you would like to assess how your sales approach aligns with today's buying environment, you can take the free Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com/

In this final episode of the Sales Today mini series, Fred brings the threads of the series together and explains the deeper issue sitting underneath many of the challenges explored in the previous episodes.

Deals stall. Price becomes the focus. Conversations stay too low in the organisation. Teams struggle to engage senior stakeholders. Sales training makes sense, but behaviour doesn't really change.

At first glance, these can look like separate problems.

Fred argues they are not.

They are symptoms of one core issue:

Misalignment between how we sell and how customers buy.

In this episode:

Why so many common sales frustrations are connected
The hidden cost of misalignment in B2B and engineering sales
How stalled deals, price pressure and low-level conversations often share the same root cause
Why "this is how we do things around here" can quietly hold teams back
What it means to realign your sales approach to the customer's buying journey
How the five core elements of selling work together
Why customers buy outcomes, not products

Key Insight

Across the mini series, Fred has explored a range of common sales problems:

entering the conversation too late
getting trapped in tenders and RFPs
allowing value to sit too low
stalled deals that never quite say no
struggling to engage senior stakeholders
overwhelming customers with expertise instead of creating clarity
sales training that never really sticks

The key point in this final episode is that these are not isolated issues.

They all stem from the same gap:

a mismatch between the way sales teams are operating and the way customers are actually making decisions.

The Real Opportunity: Realignment

If the issue is misalignment, the opportunity is not to do more.

It is to realign.

Fred explains that this means stepping into the customer's world earlier, understanding what is driving their need, and shaping your sales approach around how they think, decide and buy.

The Five Core Elements of Selling

Fred frames this through five connected elements:

The right opportunities
The right research
The right conversations
The right solutions
The right outcomes

Each one builds on the next.

When you focus on the right opportunities, you can do better research. That leads to better conversations. Those conversations shape better solutions. And better solutions create the outcomes the customer actually wants.

Key Takeaway

Customers do not buy products.

They buy outcomes.

They are trying to move from where they are now to somewhere better.

When sales teams start from that point — rather than from product, process, or internal habits — everything becomes more aligned:

conversations become more relevant
value becomes clearer
decisions become easier
sales feels less forced and more natural

Questions to Consider

Are the challenges in your sales process actually separate issues, or symptoms of one bigger problem?
Are you aligned to how your customers buy, or expecting them to align to how you sell?
Are your opportunities, research, conversations and solutions all connected around customer outcomes?
Is "this is how we do things around here" helping or limiting progress?

Connect with Fred

https://www.linkedin.com/in/fredcopestake

Subscribe to Sales Today - New episodes every week

If you enjoyed the episode, please subscribe and share it with your network.

Watch this episode on YouTube: https://youtu.be/5mxHxtT4VxM

View Details

If you would like to assess how your sales approach aligns with today's buying environment, you can take the free Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com/

In this episode, Fred explores a frustration shared by many engineering and technical businesses:

You've invested in sales training.

The team enjoyed it.

The ideas made sense.

But six months later… very little has actually changed.

Fred explains why the problem is rarely the quality of the training itself. More often, it's the gap between understanding new ideas and applying them in real sales situations.

In this episode:

Why good sales training often fails to create lasting behaviour change
The difference between understanding and application
Why engineers naturally revert to technical expertise under pressure
How deeply embedded habits influence sales conversations
Why classroom learning rarely survives real customer situations on its own
The importance of connecting learning to live opportunities
How practical application turns knowledge into lasting behaviour

Key Insight

Most sales training doesn't fail because the content is poor.

It fails because people understand the ideas…

…but never truly apply them.

Real customer conversations are unpredictable, complex and constantly changing.

Without practical application, people naturally fall back to familiar habits.

Why Engineering Teams Are Different

Engineering professionals are trained to:

Solve problems
Demonstrate expertise
Explain technical detail

These are valuable strengths.

But when introducing a more collaborative sales approach, those existing behaviours often take over during real customer conversations.

The result?

The training is remembered.

The behaviour stays the same.

Key Takeaway

Information creates awareness.

Application creates change.

Real improvement happens when new ideas are connected directly to live opportunities, allowing people to see:

"This works here."

"This works now."

Because when people experience success, they gain confidence.

And when confidence grows, new behaviours begin to stick.

Questions to Consider

Does your team understand collaborative selling… or are they actually applying it?
Are sales conversations changing, or simply the language used to describe them?
Is learning connected to real customer opportunities?

Connect with Fred

https://www.linkedin.com/in/fredcopestake

Subscribe to Sales Today - New episodes every week. If you enjoyed the episode, please subscribe and share it with your network.

Watch this episode on YouTube: https://youtu.be/y9STF2STmUg

Watch the full mini series playlist here

https://www.youtube.com/playlist?list=PLxxcms2Z3FxOjuzT83uI08ZQdVIFq36tJ

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

View Details

Free Collaborative Selling Scorecard

If you would like to assess how your sales approach aligns with today's buying environment, you can take the free Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com/

In this episode of the Sales Today Podcast, Fred explores one of the most important moments in any sales conversation.

It's not when the customer agrees to a meeting.

It's not when they ask for a proposal.

And it's not when they say yes.

It's that subtle moment when they pause and say:

"Ah... right, that makes sense."

Fred explains why this seemingly small moment represents a major shift in the customer's thinking and why creating clarity is often far more powerful than trying to persuade.

In this episode:

Why great sales conversations create clarity rather than pressure
The significance of the customer's "Ah..." moment
Why more information does not always create better decisions
How explanation mode can actually slow progress
The difference between helping customers think and trying to convince them
Why uncertainty creates delay in sales opportunities
How clarity leads naturally to confidence and action

Key Insight

Customers are often trying to work out:

What's really going on?
What matters most?
What should we do next?

When those questions remain unanswered, progress slows down.

Adding more information rarely solves the problem.

Creating clarity does.

The Journey of Understanding

Fred describes the progression many customers go through:

Nah → Okay → Ah → Wow

The breakthrough doesn't happen because the product changes.

It happens because the customer's thinking changes.

And that is where great sales conversations create value.

Key Takeaway

The role of a salesperson is not to persuade.

It is not to pressure.

And it is not to overwhelm customers with information.

The role of a salesperson is to help customers think.

Because when customers gain clarity, decisions become easier.

Questions to Consider

Are your conversations creating clarity or simply adding information?
Are you helping customers think more clearly?
How often do you hear that "Ah, that makes sense" moment?

Connect with Fred

https://www.linkedin.com/in/fredcopestake

Subscribe to Sales Today - New episodes every week

If you enjoyed the episode, please subscribe and share it with your network.

Watch this episode on YouTube: https://youtu.be/PIh8vkDutYg

View Details

Take the Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com

In this episode of the Sales Today Podcast, Fred Copestake explores a pattern he often sees in engineering-led sales organisations:

What he calls The Engineering Super Ego.

Despite the provocative name, this isn't a criticism of engineers. In fact, it comes from one of their greatest strengths: deep expertise, technical excellence, and the ability to solve complex problems.

The challenge is that, in sales conversations, this strength can sometimes become a weakness.

Fred explains why customers don't necessarily need more information, more detail, or more technical depth. What they often need is clarity.

In this episode:

What the "Engineering Super Ego" really means
Why technical expertise can sometimes create distance in customer conversations
How sales discussions unintentionally become demonstrations of knowledge
Why customers often nod politely without truly moving forward
The difference between informing customers and helping them think
Why clarity creates more value than complexity
How to use expertise as a guide rather than a showcase

Key Insight

Customers rarely buy because they have been overwhelmed with information.

They buy because they understand:

What is happening
Why it matters
What they should do next

The real value of expertise isn't demonstrating how much you know.

It's helping customers make sense of their situation.

Key Takeaway

Technical expertise remains incredibly important.

The shift is not to remove it.

The shift is to use it differently.

Instead of asking:

"How can I explain this better?"

Ask:

"How can I make this easier to understand?"

Because customers value clarity far more than complexity.

Questions to Consider

Are your sales conversations helping customers think?
Are you simplifying or complicating?
Are you using expertise to clarify or to impress?

Connect with Fred

https://www.linkedin.com/in/fredcopestake

Subscribe to Sales Today - New episodes every week

If you enjoyed the episode, please subscribe and share it with your network.

Watch this episode on YouTube: https://youtu.be/SMkOTBIws94

Connect with Fred: https://www.linkedin.com/in/fredcopestake

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Watch the full mini series playlist here

View Details

Take the Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com

Connect with Fred: https://www.linkedin.com/in/fredcopestake

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Watch the full mini series playlist here

In this episode of the Sales Today Podcast, Fred Copestake tackles a challenge that many engineering and B2B sales teams face:

Why is it so difficult to engage senior stakeholders?

The common assumption is that senior decision-makers are simply too busy, too difficult to reach, or unwilling to engage.

But what if the real issue isn't access at all?

Fred explores why many sales conversations naturally sit at an operational level, while senior leaders are focused on entirely different concerns. The result is a disconnect between what sales teams are talking about and what senior stakeholders are actually thinking about.

In this episode:

Why access to senior stakeholders is often a relevance problem, not an availability problem
How operational conversations limit who engages with them
What senior decision-makers are really focused on
Why conversations about cost, efficiency, and features rarely gain executive attention
How strategic concerns trigger many buying initiatives
Why sales teams often become disconnected from where the original thinking started
The subtle shift that helps conversations reach higher levels of the organisation

Key Insight

Senior stakeholders are not avoiding conversations.

They are constantly making decisions, evaluating opportunities, assessing risks, and considering the future direction of their organisation.

The question is not: "Can we reach them?"

The question is: "Are we relevant to them?"

Key Takeaway

If your team struggles to engage senior decision-makers, don't start by focusing on access.

Start by asking:

"Are we talking at the right level for the people we want to engage?"

Because when conversations align with the priorities, concerns, and outcomes senior leaders care about, access often becomes much less of a barrier.

Free Collaborative Selling Scorecard

If you would like to assess how your sales approach aligns with today's buying environment, you can take the free Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com/

Connect with Fred

https://www.linkedin.com/in/fredcopestake

Subscribe to Sales Today - New episodes every week

If you enjoyed the episode, please subscribe and share it with your network.

Watch this episode on YouTube: https://youtu.be/xLx9AmjYU2Y

View Details

Take the Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com

Connect with Fred: https://www.linkedin.com/in/fredcopestake

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Watch the full mini series playlist here

Most engineering businesses already have strong products, strong expertise, and strong technical capability.

So why do so many opportunities still fail to convert?

In this 5th episode of the Sales Today Mini Series, Fred explores one of the biggest misunderstandings in modern B2B sales:

A strong solution does not automatically create buying confidence.

Customers are not simply evaluating products in isolation.

They are trying to understand:

Does this help us move forward?
Does this solve the right problem?
Is this the right direction?
Can we commit to this confidently?

And when those answers are unclear, decision-making slows down - even when the technical solution is excellent.

Fred explores the growing gap between:

Technical capability and Customer clarity

He explains why modern sales conversations are no longer just about presenting products, but helping customers make sense of their situation, their priorities, and the outcomes they actually want to achieve.

Fred also introduces the idea of the salesperson as a "sense maker" - someone who helps customers:

Understand what is really going on
Clarify the real problem
Define what a good outcome looks like
Connect the solution to meaningful business impact

Because understanding how something works is not the same as understanding why it matters.

In this episode:

Why strong products alone do not guarantee sales success
The difference between capability and customer confidence
Why technical detail is often overused too early
The role of sales conversations in helping customers think clearly
Why customers buy clarity as much as capability
How engineering businesses can improve conversion without changing the product
The importance of communicating value in the customer's context

Key Takeaway

Customers do not buy technical capability alone.

They buy confidence in a direction, confidence in an outcome, and confidence in a decision.

And that confidence is created through better conversations.

Free Collaborative Selling Scorecard

If you would like to assess how your sales approach aligns with today's buying environment, you can take the free Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com/

View Details

Take the Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com

Connect with Fred: https://www.linkedin.com/in/fredcopestake

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Watch the full mini series playlist here

In this episode of the Sales Today Podcast, Fred Copestake explores one of the most frustrating realities in modern B2B sales:

The deals that never actually say "no" - but never really move forward either.

The pipeline looks healthy. The conversations seemed positive. The proposal was submitted.

And then… nothing.

Fred explains why stalled deals are often misunderstood. In many cases, the issue is not rejection, poor timing, or even stronger competition. Instead, the customer is still trying to make sense of their own situation.

In this episode:

Why "stuck" deals are often incomplete rather than lost
The hidden mismatch between sales momentum and customer clarity
Why customers delay decisions when their thinking is unresolved
The danger of applying pressure before clarity exists
Why chasing harder can sometimes create more friction
How uncertainty inside the customer organisation slows progress naturally
The subtle shift that helps conversations move forward again

Key Insight

Many sales teams assume: "We've presented the solution, so the deal should progress."

But customers are often still trying to answer deeper questions internally:

What exactly is the problem?
What does a good outcome actually look like?
Is now the right time to act?

Until those questions are resolved, momentum naturally slows down.

Key Takeaway

Instead of asking: "How do we move this deal forward?"

Ask: "What is the customer still trying to work out?"

Because clarity - not pressure - is usually what unlocks progress

Mentioned in this episode

The Collaborative Selling Scorecard - a free tool to assess how aligned your sales approach is with modern customer buying behaviour.

https://collaborativeselling.scoreapp.com/

View Details

Take the Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com

In this episode of the Sales Today Podcast, Fred Copestake explores one of the most common frustrations in engineering and B2B sales:

Why do so many deals eventually come down to price?

While it is easy to blame procurement pressure, competition, or tighter budgets, Fred explains why pricing pressure is often only a symptom - not the real problem.

The real issue usually sits in where the sales conversation begins and the level of value being discussed.

In this episode:

Why cost-focused conversations naturally invite comparison
How many sales teams unintentionally commoditise their own offering
The hidden danger of leading with efficiency and savings
Why "better value" often becomes shorthand for "lower price"
The difference between cost saving, efficiency, effectiveness, and competitive advantage
How value positioning changes the level of stakeholder engagement
Why senior decision-makers think differently about value

The Value Pyramid

Fred introduces a simple way to think about value in B2B sales:

Cost Saving → reducing spend
Efficiency → doing things right
Effectiveness → doing the right things
Competitive Advantage → helping customers perform better in their market

The lower the conversation sits, the easier it becomes for customers to compare suppliers directly.

The higher the conversation moves, the harder it becomes to compare purely on price.

Key Takeaway

If your deals regularly end up focused on price, the important question is not:

"Why are customers pushing on price?"

It is: "Where is our value sitting in the customer's mind?"

Because the level of value you create shapes the conversation you ultimately have.

Mentioned in this episode

The Collaborative Selling Scorecard - a free tool to assess how aligned your sales behaviours are with modern buying environments.. https://collaborativeselling.scoreapp.com/

Connect with Fred

https://www.linkedin.com/in/fredcopestake

If you enjoyed this episode, subscribe to the Sales Today Podcast and share it with others

Watch this episode on YouTube: https://youtu.be/sk1yE6tH38E

Watch the full mini series playlist here

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

View Details

In this episode of the Sales Today Podcast, Fred Copestake challenges one of the most accepted assumptions in B2B and engineering sales:

That an RFP or tender represents the start of an opportunity.

The reality?

By the time an RFP reaches your inbox, many of the most important decisions have already been made.

Fred explores why tender-led sales processes often create pricing pressure, reduce differentiation, and leave sales teams reacting rather than influencing. He explains how customers typically shape their thinking long before suppliers are invited into the conversation - defining problems, solution structures, evaluation criteria, and sometimes even preferred vendors.

In this episode:

Why RFPs are rarely the true beginning of the buying journey
How customers define "what good looks like" before suppliers engage
Why sales teams struggle to differentiate during tender processes
The hidden reason margins become squeezed
The difference between reacting to opportunities and shaping them
Why the real sales opportunity happens before the tender exists
The role of the salesperson as a "sensemaker" during complex buying decisions

Key Takeaway

If you are only engaging when the RFP arrives, you are entering a process that has already been structured by someone else.

The earlier you engage in the customer's thinking process, the greater your ability to influence outcomes, create relevance, and avoid competing purely on price.

Questions to Consider

How much of your pipeline is driven by tenders?
How early are you engaging in your customer's buying journey?
Are you shaping opportunities - or simply responding to them?

Mentioned in this episode

The Collaborative Selling Scorecard - a free tool to assess how aligned your sales behaviours are with modern buying environments.. https://collaborativeselling.scoreapp.com/

Connect with Fred

https://linktr.ee/fredcopestake

If you enjoyed this episode, subscribe to the Sales Today Podcast and share it with others

Watch this episode on YouTube: https://youtu.be/CtUvzDVZmh4

Watch the full mini series playlist here

View Details

In this episode of the Sales Today Podcast, Fred Copestake challenges one of the most accepted assumptions in B2B and engineering sales:

That an RFP or tender represents the start of an opportunity.

The reality?

By the time an RFP reaches your inbox, many of the most important decisions have already been made.

In this episode:

Why RFPs are rarely the true beginning of the buying journey
How customers define "what good looks like" before suppliers engage
Why sales teams struggle to differentiate during tender processes
The hidden reason margins become squeezed
The difference between reacting to opportunities and shaping them
Why the real sales opportunity happens before the tender exists
The role of the salesperson as a "sensemaker" during complex buying decisions

Key Takeaway

If you are only engaging when the RFP arrives, you are entering a process that has already been structured by someone else.

The earlier you engage in the customer's thinking process, the greater your ability to influence outcomes, create relevance, and avoid competing purely on price.

Questions to Consider

How much of your pipeline is driven by tenders?
How early are you engaging in your customer's buying journey?
Are you shaping opportunities - or simply responding to them?

Mentioned in this episode

The Collaborative Selling Scorecard - a free tool to assess how aligned your sales behaviours are with modern buying environments.. https://collaborativeselling.scoreapp.com/

Connect with Fred

https://linktr.ee/fredcopestake

If you enjoyed this episode, subscribe to the Sales Today Podcast and share it with others

Watch this episode on YouTube: https://youtu.be/CtUvzDVZmh4

Watch the full mini series playlist here

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In this first short episode of the Sales Today Mini Series, Fred Copestake explores a challenge many sales teams are currently facing:

Why does it feel like sales teams are doing everything "right" - yet deals still move slowly, margins tighten, and opportunities stall?

Fred explains why the issue often is not capability, effort, or product quality. Instead, the real friction comes from a growing gap between how organisations sell and how customers actually buy.

In this episode:

Why traditional sales processes no longer align with modern buying behaviour
How customers now begin their buying journey long before speaking to suppliers
The impact of internal collaboration and multiple stakeholders on decision-making
Why buyers are more informed, cautious, and price-sensitive than ever
The hidden reason conversations sometimes fail to land
A simple mindset shift that can help sales conversations feel more natural again

Key Takeaway

The question is no longer: "How do we move this deal forward?"

Instead, modern sales teams should ask: "Where is the customer in their buying journey right now?"

That small shift in perspective can dramatically improve relevance, trust, and momentum.

Mentioned in this episode

The free Collaborative Selling Scorecard to help assess how aligned your sales approach is with today's buying environment. https://collaborativeselling.scoreapp.com/

Connect with Fred

https://linktr.ee/fredcopestake

If you enjoyed this episode, subscribe to the Sales Today Podcast and share it with others

Watch this episode on YouTube: https://youtu.be/NkwiULWa05I

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

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You've just come back from a trade show. You're exhausted, your feet hurt, but you've got a list of leads.

It feels like progress.

But here's the uncomfortable truth most of those people are not going to buy.

Not because they're bad leads. But because that's not why most people attend trade shows.

They're there to explore, learn, compare, and figure things out.

And that single shift in perspective changes everything about how you should follow up.

The real problem with trade show follow-up

Most follow-up doesn't fail because of lack of effort.

It fails because it's based on the wrong assumptions.

Fred breaks this down into three predictable mistakes that cost sales teams time, energy, and ultimately opportunities.

Mistake 1: Treating every contact like a lead

When you download your badge scans, it's tempting to see a long list and think: "Great, loads of opportunity."

But in reality, it's a mixed bag.

You've got:

Genuine prospects
Curious browsers
Competitors
Students
And yes… people who just wanted the freebies

If you treat all of them the same, you dilute your focus.

The real starting point isn't sending emails. It's asking:

Who did we actually speak to?
What did they care about?
Which conversations are worth continuing?

Because not everything is a lead.

Mistake 2: Treating follow-up like a task, not a thinking process

This is where activity takes over.

Emails go out. LinkedIn requests get sent. Calls are made.

It feels productive.

But most of it is generic.

"Great to meet you at the show…" "Let me know if you'd like a demo…"

And it gets ignored.

Why?

Because it doesn't reflect the actual conversation.

It doesn't show understanding. It doesn't move anything forward.

Good follow-up isn't about speed - it's about relevance.

It should feel like a continuation, not a restart.

Mistake 3: Going in too hard too soon

Even when you've identified the right people and thought about the conversation…

Many salespeople still jump too quickly into:

Demos
Presentations
Walkthroughs

But the buyer isn't ready.

They've gone from "That's interesting…" to being pushed toward "Buy this."

Too quickly.

What they actually want is help making sense of what they saw.

That's where your role shifts.

Not presenter. Not persuader.

But sense-maker.

Someone who helps them think, explore, and decide.

The shift that makes the difference

Across all three mistakes, the pattern is the same:

Wrong assumptions about leads
Too much activity, not enough thinking
Moving faster than the buyer is ready for

The better approach?

Pause.

Before you send anything, ask:

Who actually matters here?
What were they trying to figure out?
How can I help them think - not push them to buy?

When you get this right, follow-up stops feeling like follow-up.

It becomes a natural continuation of the conversation.

And that's when deals start to move.

Key takeaway

Trade shows don't generate sales.

Conversations do.

And your follow-up determines whether those conversations continue… or disappear.

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/0WMCr6E_Cpk

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

Listen & Subscribe

If you enjoyed this episode, follow The Sales Today Podcast for more practical insights on modern selling and leadership.

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This episode of The Sales Today Podcast is a little different - a live webinar recording where Fred Copestake breaks down a practical approach to closing more sales without compromising how you do business.

At the heart of it is a simple idea: ethical selling isn't about being "nice" or "soft"… and it's definitely not about making things complicated. It's about finding the balance - what Fred calls the Goldilocks dilemma.

Too hard? People assume ethical selling is expensive, slow, and requires a complete overhaul of processes and training. Too soft? Others worry it means becoming passive, giving everything away, and losing commercial edge.

The reality sits in the middle. Done right, ethical selling creates win–win–win outcomes - where the customer benefits, the business benefits, and the salesperson can stand behind what they've done.

Fred reframes ethical selling as something practical, not philosophical. Yes, there are principles behind it - honesty, transparency, integrity - but what really matters is how those principles show up in day-to-day sales conversations. That's where tactics come in.

This episode introduces the ETHICAL model, a framework designed to make ethical selling usable in the real world. It focuses on seven key areas where small shifts in behaviour can lead to better conversations, stronger relationships, and ultimately more deals closed.

A big theme running through the session is clarity - helping customers make sense of their situation. Buyers don't just want information; they want support in making decisions. That's where good salespeople stand out.

Fred shares seven practical takeaways you can apply immediately:

Asking better questions - not just more questions, but the right types. Open questions, probing prompts, hypotheticals, and even silence all play a role in helping customers think more clearly.
Leading with a flaw - being honest about where you might not be the best fit builds trust faster than trying to be perfect.
Treating value as something to discover together - not something you present, but something you co-create with the customer.
Prioritising buyer safety - making it easy for someone to say "no" creates more honest conversations and better long-term outcomes.
Using the "Does it make sense…?" close - a low-pressure way to move things forward while respecting the buyer's process.
Thinking like a partner - shifting from "selling to" someone to working alongside them changes the entire dynamic.
Negotiating through exchange, not concession - the simple "If you, then I" approach keeps value balanced on both sides.
And finally, adopting a growth mindset - recognising that selling is a skill you continuously refine, not something you've "already mastered."

What ties all of this together is intent. Ethical selling isn't about tactics alone - it's about using them in a way that genuinely serves the customer while still achieving commercial outcomes.

The result? Better conversations, stronger trust, and more sustainable success.

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/rW02bZ1i-bU

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

Listen & Subscribe

If you enjoyed this episode, follow The Sales Today Podcast for more practical insights on modern selling and leadership.

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In this episode, Fred is joined by Gearoid Cox, founder of Sales Pipeline, to explore why selling feels harder in a world full of noise, new vendors, and empty promises.

From early-stage founders doing all the selling… to the challenge of building trust when buyers are more cautious than ever, this conversation digs into what actually helps sales teams stand out today.

The big theme running through the episode is simple:

Trust matters more than ever.

And screaming value is not the same as creating it.

Key Takeaways

Buyers are more educated, more cautious, and slower to trust
Trust sits in three places: the brand, the solution, and the seller
Founders often underestimate how hard sales becomes once they move beyond their own network
Great selling is about understanding the problem, not shouting about the product
The more noise in the market, the more important calm, relevant selling becomes
Real growth happens when sales, marketing, and service all learn from the customer together

It may be easier than ever to reach people.

But it is harder than ever to earn their trust and stand out.

That means modern sellers need to be more relevant, more thoughtful, and far less generic.

About Gearoid Cox

Gearoid Cox is founder of Sales Pipeline, helping early-stage businesses build realistic, effective sales systems that go beyond founder-led selling.

🌐 Website: sales-pipeline.io🔗 LinkedIn: Gearoid Cox - https://www.linkedin.com/in/gearoidcox

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/Ujoa6tsaZJM

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

Listen & Subscribe

If you enjoyed this episode, follow The Sales Today Podcast for more practical insights on modern selling and leadership.

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What really happens when a top salesperson gets promoted into leadership?

In this episode, Fred is joined by Amanda Downs, Director of Commercial at The Uspire Partnership and author of Step Up to Sales Leader, to explore the challenges of moving from individual contributor to sales leader.

From letting go of old habits… to leading former peers… to creating the right structure for growth, this episode is packed with practical insight for anyone stepping into sales leadership or supporting others to do it.

Key Takeaways

Great salespeople do not automatically become great sales leaders
One of the hardest shifts is learning to release the reins
The "white knight" trap stops teams from growing
Leadership requires clarity, structure, and consistency
Amanda's GROWTH toolkit gives sales leaders a practical framework
Positive regard and genuineness are powerful leadership habits
Values matter most when things go wrong
Sales leadership is not about doing more yourself — it is about enabling others

The Big Shift

Stepping into sales leadership is not just a promotion.

It is a move from doing the work to leading the people who do the work.

About Amanda Downs

Amanda Downs is Director of Commercial at The Uspire Partnership and author of Step Up to Sales Leader. She helps organisations develop stronger sales leadership through practical frameworks, coaching, and commercial insight.

📘 Step Up to Sales Leader - Available from 20 April on Amazon and through major booksellers.

Chapters

01:51 Stepping Up Challenges

05:35 White Knight Trap

07:49 Player Coach Debate

09:35 Growth Toolkit Overview

15:37 Release Reins Process

20:01 Leading Former Peers

21:48 Opportunities Magic Matrix

23:24 Gap Analysis Tools

24:59 Availability And Distribution Basics

29:48 Self Coaching And Imposter Syndrome

31:42 Touchpoints And Thought Leadership

33:00 Value Proposition Storytelling

35:16 Values In Action

Connect with Amanda

· LinkedIn: Amanda Downs - https://www.linkedin.com/in/amandadowns2

· Email: amanda@theuspirepartnership.com

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/zsiv0vMrzKU

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

Listen & Subscribe

If you enjoyed this episode, follow The Sales Today Podcast for more practical insights on modern selling and leadership.

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What if selling wasn't about speed… but about timing?

In this episode, Fred is joined by Mark Kempf, author of Unfurl Your Sales, to explore a different approach to selling -one that is gradual, progressive, and deeply personalised.

From slowing down to speed up… to building relationships that last decades, this conversation challenges the pressure to rush and reframes what effective selling really looks like.

Key Takeaways

Slow down to speed up in sales
Focus on quality over quantity
Personalisation is about the conversation - not just research
Confidence comes from competence and preparation
Stop forcing urgency - align with the buyer's timing
The goal isn't a sale… it's a long-term client

The Big Shift

Sales doesn't need to be rushed.

The best sellers move with intention, not pressure.

About Mark Kempf

Mark Kempf is the author of Unfurl Your Sales, bringing decades of experience in relationship-led, long-term selling.

📘 Unfurl Your Sales - https://amzn.eu/d/0hPZfBXL 👉 https://www.unfurlyoursales.com

🔗 LinkedIn: Mark Kempf

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/v4hBh8Kk6ms

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

Listen & Subscribe

If you enjoyed this episode, follow The Sales Today Podcast for more practical insights on modern selling.

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The way buyers buy has changed - but most sellers haven't.

In this episode, Fred is joined by Steve Knapp (co-founder of PLAN.GROW.DO) to explore what the Buyer Revolution really means for modern sales.

From buyers being 83% through their journey before speaking to you… to why most sellers are preparing for the wrong conversation - this episode challenges traditional thinking and offers a more practical, buyer-led approach.

Key Takeaways

Buyers are further ahead than you think
Your first job is to validate, not qualify
Preparation must match the buyer's reality
Most value is created before the first conversation
Personalised content builds trust - corporate content doesn't
It's easier than ever to sell… but harder than ever to stand out

The Big Shift

Sales isn't broken.

But the timing, approach, and expectations have changed.

The sellers who adapt to how buyers actually buy will win.

Chapters

0:00 Welcome and Introductions

01:35 Beyond Sales Training

04:21 Buyer Revolution Research

09:00 Validate Not Qualify

11:37 The Two 83 Percent Stats

14:33 Nurturing Between Orders

19:32 Hybrid Channels and Personalisation

25:57 Leadership and Measurement

28:04 Personal Brand Amplification

31:27 Resources and Wrap Up

Connect with Steve

Steve Knapp is co-founder of Plan Grow Do, helping organisations evolve their sales approach through training, coaching, and consultancy.

Website: https://plangrowdo.com LinkedIn: Steve Knapp - https://www.linkedin.com/in/steveknappsales

Get Steve's Book - Selling Lubricants Smarter Buy on Amazon

Beyond The Blend Podcast - https://plangrowdo.com/beyond-the-blend-podcast

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/BwRzJ2_JS-0

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

Listen & Subscribe

If you enjoyed this episode, follow The Sales Today Podcast for more practical insights on modern selling.

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In this episode of the Sales Today Podcast, Fred Copestake is joined by Marc Baladi, sales and senior leadership coach, and co-host of the podcast Beyond Enough.

Together, they explore a challenge many people in sales quietly face: feeling overwhelmed, behind, or not good enough - even when they're capable and putting in the effort.

Marc's argument is simple but powerful:

You are probably not struggling with capability or effort.

You are struggling with cognitive load - and not knowing what "good enough" looks like.

In this episode

Why "imposter syndrome" and "burnout" are real, but often misunderstood
How cognitive overload shows up in sales and leadership roles
Why your to-do list keeps getting longer
The difference between what needs to be done and what you just feel you should do
How to spot what you are avoiding
Why defining a "good enough" day can reduce pressure
The role of routines, values, and self-awareness in managing workload
Why progress matters more than perfection

The 3 questions Marc shares:

What are the 3 things that actually need to be done today?

Not everything on your list matters equally.

Focus on the few things that genuinely move things forward.

What are you avoiding or letting slip?

Sometimes the issue isn't lack of effort - it's uncertainty, pressure, or misalignment.

What would a "good enough" day look like?

If you defined success more realistically, would you feel more in control?

Key takeaway

Most people are trying to do too much, prove too much, or be too perfect.

A better approach is to define your operating baseline - what good enough looks like for you - and work from there.

Because the goal isn't perfection.

It's sustainable progress.

Connect with Marc

· LinkedIn: Marc Biladi: https://www.linkedin.com/in/marcbaladi

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/ucQEhWkWpmI

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

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In this episode, Fred Copestake is joined by Ollie Whitfield of Slingshot Content to explore a sales tactic that surprisingly few salespeople use: running webinars themselves.

While marketing teams often lead webinars, salespeople can use them as a powerful way to stand out, demonstrate expertise, and create valuable conversations with prospects.

The key is doing them well.

Not product demos. Not long introductions. And definitely not disguised sales pitches.

Instead, the best webinars focus on insight, useful ideas, and real problems your customers face.

In this episode, we cover:

Why webinars can help salespeople stand out
Why most reps never try them
What makes a webinar worth attending
How to structure a webinar so people stay engaged
Why titles and clarity matter
The difference between public and private webinars
How webinars create better follow-up conversations

Key takeaway

A good webinar allows salespeople to teach before they sell.

Done well, it helps build trust, demonstrate expertise, and create a natural reason to follow up with prospects.

Connect with Ollie

· LinkedIn: Ollie Whitfield: https://www.linkedin.com/in/olliewhitfield

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/haeCH5I4uLc

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

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In this episode, Fred Copestake is joined by Ollie Whitfield of Slingshot Content to explore a sales tactic that surprisingly few salespeople use: running webinars themselves.

While marketing teams often lead webinars, salespeople can use them as a powerful way to stand out, demonstrate expertise, and create valuable conversations with prospects.

The key is doing them well.

Not product demos. Not long introductions. And definitely not disguised sales pitches.

Instead, the best webinars focus on insight, useful ideas, and real problems your customers face.

In this episode, we cover:

Why webinars can help salespeople stand out
Why most reps never try them
What makes a webinar worth attending
How to structure a webinar so people stay engaged
Why titles and clarity matter
The difference between public and private webinars
How webinars create better follow-up conversations

Key takeaway

A good webinar allows salespeople to teach before they sell.

Done well, it helps build trust, demonstrate expertise, and create a natural reason to follow up with prospects.

Connect with Ollie

· LinkedIn: Ollie Whitfield: https://www.linkedin.com/in/olliewhitfield

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/haeCH5I4uLc

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

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In this episode of the Sales Today Podcast, Fred Copestake speaks with Alex Nicholls-Gray, founder of The Prospect Experience Company, about why the prospect experience has never been worse and what salespeople can do to fix it.

With automation tools and AI making it easier than ever to send thousands of messages, buyers are overwhelmed with generic outreach across email and LinkedIn. The result? Lower response rates, more spam complaints, and prospects who ignore most messages.

Alex argues that the solution isn't sending more outreach it's improving the experience of being prospected.

Why Prospecting Is Getting Harder

Two key changes are shaping modern prospecting:

Automation at scale: Sales tools allow thousands of messages to be sent instantly, often replacing thoughtful messaging with volume.

AI-generated outreach: AI can produce polished emails quickly, but because everyone uses the same tools, many messages now sound identical.

The result is more noise and less impact.

Three Ways to Improve Prospecting

Alex suggests focusing on three simple principles:

Show effort: Prospects notice when real time and thought have gone into outreach.
Be creative: Memorable outreach stands out. If a prospect remembers your message months later, it worked.
Show personality: Human communication beats automated scripts every time.

Why Direct Mail Works

One overlooked approach is sending something through the post.

Because inboxes are crowded but physical mailboxes are not, a simple handwritten card or small item can capture attention quickly.

Alex often sends a card with a short handwritten note and a small item such as a tea bag - something simple but memorable.

A Simple Prospecting Metric

Alex suggests sales teams track one question:

When you follow up, does the prospect remember your outreach?

If they do, you've cut through the noise.

Connect with Alex Nicholls-Gray

LinkedIn: https://www.linkedin.com/in/alexnichollsgray
Website: https://thepxc.com/

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/QDArjg6vjVI

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

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Fred is joined by Mark Young, whose LinkedIn headline says it all: "A cat person helping technical AI founders earn trust before the first call."

This episode is a lively (and refreshingly sceptical) conversation about why so much LinkedIn advice is formulaic, outdated, or simply irrelevant - especially for technical founders and specialists who need trust, not vanity metrics.

What you'll learn

Why a lot of LinkedIn "best practice" is recycled templates and pseudoscience
The danger of chasing quick wins like "20,000 followers in 90 days" claims (and what's actually behind them)
What LinkedIn's algorithm shift has changed (and why "do every format every week" can hurt reach)
Why the people who "do best" on LinkedIn are often… the ones selling LinkedIn
How to build trust with the right audience without trying to game the platform

The LinkedIn Audit: what Mark looks at

Mark explains the simple profile elements that matter most if LinkedIn is going to work as a sales tool:

Banner (top real estate): quickly signals "you're in the right place"
Headline: follows you everywhere—comments, search, connection requests
should clearly show who you help + how you help
and can include a small "human hook" (yes, like cats or Mary Poppins)
About section: should read more like a landing page than a CV
clear ICP, clear outcomes, easy to contact you
Credibility signals: proof, continuity, trust markers (without making it all about you)
ICP clarity: pick a focus for your campaign (even if you can sell wider)
Call-to-action strength: what you want people to do next, made simple

Trust on LinkedIn: what actually works

Engage properly (not spam comments, not "AI parroting")
Use LinkedIn like a real-world networking event: show up, contribute, be relevant
Build familiarity and credibility before you ask for time or a call
Avoid "potato-style" engagement hacks that create noise, not trust

Connect with Mark Young

LinkedIn: https://www.linkedin.com/in/markyoungsocial
Email: Mark.young@lovesocialmedia.com
Want an audit? Comment POTATO 🥔

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/KTJSIrxcHWY

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

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In this episode of The Sales Today Podcast, Fred Copestake is joined by Sebastian Hidalgo, co-founder of DURINDAL and creator of the SWAT method - a sales framework influenced by hostage negotiation principles.

Fred admits he's often sceptical when crisis negotiation gets blended with commercial sales, so this becomes a lively, grounded conversation: what genuinely transfers, what doesn't, and how to use "hostage" techniques ethically to improve trust, discovery, and positioning.

What you'll hear in this episode

Sebastian's unusual origin story: becoming a certified hostage negotiator at 18
The persistence it took to get accepted into training as a civilian and young applicant
How later PSYOPs (psychological operations) training triggered an "aha" moment: he'd been applying negotiation principles in business without realising it
Why Sebastian believes there's a gap between negotiation books (e.g. Never Split the Difference) and practical sales structure
Fred's perspective: crisis negotiation ≠ commercial negotiation - and why that matters

The SWAT Method in a nutshell

Sebastian explains SWAT as a four-stage sales method designed to:

Earn trust faster
Create positioning in real time - not just against competitors, but against the buyer's past failed attempts with similar solutions

The four stages are:

Influence
Diagnosis
Failure Mapping
Value Alignment (what most people would call "the close", though Sebastian avoids that framing)

Influence + Diagnosis + Failure Mapping sit mainly in what traditional sales calls "discovery", but with more emphasis on trust, relevance, and reducing friction.

Where the "hostage" skills show up (without the Hollywood nonsense)

Sebastian's view: you don't need dramatic tactics - you need fundamentals executed well.

Key transferable skills include:

Listening (with intent - often reinforced by taking notes)
Active listening + mirroring (what intelligence work calls elicitation: helping people talk themselves deeper into the real issue)
Staying calm under pressure
Reading the person in front of you (tone, pacing, reactions) rather than hiding behind slides

He also highlights the need for flexible creativity - adapting your knowledge to the buyer's reality in the moment.

Key takeaway

The value isn't "hostage negotiation theatre."

It's using proven human skills - listening, trust-building, uncovering blockers early, and positioning through relevance to make sales feel less "gross" and more like service.

Connect with Sebastian

· LinkedIn: https://www.linkedin.com/in/sebastian-dp-hidalgo

Email: sebastian@durindal.com
Website: https://www.durindal.com

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/-IP6Z7zU9Rg

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

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In this episode, Fred is joined by Tom Ridley, an AI sales coach, for a refreshingly grounded conversation about AI in sales.

Instead of racing through a list of tools, Tom makes a different point: AI isn't the story - being human is. The real value of generative AI (ChatGPT, Gemini, Claude) is that it removes the admin-heavy work salespeople hate and frees them up to do what matters most: have better conversations, build stronger relationships, and help customers make sense of complex decisions.

They explore how to use AI to research accounts, focus on the right opportunities, prepare sharper conversations, and even critique proposals through the lens of different stakeholders (CRO, CFO, Procurement). Along the way, they also tackle a real risk: AI can create a false sense of confidence if you stop at surface-level answers, which is why critical thinking and comprehension matter more than ever.

This episode is all about making AI feel accessible and giving listeners permission to start simple, build confidence, and improve one step at a time.

What You'll Learn

Why AI in sales isn't "about tools" - it's about freeing time to be more human
What generative AI actually means (and how it differs from older AI like recommendations/analytics)
How AI helps with the "admin" tasks salespeople avoid: CRM, account research, note tracking
How to use AI to narrow 300 accounts into a focused "top 20" priority list
The danger of "AI confidence" without real understanding (Dunning–Kruger in the AI era)
Why you need to keep probing deeper instead of accepting the first AI response
How to use AI as a memory + insight engine across long enterprise sales cycles
Simple ways to use AI to:
generate questions
find non-obvious insights
critique proposals
roleplay stakeholder objections
Treating AI like an "employee" you manage - and why prompt clarity matters
A practical way to measure ROI: did it move you forward and improve the quality of the activity?

"AI can do the tasks salespeople don't like… so you can focus on great conversations."

If AI feels overwhelming, this episode is your reset.

Start simple. Use what you already have. Focus on better conversations, not shiny tools.

And if you want to go deeper, Tom shares how he helps teams build AI into sales workflows from SDR to CRO level.

Connect with Tom

LinkedIn: https://www.linkedin.com/in/tomridley
Website: https://amplify-consultancy.com
Podcast: The Business and Bots Podcast (with Dexter Winters) YouTube: Spotify:

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/FnyRVZdj5Xc

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

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In this episode, Fred is joined by Chelsea Burns - marketing psychologist, brand ethicist, and non-manipulative marketer to explore where ethical marketing and ethical selling overlap… and where they can go wrong.

Chelsea introduces a practical way to draw the line between persuasion and manipulation: Agency - a person's genuine ability to choose. From there, the conversation goes deep into real-world examples of questionable tactics, why "FOMO" can backfire, and how the brain evaluates purchases immediately after the transaction.

Chelsea also shares her four pillars of ethical branding - consent, reciprocity, trust, and belonging and explains how relational psychology can turn ethics from "debating club theory" into day-to-day, tactical decisions that build long-term relationships (and better business).

Fred rounds things out with sales parallels like transparency selling, "lead with a flaw," and a brilliant ethics conundrum involving goats, segmentation… and B1G1.

What You'll Learn

Why ethical persuasion is possible and why "all marketing is manipulation" isn't true
The ethical line: agency and a customer's ability to choose
A real example of manipulative tactics (and how they show up in launches)
Chelsea's four pillars of ethical branding:
Consent
Reciprocity
Trust
Belonging
Why manufactured urgency and "never-ending discounts" blur ethical consent
How FOMO can turn into FOMU (fear of messing up) and increase buyer anxiety
Why buyers judge value immediately after purchase and how negative emotion backfires
The "transformation arc" in marketing and selling: current state → desired state → bridge
Why implementation is what people pay for (not just information)
A practical ethics test: transparency + intent + consent + follow-through

If you want marketing and selling that drives results without crossing ethical lines, this episode will give you a clear framework and a few things you may never unsee again.

And if you've ever wondered whether a tactic "works" but feels a bit… off ,Chelsea's agency test is a great place to start.

Connect with Chelsea

· LinkedIn: Chelsea Burns: linkedin.com/in/chelseaburns26

· Website: https://www.the-marketing-psychologist.com/

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/2CHGDwCMtpc

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

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In this episode, Fred is joined by John Richardson, Co-Founder and Director of Coaching at My Sales Coach, to explore a key question: how do you get faster, more meaningful results from training and coaching?

Their answer is simple but powerful: start with the right assessment.

They unpack why great coaches are always assessing (without judging), how the right diagnostics can shorten the path to meaningful improvement, and why revenue alone isn't a useful starting point for development. John explains how My Sales Coach uses assessments to build coaching plans with focus, structure, and evidence of progress and why the Objective Management Group (OMG) assessment stands out for sales performance.

The episode finishes with practical guidance on how to position assessments in a way that builds trust, reduces anxiety, and helps salespeople see the value: better outcomes, faster - without overwhelm.

What You'll Learn

Why assessment is the shortcut to meaningful development (without "wasting time")
The difference between coaching with structure and coaching by guesswork
Why "more revenue" isn't a straight line from "better selling"
How to use assessments to create coaching focus without overwhelming the rep
Why OMG is not a personality test or a skills matrix and why that matters
The two "below the surface" indicators that often unlock the biggest progress:
Need for Approval
Supportive Buy Cycle
How "Will to Sell" works (Desire, Commitment, Motivation) and why it can be uncomfortable - but useful
How to position assessment so it feels like support, not judgement
Why top performers still benefit from diagnostics (elite sport analogy)

If you're responsible for sales performance and want training/coaching to land faster and stick longer- this episode is a must-listen.

And if you're curious about using assessment to create more focused, personalised development, connect with John directly:-

Connect with John

· LinkedIn: John Richardson: https://www.linkedin.com/in/johnrichardson11/

· Website: https://www.mysalescoach.com/

· Email: john@mysalescoach.com

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/AvQrgeEAEwI

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

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Their answer is simple but powerful: start with the right assessment.

What You'll Learn

Why assessment is the shortcut to meaningful development (without "wasting time")
The difference between coaching with structure and coaching by guesswork
Why "more revenue" isn't a straight line from "better selling"
How to use assessments to create coaching focus without overwhelming the rep
Why OMG is not a personality test or a skills matrix and why that matters
The two "below the surface" indicators that often unlock the biggest progress:
Need for Approval
Supportive Buy Cycle
How "Will to Sell" works (Desire, Commitment, Motivation) and why it can be uncomfortable - but useful
How to position assessment so it feels like support, not judgement
Why top performers still benefit from diagnostics (elite sport analogy)

If you're responsible for sales performance and want training/coaching to land faster and stick longer- this episode is a must-listen.

And if you're curious about using assessment to create more focused, personalised development, connect with John directly:-

Connect with John

· LinkedIn: John Richardson: https://www.linkedin.com/in/johnrichardson11/

· Website: https://www.mysalescoach.com/

· Email: john@mysalescoach.com

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/AvQrgeEAEwI

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

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In this episode of The Sales Today Podcast, Fred Copestake is joined by sales thought leader, author, and one of the kindest people in the profession, David Brock.

Together, they explore David's new book "Is Good Enough, Good Enough?" and why it's not another "do this, do that" sales methodology book. Instead, it focuses on the mindsets and behaviours that separate high performers from those who are simply checking the boxes.

With win rates often accepted at 15–20% in many SaaS environments, David challenges the idea that "making the number" should be the benchmark. The conversation asks a bigger question: what becomes possible when we stop settling for good enough?

In this episode, they explore:

Why David wrote Is Good Enough, Good Enough? and what triggered his frustration
The hidden cost of "acceptable" win rates and how much time teams spend losing
Why sales improvement isn't just about tools, process, tech, or methodology
What really separates high performers: mindsets and behaviours
Why customer centricity is still misunderstood (and often too seller-focused)
How to build trust by leading with what the customer cares about - not your product
Why buyers increasingly want rep-free journeys (and what that really means)
How questioning needs to evolve from "agenda-driven" to "sense-making"
The role of curiosity and continuous learning in modern, complex sales
How insight works in the real world - and why it doesn't need to be revolutionary
AI as an amplifier: how it boosts good thinking (and scales bad thinking fast)
Why curiosity may be the most important starting point for sellers and leaders

Key insight

The biggest performance gap in sales isn't caused by a lack of methodology.

It's caused by settling.

When salespeople stop being curious, stop learning, and start focusing on themselves instead of the customer, "good enough" becomes the standard - even when far better is possible.

Practical takeaways

Lead with the customer's world, not your product story
Ask questions to understand, not to "set up" your pitch
Use insights to start conversations - you don't have to be perfect, just thoughtful
Let AI support deeper research and better preparation, not lazy automation
Build your foundation: curiosity, customer focus, discipline, accountability, and care

About David Brock

David Brock is a respected sales leader, writer, and author of Sales Manager Survival Guide and Is Good Enough, Good Enough? His work focuses on helping sales professionals and leaders perform at a higher level by strengthening the behaviours and thinking that drive real results.

Where to find David Brock

LinkedIn: https://www.linkedin.com/in/davebrock
Blog: https://partnersinexcellenceblog.com/
Book: Is Good Enough, Good Enough? available on Amazon - https://a.co/d/8qcWKx9

Connect with Fred: https://linktr.ee/fredcopestake

Free resources

Collaborative Selling Scorecard Check how your sales approach fits today's environment

https://collaborativeselling.scoreapp.com/

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Watch this episode on YouTube

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In this episode of The Sales Today Podcast, Fred Copestake is joined by communications and speech coach Susie Ashfield, author of Just Fking Say It and a third-time guest on the show.

This is an "emergency podcast" sparked by a moment on LinkedIn: Susie posted a video where she stumbled and left it in. No polishing. No AI. No pretending.

Because as AI-generated content gets smoother, faster, and more convincing, the thing that makes us stand out is increasingly simple:- being human.

Together, Fred and Susie explore what we risk losing when we outsource too much of our thinking, speaking, and creativity and how sales and communication can stay authentic in a world racing towards perfection.

In this episode, they explore:

Why Susie kept the mistake in her LinkedIn video and why it mattered
The "volcano project" problem: what happens when the parent (or AI) does the work
Where AI is genuinely useful (time-saving, editing, polishing) vs where it flattens originality
Why "give me 10 creative ideas" isn't actually creative
The difference between amplifying your thinking and outsourcing your thinking
Why micro-mistakes, humour, and real reactions build trust and relatability
The Pratfall Effect and why small imperfections can increase likability
Why AI scripts often sound "political" - and why humans respond more to "comedian energy"
How to make better videos without becoming artificial
Why quality beats quantity in sales outreach - and why AI-driven scale can backfire
A powerful story about effort, authenticity, and why "rubbish" sometimes wins

Key insights

AI can make your content look perfect.

But perfection isn't what creates connection.

The future belongs to people who can think, speak, and show up with enough courage to be real - including the pauses, the stumbles, the humour, and the moments that don't land perfectly.

Because that's where trust lives.

Practical takeaways for salespeople and creators

Use AI for the practical work (drafting, editing, formatting, speeding up execution)
Keep the creative work human (insight, point of view, story, judgement, humour)
Don't fear mistakes - small imperfections can increase engagement and relatability
Ditch the "social script" of long intros and credibility lists: lead with the audience's problem
Prioritise quality connections over mass automated outreach

About Susie Ashfield

Susie Ashfield is a communications and speech coach and the author of Just Fking Say It.

She helps people speak with confidence and impact without sounding scripted, robotic, or artificial.

The book is also available as an audiobook, read by Susie herself (of course).

Get in touch with Susie

· Search Susie Ashfield online to find her work and the book: https://amzn.eu/d/aIZJK6N

· LinkedIn: message Susie Ashfield directly - she replies - https://www.linkedin.com/in/susannahashfield/

Connect with Fred: https://linktr.ee/fredcopestake

Free resources

Collaborative Selling Scorecard Check how your sales approach fits today's environment

https://collaborativeselling.scoreapp.com/

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Watch this episode on YouTube

https://youtu.be/R6iKggd27NA

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In the final episode of the Sales Today mini-series, Fred Copestake and James Michael step back to answer a deceptively simple question:

Has selling really changed?

The answer is both yes - and no.

This closing conversation brings together the themes explored across the series and reframes selling not as persuasion or pressure, but as something far more human, thoughtful, and aligned with how buyers actually make decisions today.

In this episode, they explore:

What has stayed the same in selling - and what has genuinely evolved
Why selling has always been about understanding people and solving problems
How modern tools and insights allow salespeople to do a better job than ever before
Why sales processes must align with buying processes
How buyers often progress far before sales teams ever get involved
Why tenders and late-stage engagement are rarely the start of the buying journey
A powerful redefinition of selling that reframes everything
Why ethical, buyer-led selling creates fair exchanges of value

A simple definition of selling

When asked to define selling in one sentence, Fred's answer is refreshingly clear:

Selling is helping people buy.

Sales isn't about control or coercion. It's about supporting people as they move through decisions — with or without you.

A powerful reframing

James shares a definition that brings the entire series together:

Selling is a series of considered conversations of mutual curiosity, which ideally results in a fair exchange of value.

This reframing removes pressure, manipulation, and performance - and replaces them with clarity, intent, and balance.

Key insight

Selling hasn't fundamentally changed - but our ability to do it well has.

Today's best salespeople:

Respect the buyer's journey
Engage earlier with insight
Align sales processes to buying behaviour
Focus on value, not tactics

When sales is done properly, it doesn't feel like selling at all.

About the guests

Fred Copestake Founder of Brindis and author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling. Fred has spent over 25 years working with sales teams across 38 countries, helping them move from personality-led selling to structured, collaborative approaches.

James Michael Founder of Justified Talent, James uses behavioural psychology and psychometric assessment to identify what truly predicts success in modern B2B sales. His work challenges outdated assumptions about personality, performance, and selling capability.

Connect with James

· LinkedIn: James Michael (Australia) https://www.linkedin.com/in/smesalesrecruiter/

· Website: www.justifiedtalent.com

The end of the Sales Today mini-series

This episode concludes the five-part Sales Today mini-series, exploring how selling must evolve - not by abandoning its foundations, but by returning to them with greater clarity, ethics, and intent.

If you're new to the series, Episodes 1–4 are available now.

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/VrRNMcmR5aM

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

View Details

In Episode 4 of the Sales Today mini series, Fred Copestake and James Michael tackle a growing tension in modern selling: the contrast between SaaS-led sales thinking and the realities of selling in CEMMT industries - construction, engineering, manufacturing, mining, and transport.

At the heart of the discussion is Fred's work on Ethical Selling and why ethics isn't an abstract concept, but a practical, tactical necessity - particularly in complex, long-term, high-consequence sales environments.

This episode challenges hype-driven sales narratives and asks a bigger question: are we optimising sales processes for speed and scale, or for trust and outcomes?

In this episode, they explore:

Why Fred felt compelled to write Ethical Selling - and why the timing mattered
How ethics fits alongside existing sales frameworks rather than replacing them
Why values, alignment, and conscience directly affect sales performance
The difference between selling software and selling solutions that must last decades
Where SaaS sales thinking adds value - and where it can fall short
The rise of SDRs, AEs, and sales jargon - and how it lands in traditional industries
Why ethical selling must be practical, tactical, and usable tomorrow
The importance of ownership, continuity, and trust in CEMMT sales cycles

Key insight

Ethical selling isn't about being "nice". And it isn't about abstract principles.

It's about being aligned, acting with intent, and selling in a way that creates value for the buyer, the business, and the salesperson.

When ethics are practical and embedded into how sales is done, trust increases — and performance follows.

Why this matters in CEMMT sales

In CEMMT environments, sales decisions often involve:

Long time horizons
Multiple stakeholders
Real-world consequences
Assets that must perform for decades

In these contexts, fast, fragmented, or overly mechanised sales approaches can undermine trust.

Ethical, end-to-end ownership of the sales process isn't old-fashioned. It's essential.

About the guests

Connect with James

· LinkedIn: James Michael (Australia) https://www.linkedin.com/in/smesalesrecruiter/

· Website: www.justifiedtalent.com

Part of the Sales Today - CEMMT Sales Series

This is Episode 4 of a 5-part Sales Today mini-series, exploring how sales must evolve to reflect buyer behaviour, ethical expectations, and industry realities.

Subscribe to Sales Today to catch the final episode in the series.

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/1or4nrGzOOs

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

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In Episode 3 in this five part mini series of Sales Today Podcast, Fred Copestake and James Michael explore a question that challenges another long-held belief in sales: do great sales conversations succeed because of personality - or because of process?

This episode looks at how the most effective salespeople consciously select their mode during conversations, switching between listening, questioning, sharing insight, and guiding the discussion - always with the buyer's outcome in mind.

Rather than restricting creativity, process and structure create the space for better thinking, deeper understanding, and more human conversations.

In this episode, they explore:

Why the ability to "select the mode" matters more than personal style
The principle of seek first to understand, then to be understood — and why it's more relevant than ever
How process gives permission to listen before presenting
Why modern sales conversations must earn the right to ask questions
The role of hypotheses and insight in opening meaningful dialogue
How frameworks reduce cognitive load and free salespeople to focus on the buyer
The balance between structure and creativity in complex B2B sales

Key insight

Great sales conversations aren't improvised.

They are guided by process, supported by structure, and brought to life through human judgement.

Process doesn't turn salespeople into robots. It removes uncertainty, so attention can stay where it belongs — on the customer.

Why this matters today

Buyers are busy, informed, and often sceptical of traditional sales behaviour.

Structure helps salespeople:

Know when to listen and when to speak
Lead with insight rather than interrogation
Create clarity instead of adding noise

In complex sales environments, process isn't a constraint. It's a competitive advantage.

About the guests

Connect with James

· LinkedIn: James Michael (Australia) https://www.linkedin.com/in/smesalesrecruiter/

· Website: www.justifiedtalent.com

Part of the Sales Today - CEMMT Sales Series

This is Episode 3 of a 5-part series exploring how selling must evolve to reflect how buyers think, decide, and behave today.

Subscribe to Sales Today to continue the journey.

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/5F3NyWR1tEI

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

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In Episode 2 of the CEMMT Sales Series, Fred Copestake and James Michael challenge one of the most persistent stereotypes in sales: that success comes from being loud, charismatic, and constantly talking.

Focusing on technical and specialist industries such as construction, engineering, manufacturing, and logistics, this episode explores why many highly capable professionals feel uncomfortable with selling — and why that discomfort is often rooted in outdated assumptions about what sales really is.

In this episode, we explore:

Where the "gift of the gab" stereotype comes from — and why it no longer applies
Why technical experts are often pushed into sales roles without the right preparation
How sales gained a reputation for manipulation and performance
What thousands of psychometric assessments reveal about top B2B sales performers
Why extroverts are not automatically better at selling
The rise of the ambivert in modern, complex sales environments
The role of listening, silence, and thoughtful questioning in buyer-led conversations

Key insight

Modern sales doesn't reward the loudest voice in the room.

The most effective salespeople today are those who can switch modes — talking when it adds value, listening when it matters more, and creating space for buyers to think clearly.

The "gift of the gab" isn't a strength in complex B2B sales. Balance is.

Why this matters today

Buyers now arrive informed, cautious, and often overwhelmed by choice and internal complexity.

What they need isn't persuasion.

They need someone who can help them make sense of decisions, navigate stakeholders, and move forward with confidence.

That requires empathy, restraint, and adaptability - not performance.

About the guests

Fred Copestake Founder of Brindis and author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling. Fred has worked with over 10,000 salespeople across 38 countries, helping organisations move away from outdated sales behaviours and towards collaborative, ethical selling.

James Michael Founder of Justified Talent, James specialises in recruiting and assessing first-time sales hires. With a background in behavioural psychology, he uses data-led psychometric assessment to identify what truly predicts success in modern B2B sales — beyond stereotypes and assumptions.

Connect with James

· LinkedIn: James Michael (Australia) https://www.linkedin.com/in/smesalesrecruiter/

· Website: www.justifiedtalent.com

Part of the Sales Today - CEMMT Sales Series

This is Episode 2 of a 5-part series exploring how selling must evolve to align with how buyers think, behave, and make decisions today - particularly in complex, technical environments.

Subscribe to Sales Today to continue the series.

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: h https://youtu.be/mRzOStF-JsM

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

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In this opening episode of a 5 part mini series of Sales Today, we do things a little differently.

Instead of the usual host-led interview, Fred Copestake is in the hot seat as James Michael turns the tables and leads the conversation. Chatting from opposite sides of the world – Fred in the UK and James in Australia – the discussion reflects a wider theme of this episode: sales has been turned upside down.

Together, they explore how selling has evolved from persuasion, pressure, and performance theatre into something far more human, ethical, and buyer-led.

In this episode, they cover:

Why traditional, manipulative sales tactics no longer work in modern B2B selling
How sales used to be treated as a "dark art" – and why that thinking causes problems today
Fred's accidental route into sales and what 25 years across 38 countries has taught him
The shift from "telling and pitching" to sense-making and clarity-building
Why today's buyers often know more than the salesperson before the first meeting
What it really means to sell collaboratively rather than persuasively
How ethics, integrity, and conscience now play a critical role in long-term sales success

Key takeaway

Modern sales is no longer about control, clever techniques, or forcing outcomes.

It's about helping buyers make sense of complexity, supporting better decisions, and creating value through conversation – not pressure.

When selling is done well today, everyone wins: the buyer, the business, and the salesperson themselves.

About the guests

Fred Copestake is the founder of Brindis, a sales training consultancy. With over 25 years' experience, he has worked in 38 countries, supported more than 10,000 salespeople, and authored three books:

Selling Through Partnering Skills
Hybrid Selling
Ethical Selling

James Michael is the founder of Justified Talent, a recruitment business specialising in helping small businesses make their first sales hire. With a background in behavioural psychology, James takes a radically different approach to recruitment – focusing on assessment and behaviour rather than CVs and interviews.

Connect with James Michael

· LinkedIn: James Michael (Australia) - https://www.linkedin.com/in/smesalesrecruiter/

· Website: www.justifiedtalent.com

This is Episode 1 of a 5-part CEMMT Sales Series, exploring how selling must adapt to modern buyers, ethical expectations, and changing decision-making behaviours.

Subscribe to make sure you don't miss the next episode.

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/vNdGEyZLeLE

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

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In this solo episode, host Fred Copestake conducts a live, first-reaction review of the My Sales Coach "State of Sales Coaching in 2026" Report.

Fred reads the executive summary, explores the data, and offers unfiltered commentary on what the findings mean for sales leaders, salespeople, and the future of coaching - human and AI.

He dives into coaching frequency, quality, barriers, performance impact, the role of AI, who salespeople trust as coaches, and why tenured sellers may be the most underserved group of all.

If you want to deepen your coaching culture, rethink how you support reps, and understand where the industry is heading in 2026, this is the episode for you.

Key Takeaways

Coaching remains the most powerful but underused lever in sales performance.
There is a growing disconnect between leaders who believe they coach more and salespeople who feel under-coached.
Regular, structured coaching dramatically increases quota attainment, with weekly-coached reps 1.6× more likely to hit target.
Human coaching is still preferred over AI-only solutions-trust and care still matter.
Experienced sellers are the most neglected when it comes to coaching, despite being some of the hungriest for improvement.
Sales managers often rate their own coaching highly, yet few have a coach themselves.
A winning formula for modern sales teams: AI-powered, human-led, relentlessly consistent coaching.

00:00 Introduction to The Sales Today Podcast

00:26 Live Review of the State of Sales Coaching 2026 Report

01:36 Executive Summary by Kevin Beales

03:38 Survey Participants and Respondent Breakdown

04:37 Chapter 1: Changes Since 2025

06:06 Chapter 2: Coaching Frequency and Barriers

08:27 Chapter 3: Coaching Drives Performance

09:56 Chapter 4: Coaching in the Age of AI

12:05 Chapter 5: Who Do Salespeople Want to Be Coached By?

13:41 Chapter 6: The Rise of AI in Sales Coaching

14:56 Chapter 7: Experienced Salespeople and Coaching Neglect

17:08 Chapter 8: Who Coaches the Coaches?

18:21 Key Themes and Final Thoughts

Links and Resources

Follow Fred: https://linktr.ee/fredcopestake

Download The State of Sales Coaching in 2026 Report

Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube: https://youtu.be/J3RfU28wapg

Watch my FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

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In this episode of The Sales Today Podcast I am joined by Gerry Hill - widely regarded as a "pipeline savant" to unpack the uncomfortable truths behind pipeline health, buyer-centricity, conversational skills, and what truly separates top performers from everyone else.

Together we explore why good intentions often crumble under commercial pressure, how weak pipelines drive unethical behaviour, and why modern sellers struggle with basic conversational competence.

Gerry also shares practical guidance for sellers stuck in a "crushing low," as well as his thoughts on resilience, generational shifts, and the realities of building a long-term sales career today.

Key Topics Covered

Pipeline & Ethics: Why a healthy pipeline naturally leads to more ethical, confident selling and why scarcity triggers bad decisions.
Buyer-Centricity Myths: The gap between what companies say about being customer-focused and what actually happens under quota pressure.
Unnatural Acts of Selling: The uncomfortable tasks elite sellers consistently do (and others avoid) that drive predictable success.
The Decline of Conversational Skills: How modern communication habits have eroded curiosity and real human interaction in sales.
Resilience in Today's Workforce: Generational differences, culture shifts, and why resilience is becoming a defining competency.
Career Ownership: Gerry's advice for younger sellers on financial literacy, choosing the right markets, and long-term career strategy.

"Selling is a series of unnatural acts. The people who win are the ones willing to do the uncomfortable things consistently."

Links and Resources

Connect with Gerry: https://linktr.ee/gerryhill Phone: +44 7702 034081

Follow Fred: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube: https://youtu.be/m9k5LXPqvoY

Watch my FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

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Is it possible to make every sales interaction a win for all parties involved?

On today's solo episode of Sales Today I address the conventional sales dynamic with a bold exploration of ethical selling.

Discover how a win-win-win scenario not only benefits the customer and the company but also leaves the salesperson's conscience clear.

The conversation tackles the intriguing Goldilocks dilemma in sales - striking the perfect balance between being too aggressive or too passive.

I break down the ETHICAL framework, offering tactical approaches such as empathetic communication, transparency, and holistic value creation.

In a world where ethical standards are paramount, this episode provides a crash course in mastering ethical sales practices.

Drawing from principles outlined in my book, "Ethical Selling," I dissect common misconceptions and invite listeners to rethink their sales techniques.

Links and Resources

Follow Fred: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube: https://youtu.be/IFouzVh-POQ

Watch my FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

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What if the reluctance to pick up the phone is the key to unlocking a new sales strategy?

In this weeks episode we address communication preferences of Gen Z sales professionals, highlighting the need for empathy and understanding from seasoned sales managers.

With insights from Janet Efero, an award-winning sales trainer, we explore the generational shift in communication styles and its impact on sales.

This episode is packed with strategies to bridge the gap between traditional sales skills and modern digital communication tools, equipping young professionals with the necessary skills to thrive.

Moving beyond mere comfort zones, we dissect effective sales training structures that cater to building resilience and confidence.

Discover Janet's approach, which encourages gradual exposure to daunting tasks like cold calling, making them less intimidating and more approachable.

We discuss the importance of structured yet flexible training frameworks that prioritise questioning, listening, and rapport-building over rigid scripts. This method provides a nurturing learning environment for new recruits, ensuring they are well-prepared to face the complexities of the sales landscape.

We also challenge traditional sales training methodologies, advocating for a more human-centered approach. Janet shares innovative tactics like personalised communication and unique marketing strategies that stand out in our fast-paced digital world.

Learn how short, digestible training bursts can resonate more with Gen Z, making the sales journey not just a task but an exciting, rewarding experience.

By breaking away from conventional strategies, meaningful interactions can lead to tangible results and creativity in sales.

Chapters:

00:00 - Generational Shift in Communication Skills

10:52 - Effective Sales Training Structure

17:16)- Rethinking Sales Training Approaches

28:59 - Innovative Sales Tactics and Empathy

Links and Resources

Connect with Janet https://www.linkedin.com/in/janetefere-adaptivesales/

Follow Fred: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube: https://youtu.be/r2eSFRTfRqY

Watch my FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

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What if transforming your sales approach could turn prospects into loyal clients without the pressure of chasing commissions?

Discover the groundbreaking sales philosophy at Esri, where Jay Hoffman, Key Account Manager, unveils a refreshing model that prioritises relationship-building and genuine problem-solving.

Forget the transactional mindset; we explore how adopting a consultative approach can turn sales professionals into trusted advisors who not only enhance customer relationships but also foster long-term trust.

Learn how Esri's mapping solutions empower clients to make informed decisions, and understand the critical role of persistence and consistent engagement throughout the customer journey.

Transparency isn't just a buzzword; it's a cornerstone of building trust.

Hear how open communication and honest dealings, even about internal challenges, can significantly impact client relationships.

With insights into handling tedious tasks like utility enterprise agreement renewals, we highlight how focusing on selling and prospecting can be more effective.

We also discuss how effective mentorship and ethical selling practices contribute to both personal fulfillment and professional success, guiding young professionals to align their careers with their passions and strengths through initiatives like the Young Professional Network.

Chapters:

00:00 - Building Relationships in Non-Commissioned Sales

16:12 - Building Trust Through Transparency

20:39 - Effective Mentorship and Ethical Selling

Links and Resources

Connect with Jay https://www.linkedin.com/in/jhoffman2112/

Follow Fred: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube: https://youtu.be/HxsQgdf4s94

Watch my FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

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This live recording of Sales Today: Procurement Special goes back to fundamentals as Fred Copestake breaks down the anatomy of a great sales conversation so procurement professionals can spot the good ones, steer the wobbly ones, and borrow the best bits for their own internal selling.

With 25+ years in the field, three books (including Ethical Selling), and over 10,000 salespeople trained across 38 countries, Fred shares a practical, step-by-step structure you can use immediately - whether you're evaluating a supplier's approach or building support for your own initiatives. In this episode, you'll discover:

• Why objectives matter: set a primary and secondary outcome before the meeting, then signal preparedness with a short agenda.

• "Ask before tell": why prescription without diagnosis is malpractice and how great sellers make it about you before talking about themselves.

• Reading the room: tailoring style to personalities (analytical, amiable, driver, expressive) and how tools like DISC profiling can help you prepare.

• AIDA done right: Attention → Interest → Desire → Action as a clean flow that mirrors how people think.

• Strong openings: craft an attention-grabber (value proposition) that hooks into your world—industry issues, goals, and likely friction points.

• High-gain questioning: use open, probing, and TED prompts ("Tell me… Explain… Describe…"), thoughtful hypotheticals, strategic summaries, and silence.

• Consultative depth: map current state vs desired state, then explore impact and consequences to build a compelling case for change.

• From ask to tell: when to pivot from questions to a tailored response - not a boilerplate pitch - linked to the problems uncovered.

• Progress checks: small "trial closes" to confirm fit and keep momentum without pressure.

• The Perfect Close (James Muir): "Does it make sense for us to… [next step]?"- an elegant, ethical way to agree the action or surface the right alternative.

• Internal use: how procurement can repurpose the same structure to win support for projects and decisions inside the business.

Expect straight-talking guidance, usable language patterns, and a simple framework you can run tomorrow- whether you're buying, selling, or building alignment across stakeholders.

Join the Alchemie Network for FREE to connect with other forward-thinking professionals and get access to more events like this.

Connect with Fred on Linkedin

https://linktr.ee/fredcopestake

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Jimmy Armitage, founder of Your Wavelength, joins me to unravel the complexities of recruiting sales professionals for technical industries.

This episode is full of insights for business owners navigating the intricate balance between technical expertise and sales prowess.

We dissect the fallacy of assuming every successful salesperson will thrive in any business environment, stressing the importance of aligning technical know-how with sales roles.

Jimmy sheds light on the benefits of training technically skilled employees in sales or recruiting individuals who possess both skill sets, offering guidance for overcoming the steep learning curves that often lead to failure.

We explore the unique challenges engineers face when shifting to sales roles, especially in sectors introducing new technologies like packaging machinery for potato chips.

By evaluating candidates through key pillars such as capability, environment fit, team fit, and motivation, we highlight how engineers can leverage their technical background while honing new sales skills.

Jimmy shares his views on the importance of motivation and natural communication abilities in managing the demands of field sales, such as international travel and client interactions.

We also discuss the value of transparency about product limitations to foster trust and connect with clients on a human level.

This episode wraps up by focusing on strategic hiring decisions, examining how structured planning and clear communication can maximise sales ROI and ensure new hires align with company goals.

Through this comprehensive approach, we aim to equip listeners with the tools to make informed and strategic hiring decisions that drive success.

Chapters:

00:00 - Technical Sales Recruiting Strategies

12:00 - Recruiting Engineers for Technical Sales

17:33 - Effective Sales Training and Hiring

28:49 - Maximising Sales ROI Through Strategic Hiring

Links and Resources

Connect with Jimmy https://www.linkedin.com/in/jimmy-armitage-yourwavelength/

Website: https://yourwavelength.co.uk/

Follow Fred: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube: https://youtu.be/nKSwkayPvgs

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

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Melissa Madian, the charismatic founder of TMM Enablement and the self-styled Chief Fabulous Officer, brings her vibrant personality to our latest podcast episode, where sales enablement meets storytelling magic.

Discover how Melissa's unique blend of humour and authenticity can redefine your sales approach and why infusing your true self into your professional persona isn't just acceptable - it's essential.

This episode challenges the traditional notion of professionalism, encouraging salespeople to find their voice and make meaningful connections through genuine, relatable narratives.

Melissa shares her customer-centric sales approach, where providing the right tools and training isn't just beneficial - it's transformative.

Learn how focusing on existing client relationships can be a goldmine for growth, and why solving customer problems rather than just pushing products is the secret to long-lasting success.

From first contact to nurturing long-term loyalty, this conversation highlights creating memorable customer experiences and highlights the overlooked power of exceptional service.

Rounding out our episode, we explore the art of making the customer the hero of their journey, with sales enablement strategies that empower sales teams to do just that.

Melissa shares insights on tackling performance dips, addressing the importance of continuous skill enhancement and professional curiosity.

With a light-hearted close and an invitation to challenge your own sales strategies with our collaborative selling scorecard, this episode is packed with engaging content and actionable insights for anyone looking to elevate their sales game.

Chapters:

00:00 – Getting Salespeople Up to Speed

00:22 – How to Structure a Success Story

07:52 – What Is Sales Enablement? 08:55 – The Full Customer Lifecycle

12:48 – Sales with Service in Mind

16:26 – Context and the Role of Enablement

18:20 – Engineering Principles in Sales

25:15 – Why Stories Matter in Selling

33:09 – Melissa's Book: Enabler? I Hardly Know Her!

34:00 – Where to Find Melissa

Links and Resources

Connect with Melissa https://www.linkedin.com/in/melissamadian/

Website: https://melissamadian.com/

Buy the Book: Enabler? I Hardly Know Her!

Follow Fred: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube: https://bit.ly/SalesTodayPodcast_MelissaMadian

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You nailed the first step and got the meeting - now what? Most salespeople squander this critical opportunity by running a tired "Discovery Meeting" that serves only them.

Sales differentiation expert and contrarian, Lee Salz, is back as a guest for a third time to expose why the old ways are fundamentally broken and reveal the Consultation Mindset that must replace them.

Based on his new book, The First Meeting Differentiator, Lee shares a hard-hitting, practical framework for success.

Inside this episode, you will learn to kill your ego-centric "discovery" script, understand and actively combat the "Forgetting Curve," and leverage "Empathetic Expertise" to engage emotion (not just logic) in order to drive action.

Lee details the single most important question you must ask at the very end of the meeting to lock in the next steps. If you're tired of sending information only to be ghosted, this episode is the essential blueprint for creating genuine meaningful value that makes prospects want to partner with you.

In This Episode, We Discuss:

The conversation kicks off with a look at The Necessary Death of Discovery Meetings, revealing exactly why the typical focus on "what I need to ask" and "what I need to tell them" is an egocentric, value-less approach for the prospect.

This leads directly into The Doctor Analogy, showing how shifting to a Consultation Mindset ensures the client gains meaningful value - making the entire interaction worth their time, regardless of whether they ultimately buy your product.

Lee then delivers his Sales Contrarian Manifesto, arguing that "Sales is a numbers game" is the worst advice ever and explaining precisely why you should limit your prospecting to ensure you can personalise every interaction, valuing quality over quantity.

Following this, we look at how to Stop Suffering from the Sales EKG Effect, identifying the danger of believing "you're only as good as your last sale" and outlining the forward-looking focus you must have instead.

Next, Lee dives into the critical strategy of engaging both the Head & Heart through Empathetic Expertise, revealing how even the legal system uses emotion to drive decisions, and sharing a simple method for arousing your client's feelings to ensure the deal doesn't "fizzle out."

This emotional engagement is key to combatting The Forgetting Curve, as Lee explains how to use powerful stories, rather than boring features and benefits, to ensure your client remembers more than six minutes of your hour-long meeting.

As the conversation wraps up, Lee discusses The ONLY acceptable ending to a first meeting, detailing how to confidently close the consultation by asking the partner-focused question: "How did we do today?" and then immediately scheduling the next interaction.

The episode concludes by highlighting the crucial mental shift between the Sales Process vs. Buying Process, an insight that will make your entire career easier and more effective.

Chapters:

00:00 Introduction to Sales Differentiation

02:56 The Importance of the First Meeting

06:05 Challenging Traditional Sales Mindsets

08:53 The Consultation Mindset vs. Discovery Meetings

11:59 Understanding Value in Sales

15:00 Empathetic Expertise in Sales

18:14 The Power of Storytelling in Sales

20:58 Closing the Meeting Effectively

23:59 The Buying Process vs. Sales Process

Links and Resources

Download Chapter 1 (Free!): Get Lee's first chapter of The First Meeting Differentiator: www.firstmeetingbook.com

Download the Tip Sheet (Free!): Grab the guide on 10 Ways to Provide Meaningful Value in your first meeting: www.meaningfulvalue.com

Lee's Website: Learn more about Lee and his work: https://salesarchitects.com

The Book: The First Meeting Differentiator by Lee Salz is available wherever you purchase your books.

Connect with Lee

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

Connect with Fred

LinkedIn: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube: https://bit.ly/SalesTodayPodcast

If you enjoyed this episode, please subscribe, rate, and share with a colleague

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Sales expert Steve Radford sheds light on the intricacies of the modern sales landscape, drawing from a rich 25-year career in sales.

His book, "How To Sell," distills these years of experience into 50,000 meticulously curated words, and in this episode, we explore the art of conveying complex sales concepts with clarity and precision.

Listen as we uncover the nuances of achieving win-win outcomes by challenging assumptions and involving customers in the process, all while leveraging the power of AI to refine sales strategies.

Discover the ethical backbone of successful selling as we navigate a seven-step conversational sales process that prioritises customer satisfaction.

From planning and engaging to understanding needs and proposing solutions, this episode highlights the significance of aligning sales strategies with both organisational and individual metrics for success.

Our conversation delves into the personal touch required in B2B sales interactions, advocating for solutions that resonate on both company and personal levels.

We also touch on the foundational mindsets necessary for successful sales, exploring how ingrained ways of thinking underpin effective behaviours.

Despite the tendency for some to skip mindset training, we discuss its long-term benefits and the importance of aligning sales training with fundamental selling philosophies.

Chapters:

00:00 - Modern Sales Strategies and AI Utilisation

11:49 - The Art of Ethical Sales

21:40 - Foundational Mindsets in Sales

30:01 - Enhancing Sales Skills Through Collaboration

Links and Resources

Connect with Steve: https://www.linkedin.com/in/realsteveradford/

Steve's Book: https://greatersales.com/howtosell

Follow Fred: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube: http://bit.ly/3W7EAUi

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In this episode of Sales Today we explore the intricate world of sales in knowledge-intensive business services (KIBS) with our special guest, Diego Ramirez, who brings insights from his MBA journey at Warwick Business School.

We discuss the vital role of sellers in guiding customers toward informed decisions, especially in industries like consulting, law, accounting, technology, and creative sectors.

Diego shares his experiences and findings on the challenges these industries face amidst the rise of AI and new technologies, highlighting the need for a transformation in selling strategies.

Discover how KIBS operate like an onion with layers of knowledge, insight, and judgment, highlighting the importance of experience and expertise in mastering these services.

Listen in as we redefine sales approaches, focusing on the balance between methodologies and frameworks, and how aligning strategies with customer buying processes can boost effectiveness.

Discover the art, science, and engineering of sales, and learn about innovative ways to assess client readiness using matrices.

We also discuss the importance of recognising biases, addressing personal client goals, and fostering ethical selling that builds trust and long-term value.

Rewarding behaviours that nurture genuine relationships is key to sustainable success, and this episode provides insights into creating strong value propositions that meet client needs.

Chapters:

00:00 - Challenges in Sales for KIBS

12:33 - Refining Sales Approach and Value Proposition

27:44 - The Sales Approach Revolutionised

Links and Resources

Connect with Diego: https://www.linkedin.com/in/diegoramirezfigueroa/

Follow Fred: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube: https://youtu.be/4EJMtsiJwP8

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Ever wondered how to transform mundane cold emails into memorable interactions?

Discover how Marc McDougall, a savvy freelance web designer, has cracked the code with his unconventional video email outreach methods.

By personalising each message with a touch of creativity, including a whiteboard with the recipient’s name, Marc shifts the focus from quantity to quality, turning generic emails into genuine conversations that stand out in a crowded inbox.

Curious about the quirks that can capture attention in sales emails?

Get ready for some laughs as we explore how offbeat subject lines like "I'm trapped with a squirrel" can bypass the usual business jargon and resonate on a human level.

In a world where professionalism often equates to formality, Marc shares his insights on why embracing humour and authenticity can lead to more engaging and successful interactions.

Plus, we discuss a daring, albeit risky, tactic of misspelling names to pique curiosity, showing that even the boldest moves require careful consideration.

Want to leverage YouTube for business growth? Learn from Marc's innovative ideas on using the platform as a dynamic lead-generation tool.

His proposed "Drunk Design" series exemplifies how educational content can entertain while building brand influence.

The episode closes with Marc’s approachable charm, offering listeners avenues to connect with him and access more of his valuable insights on his website.

Whether you’re in sales or just looking to spice up your communication, this episode promises a refreshing take on standing out and making meaningful connections.

Chapters:

00:00 - Unconventional Video Email Outreach Strategies

08:34 - Unconventional Sales Email Strategies

20:33 - Engaging Sales Outreach Strategies

Links and Resources

Connect with Marc: https://www.linkedin.com/in/marc-mcdougall/

Website: https://marcmcdougall.com/

Follow me: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube: https://youtu.be/NuusuRdk180

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In this episode of The Sales Today Podcast I speak with Bryan Cassady, author of Generative Organization. His book looks at how people and AI can work better together inside a business.

The central idea is not about “using” AI but learning how to partner with it in the same

way you would with a colleague.

Brian explains why many leaders feel let down by AI.

The problem is not the technology itself but the way it is asked to work.

Just as you wouldn’t tell an intern to “go make a sale” without guidance, AI also needs clear direction and context.

Treated in the right way, it becomes more like a smart team member or even a muse that can spark new ideas.

We connect this way of thinking with sales practice. Just as salespeople partner with customers rather than trying to push them, the most effective approach with AI is to collaborate with it.

Brian shares how this can change the way salespeople prepare, research, and build proposals.

From shaping better questions, to testing different perspectives, to anticipating how different stakeholders might react, AI can raise the quality of every stage in the sales process.

We also explore the importance of mindset.

Seeing AI as a vending machine that spits out quick answers will keep you average.

Seeing it as a thinking partner that helps you clarify objectives, test ideas, and prepare for real conversations is where the real value lies.

Brian argues that AI can make everyone slightly above average, but it still takes excellent people to lead the process and ensure it is applied well.

Towards the end, we link Brian’s ideas to the VALUE framework for sales:

Validate opportunities by checking if what you offer really matters to the customer
Align your research and preparation with what drives their business
Leverage better questions and sharper conversations
Underpin your proposals with clear, customer-focused messages
Evolve towards outcomes that prove real value

This is a lively conversation that blends practical sales thinking with a new way of looking at technology.

If you’ve ever wondered how to work with AI in a way that makes you stronger in front of your customers, this episode is worth your time.

--------- EPISODE CHAPTERS ---------

(00:00) - Collaborating With AI in Sales

(07:32) - Maximising Sales With AI Collaboration

(12:03) - AI Collaboration in Sales Conversations

(24:04) - Effective Sales Strategies With AI

(31:17) - Evolving Sales Strategies With Collaboration

Connect with Bryan https://www.linkedin.com/in/bryancassady/

Website: https://genorg.ai/

Follow me: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

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Uncover the secret to achieving consistent sales success by enhancing your emotional intelligence.

Join me, Fred Copestake, as I engage with James White, an experienced sales mentor and trainer, to explore how Daniel Goleman's five characteristics of emotional intelligence can revolutionise your sales approach.

James passionately advocates for listening over pitching and stresses the importance of truly understanding client needs to foster genuine connections. Our goal is to help you achieve consistent sales results, reduce stress, and enjoy a more balanced life.

We discuss how missing conversational cues can lead to lost opportunities, and how comparing human adaptability to AI highlights the need for a sophisticated understanding of tone.

While personality profiling tools like DISC can offer insights, James emphasises the critical importance of flexibility and self-awareness in real-time interactions to optimise engagement and success.

Empathy takes center stage as we discuss its transformative power in cultivating strong business relationships.

From small gestures like thank-you notes to understanding the evolving job landscape, we explore how empathy and emotional intelligence can set you apart as a trusted advisor, particularly in high-value service contexts.

Tune in to learn how these human skills will remain indispensable even as AI continues to advance, and discover how to harness them to elevate your sales strategy.

--------- EPISODE CHAPTERS ---------

(00:00) - Importance of Emotional Intelligence in Sales

(06:55) - Emotional Intelligence in Sales

(19:13) - Empathy and Emotional Intelligence in Sales

(28:40) - Qualification and Emotional Intelligence in Sales

Connect with James: https://www.linkedin.com/in/jameswhitesales/

Website: https://www.jameswhite.business/

Follow me: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/8fH1ac2AYuo

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In this episode of Sales Today, I am joined by Brad Eather, a digital communications consultant and the creator of the Digital Sales Mastery framework.

Brad shares why LinkedIn should be treated as a communications tool rather than a marketing broadcast channel, and how salespeople can use it to connect with the right people in the right way.

The conversation explores the difference between influencers and business professionals, showing how salespeople can move from passively consuming content to engaging and producing it in a way that attracts the right audience.

Brad introduces his consumer–prosumer–producer model, explaining how to join the conversations that already matter to your industry instead of chasing leads through cold approaches.

Together we also discuss the REP framework for creating content that is repeatable, efficient and practical, and why simple, consistent messages are more effective than polished “personal brand” campaigns. They share how comments and short interactions can often lead to better opportunities than constant posting, and why giving away insights is not the same as giving away your competitive edge.

Brad also outlines his VIP framework—values, identity and prize—which draws on motivational psychology to help salespeople hold more relevant, meaningful conversations.

He closes with three practical tips for anyone starting out: build confidence by auditing your strengths, expect a learning curve and use it to refine your approach, and practise writing in comments to develop clarity and style.

This episode offers a refreshing take on how LinkedIn can support professional sales without falling into the traps of hype or gimmicks.

--------- EPISODE CHAPTERS ---------

0:00 – LinkedIn as a communication tool, not marketing 2:00 – What a digital communications consultant does 3:00 – Why most LinkedIn training misses B2B sales 6:00 – The consumer–prosumer–producer model 16:00 – The REP framework for practical content 29:00 – The VIP framework: values, identity, prize 32:00 – Three steps to get started on LinkedIn

Connect with Brad: https://www.linkedin.com/in/brad-eather/

Website: https://www.tomorrowcommunications.com/

Follow me: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/DKLwkifaUO8

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What if a sudden layoff could lead to the career transition of a lifetime?

Meet Luis Alan, who after twenty years in IT, found himself navigating the thrilling world of tech sales at Deel.

Through his personal journey from technical support in Costa Rica to unexpected roles on cruise ships, Luis turned a layoff in the oil and gas industry into a springboard for success in sales.

He shares how LinkedIn became his secret weapon and how skills acquired from IT played an essential role in reinventing his career path.

The episode unpacks the art of career transitions, revealing how strategic networking and self-reflection can become catalysts for professional growth.

We dive into the power of technology, with tools like ChatGPT, to reassess career goals and align them with personal strengths.

By focusing on quality over quantity in job applications and networking, you can effectively increase your visibility and open doors to new opportunities.

Learn how engaging meaningfully on platforms like LinkedIn can elevate your professional profile and lead to tangible career advancements.

Finally, we uncover the tactics to excel in the sales interview process and ensure sales success through practical collaboration strategies.

From personalised outreach to hiring managers to practicing cold calls with innovative tools, discover how to stand out in a competitive job market.

Aligning personal beliefs with company values not only fuels genuine motivation but also ensures job satisfaction.

Tune in to gain insights into mastering the competitive sales environment and maximising your potential through collaboration, preparation, and strategic networking.

--------- EPISODE CHAPTERS ---------

(00:00) - Sales Success Through Interview Preparation

(08:21) - Navigating Career Transitions Through Strategic Networking

(19:41) - Strategic Networking for Job Success

(25:35) - Mastering the Sales Interview Process

(34:49) - Maximising Sales Through Collaboration

Connect with Luis: https://www.linkedin.com/in/luis-alan/

Follow me: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/gc2iEhj_N4Q

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In this third episode of the Sales Today podcast miniseries, sales tech expert Hanneke Vogels shifts the focus to how technology can elevate the right conversations with prospects and customers.

From virtual calls to face-to-face meetings, the discussion centres on using tech to prepare more intentionally, uncover fresh angles, and deliver conversations that help buyers think in new ways.

Hanneke highlights the often-overlooked art of meeting preparation - knowing your objective, anticipating the customer’s goals, and having well-crafted questions ready.

She explains how accessible tools like ChatGPT can act as a personal assistant to uncover perspectives you might miss, suggest fresh metaphors, or even tailor your messaging to a customer’s interests.

We explore how advanced meeting tech can go beyond recording and transcription, offering in-the-moment prompts, missed-question alerts, speaking-time analysis, and even sentiment insights to sharpen performance.

Alongside high-end tools, Fred and Hanneke also stress simple but impactful upgrades - like better audio, lighting, and on-camera presentation — that boost credibility and connection.

Topics include how to:

• Prepare meeting objectives and customer-focused questions using AI assistants.

• Spot new “angles” that open up richer, more valuable conversations.

• Use meeting tech to track speaking time, monitor engagement, and capture key points.

• Incorporate tailored metaphors to connect on a personal level.

• Upgrade audio, video, and virtual presentation for stronger impact.

Whether it’s a high-stakes strategic meeting or your next discovery call, this episode shows how to blend human skill with technology to have more intentional, valuable, and memorable conversations.

Connect with Hanneke: linkedin.com/in/hannekevogels

Follow me: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://bit.ly/4fAclWV

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In this fifth and final episode of the Sales Today podcast miniseries, sales tech strategist Hanneke Vogels returns to wrap things up with Fred Copestake as they delve into the last part of the modern sales framework: delivering the right outcomes.

But before they get there, the conversation begins with one of the most critical (and often messy) phases in sales: negotiation.

Hanneke shares how tech can help streamline this complex process - from collaborative contract tools to AI-powered note-takers that analyse sentiment and conversation flow.

They explore how sellers can use these tools to track changes, suggest alternative clauses, and avoid getting lost in version-control chaos.

Fred and Hanneke also discuss the importance of staying human during negotiations, emphasising that while tech can help prep and speed up the admin, the face-to-face connection still matters when resolving key sticking points.

From there, the duo turns their attention to outcomes and ongoing customer success. In modern sales, it’s not just about closing deals - it’s about ensuring delivery, adoption, and long-term value.

They cover:

· How to seamlessly hand off deal context to delivery teams using CRM and automation tools

· The evolving role of customer success platforms in driving upsell, cross-sell, and satisfaction.

· Automating smart reminders for relationship touchpoints and renewals.

· Using sentiment analysis and stakeholder tracking to proactively manage risk.

· The death of the QBR - and the rise of meaningful, value-led customer reviews.

· Why tech makes it easier than ever to stay connected with stakeholders after the sale.

They close out the series with a rallying call: Tech doesn’t need to be complex or overwhelming. Start small, think in processes, and automate the things you repeatedly forget.

Whether it’s helping with negotiation, driving customer success, or building long-term relationships, this episode shows how sales teams can use technology to make outcomes more predictable, partnerships more valuable, and selling a lot more human.

Connect with Hanneke: linkedin.com/in/hannekevogels

Subscribe to hear about e-book: https://stryfes.com/newsletter/

Follow Fred: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/2E-CkUYGn5M

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In this fourth episode of the Sales Today podcast miniseries, sales tech expert Hanneke Vogels joins Fred Copestake to explore the future of proposals, presentations, and how we bring solutions to life for buyers.

Hanneke kicks things off with a strong rallying cry - “Death to the PDF!” - challenging the outdated way many salespeople still share proposals.

She explains how today’s proposal tools and digital sales rooms allow sellers to create interactive, trackable micro-sites that not only look better but also provide rich data on buyer engagement.

From seeing which sections a prospect re-reads to knowing when they log back in, sellers gain insights a static PDF could never provide.

The conversation also touches on buyer experience. Far from being just a sales efficiency play, these tools make it easier for customers to navigate information, watch embedded videos, and collaborate across complex deals.

Fred and Hanneke debate the role of video and avatars in proposals, weighing authenticity against automation, before diving into live presentations.

They highlight the pitfalls of bullet-heavy slides, the power of storytelling, and why the humble whiteboard still creates the most memorable collaboration moments with clients.

From there, the discussion turns to new ways of capturing and amplifying those sessions transforming messy whiteboard notes into professional infographics and valuable touchpoints that keep momentum alive after the meeting.

Topics include how to:

• Replace static PDFs with interactive, trackable proposal tools. • Use digital sales rooms for collaboration across complex deals. • Enhance buyer experience with embedded video and personalised touches. • Avoid “death by PowerPoint” with simple, story-led presentations. • Harness whiteboards and collaborative tools to co-create solutions. • Transform workshop notes into infographics or post-meeting value assets.

Whether you’re crafting a proposal, running a pitch, or co-designing with a client, this episode shows how modern tech when used smartly can make your solutions more compelling, collaborative, and credible.

Connect with Hanneke: linkedin.com/in/hannekevogels

Subscribe to hear about e-book: https://stryfes.com/newsletter/

Follow Fred: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/A2Q7tUFaqeI

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In this second episode of the Sales Today podcast miniseries, Fred Copestake continues his conversation with sales tech expert Hanneke Vogels - this time addressing how modern technology can transform your research process before engaging with prospects.

The focus is on understanding who you’re talking to, what they care about, and how to personalise outreach in meaningful ways using tools already at your fingertips.

From mapping complex Decision Making Units (DMUs) to exploring individual communication styles with DISC-based AI profiling, this episode highlights how tech can sharpen your preparation and relevance in every interaction.

They also discuss the power of sales intelligence tools to surface what prospects are talking about, writing about, or being interviewed on - making deep, high-impact research both accessible and efficient.

Topics include how to:

Use affordable AI agents for personality and communication style insights.
Profile unknown stakeholders using LinkedIn Sales Navigator.
Apply large language models to join the dots between your value prop and their unique needs.
Tailor whitepapers and outreach messaging at an individual level.
Know when deep research is a competitive advantage - and when it becomes table stakes.

Whether you're targeting a strategic account or prepping for your next call, this episode shows how to harness tech to understand people and context so your conversations land with more relevance and value.

Connect with Hanneke: linkedin.com/in/hannekevogels

Follow me: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

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Modern technology is reshaping how sales teams identify and qualify opportunities.

In this conversation, Fred Copestake speaks with sales tech expert Hanneke Vogels to explore how tools like HubSpot’s Breeze and other sales intelligence platforms can help define and refine your Ideal Customer Profile (ICP).

They examine how existing customer data can reveal key patterns and shared traits, enabling teams to pinpoint lookalike companies and prioritise outreach more effectively.

There's also a focus on how AI can support deeper customer understanding, allowing for more relevant messaging and stronger initial engagement.

The discussion also highlights how qualification is no longer a one-off task.

Using AI tools, transcription services, and structured CRM inputs, sales professionals can apply a more dynamic, data-driven approach to assessing opportunities over time.

Techniques such as role-based AI prompts - particularly for understanding decision-makers like finance directors are covered, offering practical ways to enhance both lead scoring and personalisation.

Whether you're reviewing your ICP or aiming to improve qualification consistency, this episode presents clear ways to use technology to sell smarter, not louder.

--------- EPISODE CHAPTERS ---------

0:00 - Techniques for Modern Sales Success

09:49) - Effective Sales Qualification Strategies

Connect with Hanneke: linkedin.com/in/hannekevogels

Follow me: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/ZweyyOH6m_s

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This episode is a live recording of Fred Copestake’s show for the Alchemie Network, where he dives deeper into what makes true collaboration between sales and procurement work.

Picking up from the last session on the evolution of sales, Fred explores selling through partnering skills – a practical approach to creating better, more productive relationships.

With his usual energy, hard-won experience, and a few lighthearted moments, Fred unpacks six key elements of PQ (Partnering Intelligence) – the lesser-known but equally vital cousin of IQ and EQ.

In this episode, you’ll discover:

Why trust is the non-negotiable foundation of any relationship
The “trust equation” (and how self-orientation can make it crumble)
How to create a genuine win-win mindset without damaging your own position
Why interdependence beats independence in modern sales
How transparency builds credibility (and why leading with a flaw is powerful)
The importance of being comfortable with change – for you and your customer
Why future orientation helps both sides achieve meaningful outcomes

Fred also shares practical tools like mutual action plans, tips for handling resistance to change, and why buyers care about futures rather than just features.

Expect straight-talking insights, useful questions to reflect on, and a clear framework to help you recognise great sales behaviours – and spot the ones that fall short.

A must-listen for procurement professionals who want to work with genuine partners, and for salespeople who want to stand out for the right reasons.

Join the Alchemie Network for FREE to connect with other forward-thinking professionals and get access to more events like this.

Connect with Fred on Linkedin

https://linktr.ee/fredcopestake

Watch this episode on YouTube

https://youtu.be/FHifHfaKXJw

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Too many sellers treat sales like a checklist. It’s not.

Sales is a system - and when every part is strong, the whole thing works better.

In this special recap episode, we take a step back to zoom out and review the 15 core skills, tools, and mindsets covered so far on Sales Today.

Whether you're new to the series or have been with us since episode one, this is your chance to assess, reflect, and reset your approach to modern ethical selling.

What’s Covered:

• The 15 essential skills for modern B2B selling • Why sales isn’t just a series of disconnected activities • How each skill fits into a connected, customer-first system • The #1 question you need to ask: Where should I focus next? • A simple scoring exercise to guide your personal development

The 15 Essentials Recapped:

Ideal Customer Profile
Value Proposition
Sales Messaging
Account Planning
Change Drivers
Customer Value
Sharing Insights
Asking Better Questions
Structuring Sales Meetings
Writing Proposals
Delivering Presentations
Storytelling
Focusing on Outcomes
Running Better Reviews
Relationship Building

This Week’s Action Step

Score yourself from 1 to 5 on each of the 15 areas (listed above). - Avoid choosing 3 - force a choice!

Then:

Focus first on your lowest scores.- Strengthening weak links will lift your whole system.

Need a full scorecard template? Message Fred on Linkedin

Resources:

Fred’s books: • Selling Through Partnering Skills • Hybrid Selling • Ethical Selling

Connect with Fred on LinkedIn to share your thoughts and hear more.

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://bit.ly/4o3XbgB

Sales Today – for professionals doing things the right way.

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Too many sellers think being friendly is enough. It isn’t.

If the customer only hears from you when it’s renewal time or when there’s something new to flog, you’re not a partner - you’re a vendor.

And vendors are easy to replace.

In this episode, the focus is on what it really takes to build genuine, lasting relationships in complex B2B sales.

Relationships that win repeat business, reduce price pressure, and create referral engines that power long-term success.

What’s Covered

· Why most sellers confuse being friendly with actually building trust

· Five behaviours that deepen long-term customer relationships:

o Solve, don’t sell

o Stay relevant between deals

o Deliver on promises

o Create win-win outcomes

o Celebrate customer success

· The STAIRS model – six practical ways to stay visible and valuable after the

initial deal is done:

o S – Social: Stay active where your clients are

o T – Thanks: Small acts of recognition go a long way

o A – Ask: Show genuine curiosity and ask for feedback

o I – Invite: Extend opportunities, don’t wait for them to come to you

o R – Review: Focus on value, not just activity

o S – Share: Provide insights, trends and benchmarks to help clients succeed

This Week’s Action Step

Take the STAIRS model and apply it straight away. Ask:

Where can you engage socially?
Who deserves a thank you?
What’s changed in a client’s world recently?
What can you offer that adds value now?
When’s your next meaningful review?
What insight can you share today?

Small, consistent actions lead to bigger, better, longer-lasting partnerships.

Resources: Fred’s books:

Selling Through Partnering Skills
Hybrid Selling
Ethical Selling

Connect with Fred on LinkedIn to share your thoughts and hear more.

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://bit.ly/44UGo72

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QBRs are broken- here’s how to fix them.

In this episode, we challenge the traditional Quarterly Business Review and introduce a smarter alternative: the Quarterly Value Review.

If your customer reviews are little more than status updates and activity reports, you’re missing a huge opportunity to demonstrate value and grow the relationship.

You’ll learn:

• Why QBRs often fail to deliver strategic value - and how to fix that

• The 5-part framework for running high-impact QVRs that drive renewals and upsells

• How to shift the focus from tasks completed to business outcomes delivered

• What kind of insights customers really care about (hint: it’s not your activity log)

• The future-focused questions that position you as a partner, not just a provider

You’ll also hear how simple visual storytelling and clear next steps can transform a routine meeting into a powerful growth lever.

This episode is about turning customer reviews into strategic conversations that matter. Less reporting. More insight. Real value.

Expect practical advice and one clear action step you can apply in your next account review.

When you review with purpose, you partner for growth. Tune in - and start the QVR shift today.

Connect with Fred:

Author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://bit.ly/40Ac7Je

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Customers don’t care about what your product is - they care about what it does.

In this episode, we explore a fundamental shift in sales thinking: moving from product-based conversations to outcome-focused dialogue.

When you stop pitching features and start communicating results, you change how customers see your value.

You’ll learn:

Why outcome-based selling leads to faster, more confident buying decisions
The three core types of outcomes that matter to buyers: financial, operational, and strategic
How to align your entire sales process around the outcomes your customer is aiming for
A practical way to connect features to results using the “So what?” test
A simple structure for building outcome-focused stories that resonate

You’ll also hear a real-world example of how one company cut costs by focusing on what the customer stood to gain - not just what the product could do.

This episode is about helping you speak your customer’s language - linking your offer directly to what they care about most. It's not about exaggeration or hype; it's about being specific, relevant, and useful.

Expect practical guidance and one clear action step you can apply in your next meeting or proposal.

Sales conversations get better when the focus is on outcomes. Listen in—and start making that shift today.

Connect with Fred:

Author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://bit.ly/3IaPt3M

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Sales success doesn’t come from bombarding prospects with features, facts, or figures.

What truly sticks are stories - stories that show a better future and invite your customer to see themselves in it.

This episode explores how to use storytelling as a powerful sales tool by borrowing from one of the oldest and most effective narrative structures: the Hero’s Journey.

Discover how to turn dry case studies into compelling customer-first stories that feel real and memorable.

Learn the four-part structure that positions your buyer as the hero and you as their trusted guide.

Hear a practical example of how this approach transformed an aerospace manufacturer’s results, and pick up tips on how to make your stories more emotional, personal, and relevant to the people you're selling to.

This isn’t about being theatrical - it’s about building trust, painting clear outcomes, and helping people feel what success looks like before they’ve even said yes.

Expect ideas you can try straight away in your next conversation, including one simple action to help you put it all into practice.

Real sales impact starts with a well-told story. Tune in and start telling yours better.

Connect with Fred:

Author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://bit.ly/3HVPtoh

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Most sales presentations fail because they’re all about you.

Customers don’t care about your awards, your company map, or your tech stack- until they know you get their world.

In this episode I share how to flip the script and deliver customer-focused presentations that engage, build trust, and make decisions easier.

What you will learn:

Why traditional presentations lose the room - and how to fix that
The 6-part structure to build compelling, customer-first presentations
How to open with a hook that gets immediate attention
When (and how) to prove your solution with just enough detail
The critical role of questions - and how to use them throughout
Do’s and don’ts to keep your message clear, relevant, and action-driven

Action step:

Take one upcoming sales presentation and rebuild it using the 6-step structure: Hook, Challenges, Solution, Benefits, Proof, Next Steps. Remove the “about us” intro. Make it theirs. Present to solve, not to boast.

Bonus resource: Take the free scorecard in the show notes

Clearer structure. Stronger engagement. Better results.

Connect with Fred:

Author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/vqDwk1ujaOk

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Proposals don’t close deals on their own - but bad proposals can definitely kill them.

Today I’m sharing exactly why most sales proposals fail and how you can turn yours into a tool that helps your customers make confident buying decisions.

Too many proposals read like company brochures, filled with “we do this” and “we do that.”

That approach rarely works because it’s all about you, not the customer.

In this episode, I walk you through a simple but effective six-part structure that keeps the customer at the centre of your proposal.

When you get this right, your proposal will reinforce the value you’ve discussed, build trust, and make it easy for your customer to say yes.

I also share my pricing approach using the “retaliation in first” concept - a simple technique that helps address pricing concerns before they arise.

I explain why every proposal must make perfect sense to decision-makers who may not have been involved in earlier conversations, and how you can write yours to achieve exactly that.

By the end of this episode, you’ll know how to create customer-focused proposals that help you close deals faster, with fewer objections and more confidence.

If you’re in B2B sales, enterprise sales or any consultative selling role, you can take this framework and start applying it straight away.

Connect with Fred:

Author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/tOdypn2i4pI

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This episode is a live recording of Fred Copestake’s show for the Alchemie Network where he shares insight on sales with procurement professionals.

Fred kicks off the Sales Today: Procurement Special Series with a time-travelling journey through the evolution of sales - from the efficient, process-driven methods of the 1950s to today’s collaborative, value-led partnerships.

Expect punchy takeaways, entertaining side notes, and hard-earned wisdom from someone who’s trained over 10,000 salespeople in 38 countries. This episode explores:

Why process still matters (and what it looks like now)
How psychology shaped the sales styles of the 1960s
Why the 1980s created the ‘sleazy’ salesperson stereotype
What really sparked the shift to consultative and value-based selling
How AI and modern tools can help salespeople be smarter and more human
The power of partnering skills and what procurement should look for

Fred also shares a few tools, a couple of cheeky jokes, and some serious thoughts on how procurement and sales can truly work together - without trickery, tension, or tug-of-war.

A must-listen if you want to spot great sales behaviours, avoid the dodgy ones, and create better buying relationships.

Join the Alchemie Network for FREE to connect with other forward-thinking professionals and get access to more events like this.

Connect with Fred on Linkedin

https://linktr.ee/fredcopestake

Watch this episode on YouTube

https://youtu.be/BJsuQDRxE_o

View Details

This episode is a live recording of Fred Copestake’s show for the Alchemie Network where he shares insight on sales with procurement professionals.

Expect punchy takeaways, entertaining side notes, and hard-earned wisdom from someone who’s trained over 10,000 salespeople in 38 countries. This episode explores:

Why process still matters (and what it looks like now)
How psychology shaped the sales styles of the 1960s
Why the 1980s created the ‘sleazy’ salesperson stereotype
What really sparked the shift to consultative and value-based selling
How AI and modern tools can help salespeople be smarter and more human
The power of partnering skills and what procurement should look for

Fred also shares a few tools, a couple of cheeky jokes, and some serious thoughts on how procurement and sales can truly work together - without trickery, tension, or tug-of-war.

A must-listen if you want to spot great sales behaviours, avoid the dodgy ones, and create better buying relationships.

Join the Alchemie Network for FREE to connect with other forward-thinking professionals and get access to more events like this.

Connect with Fred on Linkedin

https://linktr.ee/fredcopestake

Watch this episode on YouTube

https://youtu.be/BJsuQDRxE_o

View Details

Most sales meetings don’t fall apart because of price, product, or even the competition. They fail because there’s no structure - no clear flow, no engagement, no direction. And when that happens, buyers check out, momentum disappears, and indecision takes over.

In this episode of Sales Today, I’m sharing a simple yet powerful framework that will help you take control of your meetings and drive real progress: the AIDA model. It’s been around for decades, but there’s a reason it’s still used - it maps perfectly onto how people think and make decisions.

We’ll explore how to grab a buyer’s attention right from the start, build genuine interest by asking smarter questions, create desire by painting a compelling future state, and drive action by closing with clarity and purpose.

I’ll also cover some of the most common mistakes salespeople make in meetings - from rambling intros to vague endings - and show you how to avoid them.

Rather than hoping your next meeting goes well, this episode will help you design it to succeed. You’ll come away with a clear process: how to prepare a strong opening hook, the right kinds of questions to ask, how to visualise the value you bring, and how to confidently define the next step.

If you want better outcomes from your meetings - more clarity, more confidence, and more momentum - this is the place to start.

Connect with Fred:

Author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/QV-0F_DojM4

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Deals aren’t won by the best pitch - they’re won by the best questions.

Sales conversations that lead to results are built on curiosity, not monologues. This episode reveals how strategic questioning transforms average chats into meaningful, high-impact dialogue.

What you will learn:

The 8 must-use question types that uncover real needs
How to sequence your questions to guide, build trust, and create clarity
Key traps to avoid – from interrogation mode to emotional blind spots
Why silence is more powerful than you think
The one move that instantly raises the quality of any sales conversation

Action step: Before your next sales call, prepare two open questions, two probing questions, and one high-gain question. Use them with intention – and watch how quickly the conversation improves.

Ready to test yourself? Take the free scorecard in the show notes.

Smart questions. Better outcomes. Listen now.

Connect with Fred:

Author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/LxRxPiYp6DA

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Today’s buyers aren’t struggling with a lack of information -they’re overwhelmed by it.

Reports, webinars, emails, stats… it’s a constant barrage. But what they really need is someone who can help them cut through the noise and bring clarity to complexity.

In this episode of Sales Today, I explain what ‘insight’ actually means in modern B2B sales - and why it’s more than just sharing clever stats or flashy trends.

The conversation explores how sales professionals can shift from simply offering options to actually reframing how customers view their own challenges and opportunities.

I share a simple yet powerful framework - Trend, Impact, Action - that enables sellers to deliver insights that are timely, relevant, and genuinely useful.

I also share actionable strategies for uncovering these insights without turning into a full-time researcher.

Whether it's spotting patterns in current customer activity, tracking competitor moves, or understanding industry shifts, there are practical ways to surface meaningful ideas that drive value.

Of course, delivering insight effectively is just as important as the insight itself.

This episode breaks down five golden rules for sharing insights with humility, clarity, and empathy. These include asking for permission, making it specific and personal, tying insights to both emotional and business impact, and inviting collaboration - always positioning the customer as the hero of the conversation.

When used well, insight becomes a catalyst for trust, momentum, and truly differentiated sales conversations.

WEEKLY CHALLENGE:

Ahead of the next sales call, sales professionals are encouraged to identify one insight that could shift the customer’s current perspective. Using the Trend–Impact–Action framework, prepare how it will be introduced, and ask for permission to share it. The result? A conversation that feels less like a pitch - and more like progress.

Connect with Fred:

📘 Author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling

🔗 https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/n-2iLH1Ej5w

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Value - it's something every customer wants, but few can clearly define.

Ever wonder why your customers often don't know what "better" looks like, even when they want improved results?

What if you could help them uncover and articulate that value? It’s a skill that separates the average salesperson from the exceptional one.

In this episode of Sales Today, we're diving into a core principle of modern selling: helping your customers find their version of value.

Whether it's cost reduction, increased efficiency, or a competitive edge, great salespeople co-create value with their customers, ensuring that what’s offered truly resonates.

We’ll explore how to ask the right questions, apply insightful frameworks, and use their language to communicate value that sticks.

Highlights:

The mystery of value: Why customers often don't know what they want, and how to help them figure it out.
Uncovering hidden value through deeper questions: What’s important to the customer and what’s the impact if nothing changes?
The value pyramid: Understanding different customer priorities at various levels, from cost savings to competitive advantage.
Tools like the SWOT analysis and respect factors that can uncover new ways to help your customer.
How to align your sales pitch with what your customer truly cares about by using their words and tying it to real business outcomes.

Actionable tip: Take a moment to write down what you think the customer values, then ask them directly. You'll be surprised by the insights that come from it!

This isn’t just about offering a product or service - it’s about building trust and positioning yourself as a partner in their success.

Listen now and learn how to make your sales approach truly value-driven.

Connect with Fred:

Author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/ABBTOeWAXp0

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No change, no sale.

In this episode of Sales Today, discover why change is the true driver behind every deal - and how the best salespeople use it to create urgency, relevance, and trust.

Explore the RESPECT Framework, a practical tool that breaks down the 7 major external forces influencing customer behaviour:

Regulation
Economic
Social
Political
Environmental
Competition
Technology

Learn how to recognise and respond to these change drivers to lead with insight, ask better questions, and guide customers through uncertainty - ethically and effectively.

Key Topics Covered:

Why change is the foundation of sales momentum
How to apply the RESPECT framework in discovery conversations
Real-world examples of change drivers in action
Strategies for shifting from product-pitching to clarity-selling
How to position yourself as a trusted advisor, not a vendor

Action Step: Review an active deal or account. Use the RESPECT framework to identify change drivers. Turn insights into tailored discovery questions - and shift the conversation toward strategic value.

Connect with Fred:

📘 Author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling

🔗 https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/4lUeiv6QgwA

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Can strategic account planning be the missing piece in your sales success puzzle?

This episode of the Sales Today podcast pulls back the curtain on what it really takes to move from scattershot selling to a focused, strategic approach that drives results.

Account plans often get dismissed as corporate red tape - but when used right, they’re your GPS for navigating complex deals with confidence.

Discover how a well-crafted account plan becomes more than a static document - it turns into a powerful ally that fuels every move you make.

Find out why most plans fall flat, and uncover the six pillars that set the foundation for a winning strategy - starting with setting SMART goals that are Specific, Measurable, Achievable, Relevant, and Time-bound.

Gain the tools to map your stakeholder ecosystem, understand influence and power dynamics, and ensure you're always one step ahead in high-stakes conversations.

Whether wrestling with clunky templates or feeling directionless in your sales efforts, this episode delivers actionable strategies to sharpen your planning, deepen your impact, and close more deals - ethically and effectively.

Tune in and start turning your account plans into serious sales assets.

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/tZF9W_bbw7Q

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Imagine if sales messages could cut through the clutter of a crowded inbox and truly engage potential buyers.

The frustration of sending emails that go unnoticed is all too familiar, and one of the biggest mistakes salespeople make is focusing too much on themselves.

This episode dives into the art of personalising communication to address the unique needs and challenges of prospects, using language that feels relevant and resonates with them.

The goal is to foster meaningful connections by understanding what’s happening in the prospect's world.

By identifying key industry triggers and transforming them into opportunities, a framework will be shared to help enhance messaging.

Learn how to integrate relevance, value, and a compelling call to action, turning outreach into a conversation starter rather than more noise.

Tune in to see how a bit of research and a lot of empathy can turn ignored messages into impactful conversations.

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/ZQo8es8cslQ

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What’s the secret to crafting a value proposition that truly resonates?

In this episode of Sales Today I discuss how salespeople can create value propositions that go beyond listing features and truly connect with customers.

The conversation focuses on how to link customer pain points to meaningful outcomes, shifting the emphasis from product details to the results buyers actually care about.

Listeners will discover key strategies for identifying the ideal customer profile, addressing real challenges, and becoming a trusted advisor in the sales process.

The episode dives into common mistakes that undermine value propositions and offers practical ways to build messages that stand out and deliver real impact.

Emphasis is placed on moving from self-focused presentations to customer-centric communication - where the message paints a clear, compelling picture of transformation.

The discussion includes practical tools and frameworks that help build trust, encourage collaboration, and keep customer outcomes at the heart of every conversation.

Packed with insights and actionable takeaways, this episode is designed to help sales professionals reframe their value proposition and connect in a way that converts.

A must-listen for anyone looking to elevate their sales game by putting the customer first.

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Tired of wasting time on prospects who aren’t a perfect fit?

Top sales teams know the secret: mastering the art of disqualification.

Discover how identifying and embracing your Ideal Customer Profile (ICP) can revolutionise your sales approach.

Forget rejection - it’s all about respect and efficiency. Find out why disqualifying the wrong leads is a game-changer for high-performing teams.

Learn from a real-world example with an IT services client who turned their strategy around by focusing on midsize engineering firms, boosting their conversion rates in the process.

What if the ICP wasn’t just a marketing tool, but the key to profitable sales conversations?

Uncover how to use your ICP as a daily filter in every call, proposal, and interaction to ensure you’re targeting the right customers.

And don’t overlook the power of celebrating disqualification - it’s the cornerstone of building a team focused on meaningful, high-impact relationships.

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What if mastering just 15 elements could transform your sales game from forgettable to phenomenal?

In this episode we embark on a journey through the essential building blocks that can elevate every aspect of your sales process.

These aren't just run-of-the-mill tricks; they're proven strategies that have empowered over 10,000 sales professionals across 37 countries.

Discover how defining your ideal customer profile and crafting a compelling value proposition can slice through the noise and position you as a trusted partner rather than just another vendor.

We unpack the secrets to structuring effective meetings, writing irresistible proposals, and mastering storytelling where your customer is the hero.

Learn to measure customer value in ways that resonate and lead to successful conversions.

With each of these 15 elements, you gain powerful levers to consistently win ethically and build genuine relationships that last.

Subscribe now and share these insights with your team, because this isn't just about improving sales - it's about revolutionising the way you connect with clients and drive results.

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/1cFd-XWFgs4

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What if your sales strategy is missing the mark because you're trying to do too much in a single email?

Leslie Venetz, founder of Sales-Led GTM Agency shares her wisdom on modern sales techniques.

We uncover the art of clarity in communication by focusing on one point per email, preventing message overload.

Leslie introduces her groundbreaking "earn the right" concept, a test ensuring each prospect interaction is meaningful. Plus, gain insights into the underestimated power of repetition - making sure your message not only lands but sticks.

Relevance is king in sales, and superficial personalisation just won't cut it.

Hear personal anecdotes and stories that highlight why parroting LinkedIn profiles or using hollow niceties like "I hope you're well" often backfires.

Instead, we champion authentic relevance, demonstrating a deep understanding of the recipient's role and industry to foster trust from the first word.

Sales communication should start with genuine insights, transforming every outreach into a golden opportunity to connect and engage meaningfully with prospects.

We dissect the importance of grasping a prospect's needs and challenges to elevate engagement and effectiveness in communication.

Discover how to craft impactful micro-campaigns that keep your message concise and targeted across multiple channels, even with limited resources.

With Leslie's expert guidance, learn how to maintain engagement by addressing the true concerns and aspirations of your audience, ensuring your sales approach is not just heard, but remembered.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Modern Sales Approaches and Techniques

"Earn the right" concept, repetition in messaging, and valuable insights are crucial in B2B sales communication.

(0:09:22) - Relevance Over Personalisation in Sales

How relevance and trust outweigh superficial personalisation in emails, avoiding "I hope you're well" and offering genuine insights.

(0:17:43) - Effective Sales Communication Strategies

Understanding customer needs and problems is crucial in sales and change management, highlighting relevance and concise communication.

(0:28:39) - Effective Micro Campaign Strategies

Why messages should be sent in a sequence, focusing on one story or problem, with consistency and relevance across channels.

Connect with Leslie: https://www.linkedin.com/in/leslievenetz/

Follow me: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/IoJ-TfD4LG8

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What if you could revolutionise your lead generation strategy by simply tapping into the power of trust?

Dave Plunkett, founder of Collaboration Junkie, joins us to discuss the concept of nearbound lead generation - a contemporary twist on the traditional word-of-mouth approach.

Dave's insights bridge the delicate gap between inbound and outbound strategies, offering a structured, intentional method for scaling trust-based industries like agencies.

Discover how businesses can train their customer-facing teams to artfully recognise referral opportunities and develop robust systems to support these efforts, turning trust into a formidable growth engine.

Creating a culture of referrals is more than just a buzzword; it's a transformative journey that businesses must embark on to grow beyond the efforts of their founders.

By moving from an organic to a nurtured referral strategy, we explore the art of equipping partners and referrers with precise knowledge and communication tools.

This approach not only reduces friction but also enhances the ease and eagerness with which partners introduce your business to their audiences.

Dave doesn't just talk the talk; he shares how specificity in messaging can catapult credibility and attract the right clients.

By honing in on niche markets, businesses can enhance their referral and partnership strategies, crafting compelling partner value propositions and exploring new markets with flexibility and focus.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Intentional Nearbound Lead Generation Strategies

(0:09:09) - Building a Culture of Referrals

(0:18:32) - Effective Referral and Partnership Strategies

(0:29:09) - Connecting for Collaborative Sales Success

Connect with Dave: https://www.linkedin.com/in/daveplunkett/

Website: https://www.collaborationjunkie.com/

Follow me: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/qX8p-5vB72Y

View Details

What if your cold calls could turn into meaningful conversations that lead to genuine connections and success?

Nick Jeins, a master of the craft with over 30 years of experience, as shares his insights into transforming cold calling from a mundane task into an art form.

With a focus on the engineering business sector, Nick highlights the critical importance of understanding your prospects' true needs.

Forget about drowning them in product features - it's all about tailored engagement that resonates with their unique challenges.

Nick walks us through a structured approach to cold calling, breaking it down into the essential elements that every sales professional should master: the opener, the hook, and effective questioning.

Learn how to start your calls on the right foot by acknowledging them as cold and then drawing your prospects in with a hook that speaks to common industry issues.

This method paves the way for shifting the narrative from your offerings to their needs, allowing you to uncover hidden issues and offer solutions that genuinely add value.

We also discuss the psychological side of sales calls, where building trust and listening become your secret weapons.

Nick's insights reveal how confidence and sharp communication can transform superficial interactions into productive meetings.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Cold Calling Strategies for Sales Directors

Understanding needs, targeting prospects, and fostering genuine engagement in effective cold calling for engineering businesses.

(0:14:17) - Effective Cold Calling Strategies in Sales

The art of cold calling in engineering: opener, hook, questioning to engage prospects and provide solutions.

(0:24:34) - Mastering the Psychology of Cold Calling

Effective communication in sales involves listening, understanding client needs, building trust, and adopting a client-focused mindset.

(0:35:05) - LinkedIn Content Strategy for Sales Networking

Nick shares insights on LinkedIn content creation and networking in the sales community.

Connect with Nick:

https://www.linkedin.com/in/nick-jeins-2914642a8/

Follow me: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/MK_0mm1wsMo

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How do you thrive in a world where buyers are more informed than ever?

In this weeks episode we delve into the transformative power of engaging early in the engineering sales process. Daniel Wendon, Sales Manager at Sulzer, shares his expert insights on how the digital age is reshaping the landscape of engineering sales.

Discover why engaging in the early stages of tender preparation could be the key to increasing your success rate in competitive environments and how failing to do so might leave you sidelined.

The evolution of sales engineers into trusted advisors is a game-changer in the industry. We' discuss how the internet has transformed buyers into self-informed decision-makers, reducing the need for direct interactions for basic purchases. Yet, for complex challenges, these same buyers crave strategic guidance.

This episode uncovers the need for sales engineers to merge technical prowess with strategic business consulting, enabling them to address broader business objectives like carbon reduction commitments.

The insights shared could be pivotal in helping you build meaningful, long-term relationships with clients.

We also confront the hurdles faced by technical sales engineers as they balance technical knowledge with business acumen.

By focusing on external drivers like energy costs and government policies, you'll learn how to craft value propositions that truly resonate with decision-makers.

We talk about the necessity of embracing change, even overcoming the "engineering super ego" that might resist it.

This conversation is all about equipping you with modern tools and techniques necessary to stand out in an ever-evolving market.

--------- EPISODE CHAPTERS ---------

(0:00:00) - The Future of Engineering Sales

The digital age has transformed engineering sales, highlighting the need for early engagement and understanding of project intricacies.

(0:09:30) - Sales Engineer Transition to Advisory Role

Sales in engineering are shifting towards self-informed buyers, requiring sales teams to have both technical and strategic consulting capabilities.

(0:19:21) - Navigating Technical Sales Challenges for Engineers

Technical sales engineering requires balancing technical expertise with business insights to build trust and align solutions with client needs.

(0:29:36) - Embracing Change in Engineering Sales

Engineering super ego, marginal gains, continuous learning, evolving sales, managing change, proven methods in sales training.

Connect with Daniel: https://www.linkedin.com/in/daniel-wendon-31b85569/

Follow me: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/pe1C-qUWdEo

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Is the diesel truck on the brink of extinction?

Industry expert Tony Owen brings his extensive knowledge to discuss the monumental shift toward electric trucks in the pursuit of net-zero emissions.

As legislative deadlines loom, manufacturers like Volvo, Renault, and Scania are leading the charge with new electric models, while the pressure mounts to phase out diesel trucks. We scrutinise the scepticism surrounding these ambitious goals and explore the undeniable momentum driven by environmental imperatives.

The market's readiness for electric trucks, especially those under 26 tons, is under the microscope as we navigate the evolving landscape of truck manufacturing.

Tony sheds light on the hurdles faced by dealerships clinging to diesel sales and the urgent need for educational initiatives to inform customers about the benefits and infrastructure of electric vehicles.

As infrastructure improves, the potential for electric trucks grows, but the shift in mindset among stakeholders presents its own challenges. Strategic conversations and proper training are essential for a smooth transition to electric fleets.

Sales professionals, take note: standing out in the shifting sands of the trucking industry requires more than just adapting to electric vehicles. Tony highlights the importance of continuous learning, firsthand experience, and building meaningful customer relationships.

By becoming trusted advisors and moving beyond transactional interactions, salespeople can carve out a niche for success.

This episode offers insights into navigating the dynamic world of electric truck sales, highlighting strategies for building a strong reputation and thriving in this era of transformation.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Shift to Electric Trucks in Industry

Truck industry rapidly shifts to electric vehicles due to global commitments and upcoming legislation for net-zero emissions.

(0:14:29) - Transition to Electric Trucks

Truck manufacturers are transitioning to electric vehicles, but dealerships and customers need to adjust their perspectives and infrastructure for heavy-duty trucks to improve.

(0:24:53) - Navigating the Shift to Electric Trucks

Electric vehicles, net-zero targets, misinformation, strategic conversations, and early buying processes are discussed in the transportation sector.

(0:34:14) - Standing Out in Electric Truck Sales

Salespeople should embrace change and become experts in electric trucks to succeed in the industry.

(0:39:38) - Building Reputation for Sales Success

Sales industry success relies on building a strong reputation through genuine customer help and proactive relationship-building.

Connect with Tony: https://www.linkedin.com/in/tony-owen-6024a830/

Follow me: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/K8vzpXvY3BQ

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Susie Ashfield, the brilliant author and communication expert, returns with her profound insights into the art of authentic communication.

In this episode, we discuss her latest book, "Just F**king Say It," which encourages confronting communication hurdles with audacity and sincerity.

Susie shares her wisdom on embracing the imperfections that make conversations genuinely meaningful and guides us to see confidence as a fleeting state that doesn't hinder action.

From the raw emotions in public speaking to the power of storytelling, she illustrates how feelings can transform any speech into an unforgettable experience, whether it's a corporate presentation or a wedding toast.

We travel through the nuanced world of building genuine connections, especially in the digital realm like LinkedIn, where staying true to oneself is paramount.

Susie addresses the significance of stepping out of one's comfort zone, even if it means starting with small acts of bravery.

This conversation is an invitation to embrace your true voice, whether sharing your story in a boardroom or a social media post, encouraging listeners to forge real connections through honest and heartfelt communication.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Just Fking Say ItSusie Ashfield discusses embracing authenticity in communication, confidence as taking action, and the holistic approach in her book "Just Fking Say It.

(0:06:15) - Embracing Emotions in Public SpeakingEmotion is crucial in public speaking, storytelling, and marketing, enhancing impact and fostering connections with audiences.

(0:18:25) - Building Authentic Communication on LinkedInEmbrace authenticity and comfort zones on LinkedIn, avoid copying others, and engage genuinely with your audience.

Connect with Susie: https://www.linkedin.com/in/susannahashfield/

Get Susie’s Book: https://amzn.eu/d/aIZJK6N

Follow me: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/iJiUZXmypPs

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Can LinkedIn truly revolutionise your sales strategy? Join me and LinkedIn expert Mic Adam as we challenge the misconception that this powerful platform is just about connections and job hunting.

Discover how setting clear objectives and measuring outcomes can transform LinkedIn into a potent tool for achieving business goals. We redefine what it means to be a power user, highlighting the importance of leveraging LinkedIn’s full capabilities to achieve tangible results. By aligning your LinkedIn activity with specific objectives, you can turn what seems like a mere networking site into a cornerstone of your sales strategy.

In our conversation, we unravel the potential of employee advocacy and how it can elevate both personal and company reputations. We tackle the common fears and misconceptions surrounding employee advocacy, offering practical steps to encourage authentic engagement.

From reposting company-approved content to developing original posts, we discuss strategies that can empower employees to become genuine brand ambassadors.

We also explore the crucial role of C-suite executives in setting the tone and leading by example, emphasising the impact their participation can have on the company’s overall image.

Finally, we address the power of content creation and collaboration in sales. Mic shares practical exercises to build confidence in content creation and the significance of video content in establishing authentic relationships.

This episode is packed with actionable insights and expert advice to help you and your company thrive on LinkedIn.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Maximising LinkedIn as a Tool

LinkedIn is a powerful tool for sales professionals to achieve business objectives by setting clear goals and leveraging its full potential.

(0:03:21) - Employee Advocacy on LinkedIn

Redefining leads and utilising LinkedIn for business objectives, including employee advocacy and challenges faced.

(0:11:13) - Elevating Company Reputation Through Content

C-suite executives' hesitations in sharing content can be overcome by effective communication, leveraging client interactions, and avoiding control.

(0:24:58) - Advancing Employee Advocacy on LinkedIn

Building confidence in content creation through reposting, personalised posts, and video for authenticity and relationship-building.

Connect with Mic: https://www.linkedin.com/in/micadam/

Follow me: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/jr01T_Jl59Y

View Details

Inspirational business leader and author Leisa Pickles shares her unique insights in our latest episode, spotlighting the often misunderstood world of sales.

As the author of "The Only Salesperson in the Room," Leisa challenges the common reluctance of business owners to embrace their roles in sales, largely due to negative stereotypes.

She recounts her experience at a business conference where few attendees identified as salespeople, sparking her mission to redefine sales as a positive, relationship-building process.

Leisa’s goal is to empower business professionals to see sales as an integral and beneficial part of their journey.

Our conversation breaks down the importance of authenticity in sales, especially in a digital-first era where first impressions often occur online.

We explore her strategies for effective communication, stressing the use of clear, jargon-free language, even in high-stakes conversations.

Leisa highlights maintaining control and clarity without falling into the trap of apologetic language or empty pleasantries, providing actionable advice on making impactful impressions in brief interactions.

Her tips for owning conversations are especially crucial for those looking to enhance their sales communication skills.

Feel inspired as Leisa offers practical tips to enhance confidence during calls and discusses alternative prospecting methods like video and voice notes to better engage with audiences.

--------- EPISODE CHAPTERS ---------

(0:00:03) - Challenging Stereotypes in Sales

(0:11:55) - Communicating Authenticity in Sales

(0:18:41) - Effective Sales Communication Strategies

Connect with Leisa

LinkedIn: linkedin.com/in/leisapickles

Website: findmetheleads.co.uk/

Get Leisa’s book https://amzn.eu/d/aDRL9v9

Follow me: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/UcuNXIYrbKo

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Could imposter syndrome be the hidden obstacle holding you back from sales success?

In this enlightening episode Tara Halliday demystifies imposter syndrome, explaining why it's more than mere self-doubt and how it uniquely targets specific tasks rather than general confidence.

We dive into the surprising revelation that imposter syndrome affects both men and women equally, although societal factors might make women more vocal about it.

Discover why 70% of high achievers find themselves battling this secret self-doubt and how it can impact your career trajectory.

Our conversation with Tara delves into the science of self-perception and the misconceptions surrounding imposter syndrome.

Tara offers fresh insights into overcoming these mental barriers by addressing the root causes like "conditional worth," and introduces practical strategies based on neuroplasticity to reprogram our thinking patterns.

Whether you're publishing work or building your professional reputation, understanding these nuances could be the key to unlocking your potential.

Ending on a hopeful note, Tara shares actionable tips for breaking free from negative cycles by tapping into the brain's ability to change.

Learn how to harness techniques like the "power reset" to manage stress and improve emotional resilience.

Gain confidence through healthier self-comparisons and uncover the role model mindset that fosters personal growth without judgment.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Understanding Imposter Syndrome in Sales

Imposter syndrome affects 70% of high achievers and can target specific tasks, not all areas of life. It can often be confused with lack of confidence, and can hinder personal and professional growth.

(0:12:18) - Overcoming Imposter Syndrome Misconceptions

Hubris, Dunning-Kruger effect, and imposter syndrome are discussed, with a focus on addressing conditional worth through neuroscience.

(0:17:01) - Breaking the Imposter Syndrome Cycle

Neuroplasticity allows for building effortless confidence by breaking negative patterns and fostering healthier mindsets.

(0:25:25) - Survival Instincts and Brain Programming

Primal instincts triggered by societal labelling and rejection, and practical strategies for managing stress and enhancing emotional resilience.

(0:29:19) - Building Confidence Through Self-Comparison

Comparison can impact personal growth and self-confidence, but flipping it to focus on similarities can foster belonging and self-worth.

Connect with Tara- https://www.linkedin.com/in/tara-halliday-phd/

Website: The Power Reset (to get calm fast) https://bit.ly/ThePowerReset

Imposter Syndrome quiz https://bit.ly/ImpostorQuiz

Tara’s Latest book Outsmart Imposter Syndrome https://bit.ly/OutsmartISBook

Follow me: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/jt3a9w9uNuI

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Jeff Hatten an innovator in the sales world, shares his incredible journey of turning the once drab networking site into a lively stage for humorous and engaging content. Hesitant at first to mix humour with business, Jeff reveals how embracing his unique personality not only captured attention but also brought a much-needed vibrancy to sales communications.

We take a closer look at the inspirations behind his comedic approach, including influencers like Tom Boston, and discuss how Jeff's content breaks away from the mundane norms of professional networking.

Content marketing takes center stage as we discuss how humour and personal insights can build trust and credibility.

By weaving authentic stories and amusing anecdotes into sales pitches and communications, sellers can foster genuine connections with their prospects and clients.

Discover how standing out with personal and educational content, as opposed to traditional company materials, can enhance reputation and credibility.

We also explore the strategic power of humour and personal branding in B2B marketing, highlighting innovative campaigns and the timeless effectiveness of human-created content over AI.

Tune in to see how humour can not only enliven LinkedIn but also transform the way we connect with our audiences.

-------- EPISODE CHAPTERS ---------

(0:00:00) - Humour in Sales

(0:15:29) - Building Trust Through Content Marketing

(0:26:51) - Creating Brand Affinity Through Humour

Connect with Jeff - linkedin.com/in/hattenjeff

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/k-QTzF7jHDo

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Could AI be stifling your creativity?

Join us for an engaging discussion with Zsike Peter, the bold entrepreneur who embraced a "vampire" theme to create a standout brand identity.

Through Zsike's unique journey, we explore the importance of crafting an original and memorable personal brand in today's cluttered digital marketplace. We discuss how daring to be different can capture attention and resonate with like-minded clients, and why larger companies might shy away from stepping outside their comfort zone.

Discussing the challenges of AI-generated content, we highlight the critical balance between efficiency and maintaining a unique personal voice.

While AI offers speed, it risks flattening the creativity and authenticity that make content truly stand out.

As we address the ethical dimensions of outsourcing creativity to AI, we raise concerns about automation bias and the erosion of emotional intelligence in leadership.

What happens to our innate ability to strategise and connect on a human level when we lean too heavily on technology?

This conversation underscores the importance of maintaining emotional awareness in an increasingly automated world.

--------- EPISODE CHAPTERS WITH KEY POINTS ---------

(0:00:00) - Building Your Personal Brand Through Uniqueness

Establish a unique personal brand in social media and sales, with a memorable and quirky identity, to attract like-minded clients.

(0:11:18) - Quality Over Quantity in Content Creation

AI-generated content poses challenges in maintaining unique tone and voice, diminishing critical thinking skills and drowning out quality work.

(0:26:09) - The Ethical Impact of AI

The complexity and potential pitfalls of outsourcing thinking and creativity to AI, automation bias, manipulative chatbots, and the importance of emotional intelligence in leadership.

(0:36:29) - Personal Branding and Content Creation

Personal branding is crucial for business success, achieved through consistent content production and authentic social media engagement.

Follow Zsike

LinkedIn: https://www.linkedin.com/in/zsike-peter/

Website: https://www.vampiredigital.biz/

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/l4rKbZib-PE

View Details

Ever felt the weight of imposter syndrome in a competitive industry?

Let us take you on Nia Woodhouse's transformative journey from self-doubt to self-assurance as she navigates the sales landscape with the power of social media.

We unravel the concept of the "duff pancake," demonstrating how those initial, clumsy steps in content creation are not just inevitable but essential for growth.

Discover how Nia found her voice in a male-dominated field, turning timid beginnings into a confident presence on platforms like LinkedIn.

Her story shines a spotlight on the importance of consistency in social selling and the magic that happens when you blend personal insights with professional branding.

Through the art of storytelling, Nia shares her secrets to crafting content that doesn't just inform but also connects deeply with audiences.

We delve into the delicate dance between authenticity and relatability, emphasising how personal stories trump AI in creating content that resonates.

Join us as we explore strategies for overcoming fears in content creation, the pivotal role of mentorship, and the surprising joy found in collaboration.

This episode is a vibrant testament to the power of embracing the creative process and using personal narratives to bridge the gap between seller and customer, ultimately inspiring growth and new opportunities.

--------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------

(0:00:00) - Success in Sales

Embracing social media for personal and professional branding, overcoming imposter syndrome, and the value of consistency and collaboration in sales.

(0:12:50) - Content Creation and Storytelling in Sales

Confidence and practice are crucial for improving skills in sales and content creation, while sharing personal opinions and stories can connect with audiences and differentiate from AI-generated content.

(0:21:11) - Creating Content With Confidence and Joy

How storytelling connects with audiences, overcoming hurdles in content creation, finding joy in collaboration, and embracing authenticity.

Follow Nia

LinkedIn: https://www.linkedin.com/in/nia-woodhouse-02257a168/

Email: nia@mysalescoach.com

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/4c5euGc6i2w

View Details

What sets the good apart from the great in the fast-paced world of sales?

Could it be the mindset with which we tackle both triumphs and setbacks?

This final episode of the mini series we navigate the ever-evolving sales landscape where buyer expectations, innovative tools, and fierce competition redefine the game.

At the heart of our discussion is the final component of my book "Ethical Selling"—the importance of learning and growth.

Top salespeople understand that success is a journey, not a destination, and to remain effective, they must embrace continuous learning.

We unpack the concept of a growth mindset, introduced by Dr. Carol Dweck, and discuss how embracing challenges, seeking feedback, and learning from experiences are crucial for staying ahead in today's fast-paced world.

Listen in as we highlight the power of reflection as a tool for personal and professional growth.

By revisiting past experiences—both successes and failures—we can identify what worked, what didn’t, and what we can do differently next time.

This reflective practice is straightforward yet powerful, enabling us to continually improve and thrive.

We contrast this with a fixed mindset, where abilities are seen as unchangeable, and setbacks are perceived as personal failings.

Embrace the growth mindset to rise above the rest and harness every challenge as an opportunity for improvement.

This episode is packed with insights to help you stay resilient, relevant, and on the path to success.

Links and Resources:

Get a copy of my Book: Ethical Selling on Amazon
Collaborative Selling Scorecard: Take the Free Assessment
Connect with Fred: LinkedIn Profile
Watch this episode: Watch on YouTube

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Ever wondered how to secure a deal without compromising your integrity or relationships?

In today’s episode on the Sales Today podcast we unravel the secrets of adaptive negotiation that goes beyond the old-school notion of win-lose tactics.

This episode is your guide to mastering negotiation skills that are both ethical and effective, ensuring win-win outcomes that build trust and long-term partnerships.

I share how tapping into the power of flexibility and understanding customer goals can lead to better offers and repeated business.

Through enhanced listening and questioning techniques, learn how to identify tradable variables and establish clear walkaway points, all while maintaining a collaborative mindset.

Continuous growth is key in staying ahead of the competition and the need for ongoing learning to maintain that competitive edge.

Explore strategies that encourage ethical selling practices and keep sales professionals relevant in today's fast-paced market.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Adaptive Negotiation for Win-Win Outcomes

Adaptive negotiation in ethical selling involves win-win outcomes, flexibility, preparation, and understanding customer needs.

(0:14:29) - Continuous Sales Growth Strategies

Continuous learning and ethical selling practices are crucial for top salespeople to stay competitive and relevant in the market.

Links and Resources:

Get a copy of my Book: Ethical Selling on Amazon
Collaborative Selling Scorecard: Take the Free Assessment
Connect with Fred: LinkedIn Profile
Watch this episode: Watch on YouTube

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Can you imagine transforming your sales strategy from transactional to truly collaborative?

On this fifth episode of the Sales Today mini series, I share how adopting a partnership mindset can revolutionise your sales approach.

Building upon the core themes of my book, "Ethical Selling," we unpack the significance of shifting from 'me' to 'we,' and why buyers in complex B2B environments seek partners rather than mere vendors.

Discover how fostering relationships based on trust, understanding, and mutual success not only secures long-term achievements but also makes you an indispensable part of your client's journey.

We uncover the art of co-creating solutions that align with clients' long-term goals, enhancing your value as a sense-maker.

With insights drawn from over two decades of experience, this conversation is filled with practical advice on how to act like a partner and enhance your sales effectiveness.

Whether you're aiming for upsell opportunities or looking to solidify renewals, learn how collaboration can be your key to unlocking potential and creating lasting business success.

Step into the future of sales and see how thinking and acting like a partner can elevate your impact in the sales world.

Links and Resources:

Get a copy of my Book: Ethical Selling on Amazon
Collaborative Selling Scorecard: Take the Free Assessment
Connect with Fred: LinkedIn Profile
Watch this episode: Watch on YouTube

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Is decision-making as a buyer really as easy as it seems?

Today, I address the challenges buyers face in our VUCA world—Volatility, Uncertainty, Complexity, and Ambiguity.

This episode is a leg of our journey through the ethical selling terrain, inspired by my book "Ethical Selling." We're diving into how sales professionals can step away from the shadows of fear-based tactics and embrace a more enlightened approach that builds trust and empowers customers.

Think of us as guides on a hike, illuminating the way with clarity and confidence, leaving the ultimate choice to our customers.

In this discussion, I highlight the pivotal role of the ethical seller in crafting a secure and informed buying experience.

We'll explore the importance of giving customers the right information to make confident decisions, free from the pressures of manipulation.

The goal is to differentiate as a modern, professional salesperson by simplifying complexities and fostering long-term relationships built on trust.

Tune in to learn how to become a sense-maker in the sales process, guiding clients through options without making the choice for them, and ensuring that decisions are not just momentary but lasting and fulfilling.

.Links and Resources:

Get a copy of my Book: Ethical Selling on Amazon
Collaborative Selling Scorecard: Take the Free Assessment
Connect with Fred: LinkedIn Profile
Watch this episode: Watch on YouTube

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Ever wondered why the price conversation dominates your sales meetings?

In this third episode of the mini series I discuss the mystery of how a value-centric approach can transform your sales strategy.

Shifting the focus from cost to value isn't just smart - it's essential in today's saturated market.

I share actionable strategies to help you become a partner in your customer's journey, rather than just another vendor.

Discover the power of understanding customer outcomes, communicating in their language, and using tools like ROI calculators to paint a vivid picture of your solution's impact.

Plus, hear the inspiring story of a sales team that ditched the product pitch and embraced customer outcomes, proving just how powerful this approach can be.

I also dive into the heart of ethical selling, revealing how to empower customers to make confident, pressure-free decisions.

It's not solely about closing the deal; it's about building trust and creating a supportive environment where customers feel assured in their choices.

.Links and Resources:

Get a copy of my Book: Ethical Selling on Amazon
Collaborative Selling Scorecard: Take the Free Assessment
Connect with Fred: LinkedIn Profile
Watch this episode: Watch on YouTube

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In this second solo episode of the Sales Today Ethical Model mini series, I explore the crucial role of transparency and integrity in ethical selling.

Drawing insights from my book, Ethical Selling, I break down the foundational elements of building trust in sales relationships.

Discover how honesty about product strengths and limitations, coupled with staying true to one's moral compass, can transform business interactions.

Imagine a world where sales professionals prioritise trust over quick wins - where transparency and integrity guide every transaction, ultimately leading to stronger, lasting customer relationships.

I share the insightful trust equation from the esteemed book, The Trusted Advisor, authored by three Harvard Business professors. This equation sheds light on the mechanics of trust, emphasising credibility, reliability, and intimacy, while cautioning against self-orientation.

This episode is a call to action for sales professionals to focus on doing the right thing for customers, ensuring that ethical practices are at the heart of every successful sale

.Links and Resources:

Get a copy of my Book: Ethical Selling on Amazon
Collaborative Selling Scorecard: Take the Free Assessment
Connect with Fred: LinkedIn Profile
Watch this episode: Watch on YouTube

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This week on the Sales Today podcast I kick off a solo series dedicated to exploring the ethical model at the heart of my book, Ethical Selling.

This episode focuses on the power of empathetic communication in sales. We discuss why empathy isn't just a nice-to-have but an essential tool for understanding customers on a deeper level, enabling us to listen first and sell second.

By being detectives of emotions, we can build trust and uncover the real drivers behind customer decisions, leading to more meaningful and effective sales conversations.

Tune in as we explore practical strategies for incorporating empathy into your communication, such as active listening and asking meaningful questions.

I share insights on the importance of truly focusing on what customers say - and what they don’t say—using the two-to-one communication ratio.

By leveraging not only your ears but also your eyes and feet to observe and understand customers' environments and perspectives, you can enhance your ability to engage with them empathetically.

Links and Resources:

Get a copy of my Book: Ethical Selling on Amazon
Collaborative Selling Scorecard: Take the Free Assessment
Connect with Fred: LinkedIn Profile
Watch this episode: Watch on YouTube

View Details

What happens when the discipline of an endurance athlete meets the dynamic world of sales?

Join me as I sit down with Jakob Thusgaard, founder of YourSales, who shares his journey from sporty ambitions to actionable habits, fuelled by revelations from "Atomic Habits."

Discover how he transformed his fitness routine by setting realistic goals and celebrating small victories, and how these principles can revolutionise your approach to sales.

Our conversation unpacks the power of consistent, incremental progress and the parallels between personal growth and professional achievements in sales.

As sales roles continue to evolve, Jakob and I address the implications of specialised roles like sales development representatives and account executives.

We delve into the potential pitfalls of compartmentalisation and emphasise the strength found in mastering the full sales funnel independently.

Through personal anecdotes, we reflect on the narratives we create about our roles and remind early-stage salespeople about the risks of rushing promotions before they’re ready.

Our insights aim to cultivate self-awareness and prepare sales professionals for sustainable success.

Finally, we explore why loving the core activity of your profession can make all the difference.

We discuss how passion for the craft, not just the product, fuels long-term success and ethical practice.

By finding purpose in both the exciting and mundane aspects of sales, professionals can achieve greater happiness and integrity in their careers.

Listen in as we underscore the importance of alignment and integrity, offering a roadmap for lasting fulfilment in the sales field.

Connect with Us:

Guest:

Jakob Thusgaard - https://www.linkedin.com/in/thusgaard/

Website: https://yoursales.com/

Host: Fred Copestake - https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/1mkLqLCErCM

View Details

In today’s episode I am joined by Charli Hunt, the innovative founder of Lime One, to delve into the nuanced world of LinkedIn.

The conversation offers valuable insights into overcoming common pitfalls like "pitch slapping" and highlights strategies for authentic engagement and effective outreach on the platform.

Key Topics Discussed:

Understanding "Pitch Slapping" on LinkedIn (0:00:00 - 0:08:31): Charli explains the detrimental practice of "pitch slapping," where users send unsolicited sales pitches immediately after connecting. The discussion highlights how this approach can harm genuine professional relationships and the importance of engaging authentically to stand out in the B2B landscape.
Strategic Engagement and Value Creation (0:08:31 - 0:20:32): Explore the art of engagement on LinkedIn, with tips on building a community through thoughtful interaction with posts from industry leaders. Learn how to balance value-driven content with promotional messages to boost visibility and enhance professional reputation.
Evolving Outreach Strategies (0:20:32 - 0:25:59): We reflect on the declining effectiveness of cold emails and discuss personalised outreach techniques on LinkedIn. Discover the potential of personalised video messages and the importance of creative persistence in capturing and maintaining attention.
Effective Engagement Without Solicitation (0:25:59 - 0:34:00): Learn about the pitfalls of seeking engagement through direct messages and the significance of creating compelling content that naturally attracts interaction. Charli emphasises personalising content to resonate with specific audiences and the value of genuine interactions over artificial engagement.

Key Takeaways:

Avoid "Pitch Slapping": Build relationships before attempting to sell, and focus on authentic engagement to create meaningful connections.
Engage Thoughtfully: Interact with others' content to boost visibility and foster a sense of community, rather than just gaining followers.
Personalise Outreach: Utilize personalized approaches like video messages to stand out in a crowded digital landscape.
Value-Driven Content: Balance informative content with promotional posts to effectively communicate your services while providing value.

About Our Guest:

Charli Hunt is the founder of Lime One, a LinkedIn tool designed to help professionals transition connections from LinkedIn into actionable sales opportunities.

With a focus on authentic engagement, Charli provides training and insights to enhance LinkedIn strategies.

Connect with Us:

Guest:

Charli Hunt - https://www.linkedin.com/in/charli-hunt/

Website: https://thelime.one/

Host: Fred Copestake - https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/JfSHhHcjt48

View Details

Veteran sales coach and founder of Human Aligned Selling, Steve Myers, joins us for a transformative conversation on the evolution of sales strategies over his impressive 42-year career.

With Steve's invaluable insights, we explore how the internet and technology have shifted the salesperson's role from a product-focused expert to a master of human connection.

Our discussion underscores the enduring significance of emotional intelligence in sales success, stressing that while product knowledge is essential, the ability to connect personally with clients is the key differentiator in today's marketplace.

We also tackle the intriguing topic of AI in sales, highlighting its limitations in building trust and fostering genuine relationships.

We dive into the transition from feature-based to solution-based selling, illustrating how truly understanding clients' emotional and behavioural needs can be a game-changer.

Sharing personal experiences, we discuss practical tools like NLP and improv that can enhance communication skills, pushing sales professionals to continually learn and adapt to maintain their edge in this competitive field.

Our conversation takes a thoughtful turn as we examine the concept of equal business stature in client interactions.

We emphasise the importance of creating partnerships where both parties appreciate each other's time and expertise, encouraging salespeople to shift their mindset from subservient to collaborative.

Loved this episode? Take a moment to rate and review the podcast. Don't forget to check out the Collaborative Selling Scorecard (link below) to see how your sales approach measures up in today's ever-changing environment!

-------- EPISODE CHAPTERS ---------

(00:00) - The Evolution of Sales Strategies

(15:09) - Building Emotional Connections in Sales

(30:53) - Establishing Equal Business Stature in Sales

Connect with Steve - https://www.linkedin.com/in/stevemyers0/

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/iwclMvo_i3Q

View Details

Welcome to the Sales Today podcast.

In this special episode, I’m celebrating the launch of my third book, Ethical Selling.

Listen in as I talk about the natural progression from collaborative and hybrid selling to an ethical approach that balances the needs of customers, companies, and sales professionals.

I address why ethical selling is the future, bust myths about it being "too hard" or "too soft," and provide actionable insights into implementing it in your sales practice.

Along the way, discover the ethical model and how its principles can elevate your sales game to create a win-win-win scenario.

I also introduce the Institute of Ethical Selling, a new initiative to certify and support ethical sales professionals worldwide.

What You’ll Learn in This Episode:

Why ethical selling is becoming essential for success.
How the ethical model works alongside existing sales methodologies.
Practical strategies for empathetic communication, transparency, and building trust.
Insights into the Institute of Ethical Selling and how it supports sales professionals.
My personal journey in sales and how it shaped my passion for ethical practices.

Links and Resources:

Buy my Book: Ethical Selling on Amazon
Collaborative Selling Scorecard: Take the Free Assessment
Connect with Fred: LinkedIn Profile
Watch this episode: Watch on YouTube

View Details

Discover the secrets to ethical selling and transform your approach by tuning in to our enlightening conversation with Sam Dunning, founder of Breaking B2B.

Learn how to build trust and credibility with potential clients through the art of providing valuable content during the sales follow-up process.

By sharing targeted podcasts, videos, and articles, you can effectively address your prospects' specific needs and challenges, thereby encouraging them to choose your services.

Sam also shares insights from his expertise in B2B SEO and website strategy, offering tips on how to capture your target audience's attention and improve your organic search rankings.

Turn in as we discuss the evolution of sales techniques and reflect on the shift from aggressive, commission-driven methods to a more customer-focused, ethical approach.

Drawing from personal experiences in high-pressure sales environments, we address the importance of aligning services with client needs and nurturing long-term relationships.

This episode highlights the critical shift from pushy tactics to understanding and prioritising clients' best interests, which not only safeguards your reputation but also paves the way for sustainable success.

Learn how to leverage existing company content and create personalised content to stand out in the crowded market.

We also discuss the role of transparency in building trust, from being upfront in discovery calls to offering constructive feedback.

With practical insights and real-world examples, this episode is a must-listen for anyone seeking to refine their B2B marketing and sales approach while maintaining an ethical and impactful presence in the industry.

-------- EPISODE CHAPTERS ---------

00:00) - Modern Approach to Ethical Selling

(04:24) - Evolution of Ethical Sales Approach

(16:59) - Effective Sales Strategy and Ethical Approach

(26:46) - Personal Branding and Transparency in Sales

(31:09) - Transparency in Sales Process

Connect with Sam

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

Website: https://www.breakingb2b.com/

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/TueaS3bz_Ao

View Details

Unlock the secrets of ethical selling and transform your approach with insights from Fred Copestake’s new book ‘Ethical Selling - How to win more business by doing the right thing’.

Discover how honesty and integrity not only enhance trust but also pave the way for long-term success without compromising profits. Embrace the shift from outdated pushy tactics to a more empathetic, value-driven methodology that fosters genuine connections.

By harnessing emotional intelligence, you can elevate your sales game, ensuring your interactions are transparent and collaborative, ultimately leading to win-win outcomes for you and your clients.

Navigate the intricate world of high-stakes sales with frameworks like PIRATE and RAPID, blending technology and a personal touch to maintain authenticity.

The book highlights the significance of aligning your sales career with personal values. Dive deeper into ethical selling principles, and learn how small, intentional changes can boost your effectiveness and fulfillment.

In a nod to the future this episode is brought to you using the power of modern technology as AI Assistants take control of analysing the content and recording their ‘conversation’.

Despite advances in technology the human side of selling remains of utmost importance. Enjoy the two combining!

(Episode produced using Google NotebookLM)

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/UedHCwYpozw

View Details

Ethical selling: Help prospects identify as your customer

Martin Stellar, author of "Sales for Nice People," joins me to share his unique perspective on aligning sales practices with personal values, leading to genuine success.

Drawing on 30 years of experience in understanding human nature and psychology, Martin reveals how his journey from a monastery to a tailoring business taught him that quality alone isn't enough for sales success.

Emphasising that sales can be an act of service, Martin encourages entrepreneurs to embrace their integrity and transform their approach to selling.

We address how focusing on serving others can overcome the challenges of traditional sales mindsets and result in fulfilling and profitable outcomes.

We also explore the refreshing concept of collaborative and ethical selling, highlighting the "same-side selling" approach where buyers and sellers act as partners rather than opponents.

Martin explains how fostering authentic interactions energises buyers, allowing them to naturally gain confidence in their decisions.

By embracing a non-linear sales framework centered on listening and understanding the buyer's journey, we redefine the traditional focus on closing deals.

Instead, we highlight opening opportunities and facilitating personal growth for both buyer and seller, underscoring how serving others can lead to transformational sales experiences.

-------- EPISODE CHAPTERS ---------

(00:34) Modern Sales Techniques for Nice People

(05:18) Perceptions of Sales and Entitlement

(14:22) Same-Side Selling Dynamic in Sales

(18:27) Let Buyers Decide, Avoid Over-Enthusiasm

(23:49) Trust-Building Sales Conversations

(26:23) Understanding Buyer Transformation

(29:46) Building Trust Through Permission-Based Sales

Connect with Martin

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

Website: https://martinstellar.com/

Website: https://salesflowcoach.app/

Get Martin’s Book: https://martinstellar.com/book/

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/GJYWMnHzekQ

View Details

Is ethical selling the secret sauce for sustainable success in sales?

In today’s solo episode, I challenge the myths and misconceptions surrounding ethical selling.

Prepare to have your beliefs shifted as we explore the Goldilocks dilemma, where ethical sales practices strike the perfect balance—not too hard, not too soft.

Discover how small, positive changes lead to significant gains in both sales outcomes and workplace happiness, crafting a win-win-win scenario for customers, companies, and salespeople alike.

I also address how ethical selling not only aligns with sales targets but enhances profitability through customer loyalty and referrals.

I share insights on building trust and understanding customer needs to lay a solid foundation for repeat business and lasting success.

Worried that ethical selling might dilute your assertiveness or persuasiveness?

Think again. We reveal how these skills can be harnessed to create meaningful conversations that truly benefit the customer.

Stand out in the "sea of sameness" with ethical selling as your powerful tool for achieving remarkable results and sustainable business growth.

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/jBlTmuk_wrw

View Details

What if ethical selling is neither a burden nor a compromise, but a powerful tool just waiting to be harnessed?

In this solo episode, I share insights from my book, focusing on how ethical selling is often perceived as either too challenging or too lenient.

Through the Goldilocks analogy, I argue that ethical selling is, in fact, "just right," offering a competitive edge by creating a win-win-win situation.

By aligning the interests of the customer, the company, and our own conscience, we can achieve a sustainable and balanced approach.

I address the significance of transparency and ethical sales practices, highlighting the role of mutual action plans in delivering promised outcomes for customers.

Understanding that value is subjective, I stress the need to comprehend customer needs and the potential of AI in enhancing sales strategies while respecting customer autonomy.

Key topics include ensuring buyer safety, qualifying customers, and fostering collaborative relationships with a partner mindset.

We also touch on the concept of partnering intelligence (PQ), highlighting elements such as trust, interdependence, and adaptability as vital components in building successful customer relationships.

-------- EPISODE CHAPTERS ---------

(0:00:02) - The Goldilocks Dilemma

Ethical selling offers a competitive advantage by aligning interests and values, with a focus on practical application and mutual benefits.

(0:11:59) - Value-Centric Sales and Customer Relationships

Transparency, ethical sales practices, mutual action plans, AI, buyer safety, qualifying customers, and fostering collaborative relationships.

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/ln6elIm3vWA

View Details

Luke Tomlinson, Category Manager at MS3, joins me for a captivating conversation on the transformative power of procurement.

We unravel the outdated notion of procurement as just a back-office function and spotlight its potential to be a driving force for business value.

With a focus on ESG, risk management, and supply diversification, we discuss how procurement, when collaborating with sales teams, can transcend simple cost management to become a cornerstone of business innovation and success.

Understanding the buying journey is no longer optional but essential for both sales and procurement professionals.

We look into the importance of early engagement in the sales process, emphasising how this alignment can lead to more effective decision-making and streamlined operations.

By balancing the art of being right with the necessity of being liked, procurement professionals can reshape their roles, gaining respect and influence within their organisations.

Through learning from salespeople, procurement can enhance its effectiveness, contributing to a more harmonious and productive business environment.

We also explore the nuanced relationship between transactional and strategic supplier partnerships and the vital role of personal connections and trust in developing strategic partnerships.

This episode offers a wealth of knowledge on modern sales techniques and how procurement can leverage these insights to create mutually beneficial relationships with sales teams.

-------- EPISODE CHAPTERS ---------

(0:00:00) - Collaboration in Procurement and Sales

Procurement's evolving role involves collaboration with sales to create value beyond cost management.

(0:13:54) - Building Relationships Between Sales and Procurement

Understanding the buying journey, aligning with procurement, changing perceptions, and collaborating effectively for smoother sales processes.

(0:22:25) - Strategic Partnerships in Procurement

Transactional vs. strategic supplier relationships, importance of personal connections, and creating value beyond cost considerations in procurement.

(0:31:09) - Understanding RFPS in Procurement and Sales

Nature's RFPs: Invitations, winning potential, buyer's stage, early involvement, due diligence, aligning with client's needs and procurement processes. websites, and fun and educational content.

Connect with Luke:

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/wu4IH5aLkac

View Details

What if your sales strategy could genuinely benefit your customers while meeting company goals?

Zac Thompson and Jack Frimston founders at WHAM (We Have A Meeting) uncover how ethical sales practices can reshape the industry.

We kick things off by challenging traditional, often manipulative sales methods and discussing how a buyer-centric approach prioritises the customer’s needs over mere deal closures.

They share their vision of a sales world driven by intent and collaboration, not coercion, and the ethical dilemmas that arise from company targets and shareholder pressures.

Have you ever considered the ethical implications of control in sales?

This episode addresses the importance of granting potential customers the freedom to say no and how this can foster trust and honesty in the sales process.

We break down the psychological factors at play, such as the brain's biases and need for equilibrium, and why respecting these elements is essential for ethical sales.

Learn about the concept of "mini contracts" that align with the customer's buying journey, ensuring they never feel pressured or manipulated, creating a more honest and collaborative sales environment.

Imagine if effective communication and emotional intelligence were taught in schools.

Zac introduces this revolutionary idea, inspired by Julian Treasure, advocating for communication and social skills training in education.

Jack highlights the often-overlooked skill of listening, highlighting the importance of being present and empathetic in every interaction.

Tune in for valuable resources and engaging content, and don't forget to subscribe and take the free collaborative selling scorecard to evaluate your sales approach in today's market!.

-------- EPISODE CHAPTERS WITH SHORT KEY POINTS --------

(0:00:00) - Ethical Sales

Ethical sales prioritise helping clients over closing deals, with a buyer-centric approach and consideration of company targets and shareholder pressures.

(0:11:35) - Control and Influence in Sales

Control in sales process, ethical implications, respecting psychological factors, regular checkpoints, ethical influence over manipulation, building trust and integrity.

(0:24:15) - Effective Communication and Emotional Intelligence

Communication and social skills, including listening and EQ, should be taught in schools and training programs.

(0:31:21) - Sales Consultancy and Connection Platforms

Nature's consultancy work with WHAM, engaging LinkedIn content, resources on websites, and fun and educational content.

Connect with Jack: www.linkedin.com/in/jack-frimston-5010177b/

Connect with Zac: www.linkedin.com/in/zac-thompson-33a9a39b/

Website: www.wehaveameeting.com

Website: www.asalesconsultancy.com

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/Pw39pCyizIw

View Details

Join us on this episode with guest, Adam Wallace, author of '(Re)Value', as we uncover the hidden psychology of selling expertise across different industries.

Adam sheds light on the critical importance of identifying problems your clients might not even recognise they have, expanding your conversations and avoiding the common trap of rushing to solutions.

Learn how understanding where people spend their time and money can reveal their authentic motivations, providing a roadmap to more impactful sales strategies.

Ever wondered how focusing on just 75 customers could skyrocket your portfolio from 3 million to 20 million?

Adam breaks down the power of targeting micro niche markets and how laser-focused attention on a select customer group can create trust and compelling solutions.

We also discuss why transparency and honesty are not just ethical obligations but strategic necessities for optimising resources and delivering unparalleled value.

Discover how articulating the unique challenges of your niche can make your business irresistibly magnetic to potential customers.

We also tackle the complexities of modern sales, from the art of "tactical empathy" to mastering the crucial handoff from sales to delivery.

Adam reveals how to connect deeply with buyers by truly understanding their perspectives and ensuring that promises made during sales translate seamlessly into delivery.

And don't miss our exploration of untapped market value, focusing on the profitable yet often-neglected grumpy customers.

Learn practical strategies for uncovering hidden opportunities that can lead to better margins and more successful business outcomes.

-------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------

(0:00:00) - Understanding Customer Value in Sales

Psychology of selling, identifying problems, understanding value, human drive for better outcomes.

(0:13:23) - Niche Marketing and Sales Strategy

Targeting a micro niche market, understanding unique problems, and ethical selling can grow a portfolio from 3 to 20 million.

(0:18:25) - Sales Strategy and Customer Value Understanding

Understanding buyer relevance and tactical empathy in modern sales, emphasising handoff to delivery for consistent outcomes.

(0:28:16) - Unlocking Untapped Market Value in Sales

The dynamics of customer segmentation, valuing grumpy high-paying customers, and shifting focus for better business outcomes.

Connect with Adam

Website:

Buy Adam’s book – (Re)Value:

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/qr0tJhPdfIQ

View Details

What happens when sales meets engineering in the packaging and warehouse automation industry?

George Brown, an executive recruiter specialising in this niche sector, joins me to reveal the unique qualities that make sales professionals successful in such a technically demanding field.

We explore why an engineering background is essential, equipping sales experts with the technical know-how to address complex client pain points and build credibility.

Ever wondered how engineers transition to sales roles within large-scale projects?

We discuss the common career progression from engineering to customer-facing positions, the challenges engineers face in this shift, and the importance of acquiring sales skills.

George shares how bridging the communication gap between sales teams and engineers can lead to more effective collaborations and ultimately, successful sales.

Building a winning sales team is no small feat. Using football analogies, we dissect the roles and responsibilities within a business unit, highlighting the significance of teamwork in achieving project goals.

George also shares invaluable tips on identifying key characteristics for sales success, such as technical expertise, a robust professional network, and confidence.

Tune in for practical advice and personal experiences that will enhance your approach to sales and help you secure your next big opportunity.

-------- EPISODE CHAPTERS ---------

(0:00:00) - The Relationship Between Sales and Engineering

Successful salespeople in packaging and warehouse automation need engineering background to understand and solve client pain points.

(0:08:18) - Transitioning From Engineering to Sales

Engineers often transition to sales roles without formal training, creating a gap in pitching solutions effectively.

(0:13:15) - Sales and Engineering Communication Gap

Sales teams and engineers face challenges in large-scale projects due to gaps between sales expertise and technical knowledge, emphasising the importance of teamwork and collaboration.

(0:18:49) - Building Successful Sales Teams

Teamwork and understanding roles are crucial for project success, with engineers as defenders and salespeople as strikers.

(0:27:00) - Identifying Key Characteristics for Sales Success

Game plan, technical expertise, networking, and confidence are crucial for success in engineering sales.

Connect with George

LinkedIn: https://www.linkedin.com/in/george-brown678/

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/3aceUkoxWf0

View Details

The belief that relationships drive sales in the engineering industry is outdated.

Tune in to hear Mark Rathore discuss a modern approach to engineering sales, where laser-focused problem-solving and leveraging past successes for credibility take centre stage.

We share insights on how advancements in transportation, automotive, and renewable energy are not only transforming industries but also improving human lives.

Plus, we’ll touch upon the concept of "flattening the curve" in engineering sales and how engineers can capitalise on their problem-solving skills to excel in marketing their innovations.

Understanding revenue distribution and client management is crucial for engineering and manufacturing businesses.

This episode illuminates how visualising revenue spread through graphs can uncover that a large portion of revenue often comes from a small set of clients.

We address the balancing act of maintaining loyalty to long-term clients while attracting higher-value prospects.

We also examine the common pitfalls businesses face after initial growth and offer strategies to sustain momentum and mitigate risks, ensuring the longevity of their success.

Finally, we discuss the importance of emotional drivers in motivating small businesses to grow beyond their comfort zones and share personal anecdotes on how fear of losing their current lifestyle can spur engineers into action.

-------- EPISODE CHAPTERS WITH KEY POINTS ---------

(0:00:00) - Modern Engineering Sales Approach

Engineering sales are driven by problem-solving, credibility, and urgency, with a focus on advancements in transportation, automotive, and renewable energy.

(0:05:55) - Scale Strategies for Growing Businesses

Visualising revenue spread and client spend, balancing loyalty and growth, and reaching initial milestones in engineering and manufacturing businesses.

(0:15:03) - Scaling Success Through Pipeline Management

Comfortable lifestyle can hinder growth in small businesses, but fear of losing it can drive change.

(0:24:50) - Revolutionising Engineering Sales Techniques

Engineers with technical expertise and successful project histories face unique challenges when thrust into sales roles, but can leverage their problem-solving abilities to excel.

Connect with Mark

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

Watch Mark’s Bell Curve Video: https://www.paage.io/c3vulll

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/Mu2DzZWkCHE

View Details

Have you ever wondered why engineers, despite their technical brilliance, often find sales so challenging?

Join me and special guest, Mark Rathore, a chemical engineer who transitioned into a sales expert as he takes us through his intriguing journey from technical roles to mastering business interactions.

You'll gain insights into the distinct neural pathways that separate engineers from salespeople and understand why engineers, despite their deep technical knowledge, often find sales challenging..

We also explore the uncomfortable but essential process of sales training and personal development.

Mark introduces the concept of "absorption latency," illustrating how new skills need time to take root, especially for methodical thinkers like engineers and architects.

Through analogies like switching the hand you wear your watch on, Mark addresses the need for persistence through discomfort to achieve meaningful growth.

We also celebrate the increasing presence of women in sales roles, adding a rich layer of diversity and strength to the industry.

Finally, we look into the psychological hurdles and limiting beliefs that engineers often face when transitioning to sales.

Mark shares his experiences and strategies on overcoming these barriers, highlighting the importance of practice and repetition.

This episode is packed with valuable insights for anyone looking to bridge the gap between technical expertise and sales success.

--------- EPISODE CHAPTERS WITH KEY POINTS ---------

(0:00:00) - Engineering Sales Brain Circuitry Theory

Engineers struggle with sales due to differences in brain circuitry, explored through anecdotes and theories by a chemical engineer.

(0:13:49) - Navigating Sales Training and Absorption Latency

Embracing the unknown in sales training and personal development, absorption latency, diversity of women in the industry.

(0:17:06) - Overcoming Engineering Mindset in Sales

Highly competent professionals face challenges transitioning to sales, including ego barriers and limiting beliefs, requiring practice and coaching for growth.

(0:23:03) - Navigating Mental Absorption in Sales

Effective training, absorption latency, counterintuitive approach, self-awareness in thinking processes, sales and business development roles.

(0:27:04) - Engineering Mindset in Sales Resistance

Technical professionals struggle in sales roles due to lack of expertise, leading to internal conflict and misinterpretations of conversion rates.

(0:32:35) - Understanding Conversion Rates in Sales

Nature's conversion rates are often overestimated, highlighting the importance of accurate data and thorough sales planning and strategy.

Connect with Mark

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

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/mDo-8xhnTvI

View Details

What happens when high-performing salespeople are thrust into leadership roles without formal training?

Join me on this episode where I am joined by Richard Cogswell, the author of "The Cultural Sales Leader," as we uncover the reality behind this common industry practice.

Richard shares the crucial elements of successful sales leadership, including the importance of structured training and the pitfalls of jumping into leadership unprepared.

We explore strategies for creating cohesive sales plans that align with both financial goals and customer needs.

Plus, Richard introduces the concept of servant leadership, showing how empathy and strategic thinking can drive exceptional team performance.

We also address the critical process of diagnosing issues quickly and empowering team members to excel.

Richard provides compelling real-life examples, such as a dramatic turnaround in Singapore, to illustrate these principles.

Don’t miss our discussion on the essential components of first-time leadership training that can set up new managers for success.

Make sure to connect with Richard on LinkedIn for more of his expert insights, and subscribe to the Sales Today podcast to stay ahead in your sales career.

--------- EPISODE CHAPTERS WITH KEY POINTS ---------

(0:00:00) - Leadership Learning in Sales

Leadership is a learned skill, often overlooked in sales, highlighted by author Richard Cogswell's book on structured training for first-time managers.

(0:13:51) - Effective Leadership in Sales Team

Transitioning into leadership roles without training, lack of go-to-market plans, servant leadership, and supporting newly promoted leaders.

(0:23:43) - Developing First-Time Sales Leaders

Servant leadership, flexibility, empathy, diagnosing issues, aligning values, positive work environment, management training for first-time leaders.

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What if your personal brand could speak volumes even when you're not around?

Join me as I welcome Neil Bhuiyan, the visionary founder of Happy Selling, to reveal the secrets of building an impactful personal brand in the digital age.

Neil shares his expert insights on the pivotal role of Sales Development Representatives (SDRs), breaking down their responsibilities in both inbound and outbound capacities and highlighting their critical importance in driving a successful sales pipeline.

We also tackle the tricky terrain of maintaining authenticity while crafting content on platforms like LinkedIn.

From the mental health impacts of seeking social media validation to the power of sharing genuine personal stories, we explore how salespeople can humanise their brand without losing sight of customer needs.

Neil's "happy selling" philosophy offers a refreshing take on making sales fun and engaging, providing practical strategies and varied content ideas to keep your social media posts fresh and captivating.

Tune in to elevate your personal brand and sales approach.

--------- EPISODE CHAPTERS WITH KEY POINTS ---------

(0:00:00) - Personal Branding for Salespeople

(0:10:38) - Balancing Personal Branding With Authenticity

(0:21:29) - Strategies for Engaging Sales Content

Follow Neil

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

Website: https://www.happyselling.io/

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How can AI revolutionise your sales strategy and give you a competitive edge?

Join me as I interview The Brindis Bots, a team of AI assistants engineered to transform the collaborative selling process.

Yes... I am talking to AIs!

Discover the Ideal Client Profiler, who excels at pinpointing and analysing client pain points and desired outcomes.

Then, hear from the Value Prop Builder, who offers invaluable insights on crafting compelling value propositions that set your business apart.

Message Master brings it all together by creating engaging social media posts and professional emails, tailored to various audiences and platforms.

I also highlight the importance of aligning with key stakeholders through the expertise of Account Planner, and learn how Value Tester can refine the proposition.

But that's not all, the episode continues with the Presentation Creator, Storyteller, and Review Builder, who are dedicated to enhancing your sales approach through impactful communication.

Presentation Creator shares pro tips for designing effective presentations that hook your audience and keep them engaged.

Storyteller teaches us how to weave ideas into captivating narratives using proven storytelling frameworks.

Finally, Review Builder ensures your reviews are balanced, insightful, and value-driven, providing clear recommendations for your clients.

Tune in to learn how these AI assistants can revolutionise your sales process, adding real value and fostering meaningful customer interactions.

This is a different episode to normal when our guests are human. Lets us know what you think.

Access the Brindis Bots here (no sign up required)

https://www.collaborativeselling.co.uk/brindis-bots

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What if you could turn a sales slump into an opportunity for growth?

Join me as I welcome Helen Tebay, the ‘Sales Lady’ herself, to share the secrets behind overcoming sales slowdowns.

Tune in as we dive straight into the heart of why sales may stall, highlighting the need to review past activities and understand how recent actions impact current outcomes.

By focusing on the separation of business challenges from personal worth, we explore how adopting problem-solving questions can transform panic into productivity.

Sales can often feel like an emotional rollercoaster, but it doesn't have to be that way.

Helen shares how to navigate these highs and lows by allowing yourself to experience emotions without self-judgment.

We discuss the concrete steps to regain control, such as leveraging LinkedIn, attending networking events, and revisiting what worked during peak business periods.

This episode is packed with practical advice on reconnecting with your network and understanding their current struggles to drive sustained business growth.

Mindset and intentional actions play a critical role in achieving sales success. Helen talks about the importance of having a long-term vision that withstands short-term setbacks and caring deeply about client results.

We also address common pitfalls like inaction and the false sense of accomplishment from merely deciding to act.

By maintaining resilience, seeking feedback, and focusing on value creation, you can better serve your clients and enhance your sales strategies.

Tune in for practical advice and hard-earned tips to enhance your sales strategies and maintain a positive outlook.

--------- EPISODE CHAPTERS WITH KEY POINTS ---------

((0:00:00) - Navigating Sales Slumps With Action

Sales slump and anxiety in micro service-based businesses, recognising causes and shifting mindset to overcome challenges.

(0:06:49) - Overcoming Sales Slumps Through Action

Business owners can overcome slumps by allowing emotions, problem-solving, and revisiting successful practices.

(0:13:18) - Engaging Customers in Sales Slumps

Nature's importance in staying aligned with customer needs, reconnecting with potential customers, and overcoming sales slumps.

(0:23:33) - Taking Action in Sales Slumps

Mindset is crucial for business success, with a focus on intentional actions, long-term vision, client results, and resilience.

(0:30:59) - Lessons Learned in Sales Growth

Tips for sales success, drawn from personal experiences and client work

Follow Helen

LinkedIn: https://www.linkedin.com/in/helen-tebay-586947127/

Website: www.saleslady.co.uk

Free Sales Evaluation Toolkit: https://mailchi.mp/d19fdb50a858/free-sales-evaluation-tool

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What if practicing negotiation skills could lead to significant financial gains and professional growth?

Join me as I explore this and more with Philip Brown, founder of the Negotiation Club, who brings his unique perspective from the world of sports and coaching.

Philip breaks down the essential elements of effective negotiation practice, emphasising the crucial roles of the negotiator, the practice partner, and the observer.

We discuss the often-overlooked gap between theoretical knowledge and actual application, shedding light on how consistent, deliberate practice can bridge this divide.

Imagine a sports team that never practices on the field—how would they perform during a game? This analogy perfectly captures the importance of moving beyond preparation to active participation in negotiations.

We also discuss the intricacies of negotiation, focusing on the dynamic interplay of communication, questioning, listening, and making proposals.

Resistance to basic practice is a common barrier but we highlight how fostering a practice-oriented culture can be transformative.

From entering negotiation competitions to using unconventional discount percentages, we share practical methods to improve negotiation skills and achieve substantial financial benefits.

Whether you're an experienced negotiator or a newcomer, this episode offers invaluable insights into mastering negotiation through continuous, focused practice.

Tune in to discover how small adjustments and a commitment to practice can lead to long-term success in any professional setting.

--------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------

(0:00:00) - The Importance of Practicing Negotiation Skills

Practice is crucial in mastering negotiation skills, with three key players: negotiator, partner, and observer.

(0:13:34) - Mastering Negotiation Through Practice

Practice and active engagement are crucial in successful negotiation, as preparation alone is not enough.

(0:19:49) - The Power of Negotiation Practice

Consistent practice is crucial for mastering skills, from education to training, and fostering a practice-oriented culture for long-term success.

(0:27:30) - Improving Negotiation Skills Through Practice

Improving negotiation skills through practice, unconventional discounts, and mastering fundamental techniques can lead to financial benefits.

Follow Philip

LinkedIn: linkedin.com/in/the-negotiation-club

Website: https://www.thenegotiationclubs.com/

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Take the Collaborative Selling Scorecard

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Have you ever wondered how personal branding can skyrocket your sales?

Learn from Sophie Milliken MBE, the brilliant mind and founder behind Moja, who shares her extraordinary journey from top salesperson to personal branding expert.

Sophie reveals how intentionality and planning are key to enhancing your profile and overcoming common barriers like time constraints and imposter syndrome.

Discover why becoming more visible in your industry can simplify your sales efforts and open up a world of opportunities.

Authenticity and visibility are more than just buzzwords—they're essential elements of a powerful personal brand.

We discuss the hesitation many feel about sharing content on LinkedIn and how the unseen interactions can make a significant impact.

Sophie and I break down real-life success stories, demonstrating how consistently addressing customer problems can transform you into a trusted expert.

Plus, learn the art of shining the spotlight on others, which can make your brand more relatable and genuine.

Take a look at Sophie’s new book, "From Unknown to Unforgettable: How to Build a Personal Brand that Goes Beyond the Bio," which complements this episode with actionable strategies.

Join us for an episode filled with invaluable tips, light-hearted moments, and a wealth of knowledge that promises to elevate your sales profile and visibility.

--------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------

(0:00:00) - Raising Sales Profile for Success

Boost sales by intentionally enhancing your profile in the industry, addressing barriers like time constraints and imposter syndrome.

(0:06:26) - Building Visibility and Personal Brand

Authenticity and visibility are important in building a genuine personal brand, illustrated by a LinkedIn success story.

(0:11:32) - Elevating Personal Brand and Visibility

Understanding customer struggles and sharing relevant insights can ease sales and build trust for successful business relationships.

(0:20:04) - Maximising Content Impact for Visibility

Leverage daily interactions to create valuable content, repurpose core pieces, stay focused on core message, and make content relatable.

Follow Sophie

LinkedIn: https://www.linkedin.com/in/sophie-milliken/

Website: https://www.sophiemilliken.co.uk/

Take the Moja Quiz: https://profile-scorecard.thisismoja.com/profilescorecard

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Take the Collaborative Selling Scorecard

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What if simplifying your sales process could boost your success?

Join me as I welcome Will Barron, founder of Salesman.com to share his expert insights.

Will discusses the often-overcomplicated world of sales to reveal that the primary goal of any call outreach should be simply to book meetings.

By treating sales as a logical sequence of steps that align with the buyer's journey, both sellers and buyers can benefit from a streamlined decision-making process.

We explore the intricacies of the B2B sales process, emphasising the importance of stripping away unnecessary noise and focusing on the core needs of your clients.

Will shares his perspectives on removing opinions from the equation and setting clear constraints, allowing for more effective and straightforward communication.

We reveal the secrets behind effective sales strategies and the value of a well-researched value proposition.

Will explains how to transition from a product-centric mindset to truly understanding what your product offers to your customers.

We also discuss the significance of learning from top performers, reverse engineering their success, and the pivotal role of securing meetings through cold outreach.

This episode promises to transform your approach to sales, making it both more efficient and effective.

.--------- EPISODE CHAPTERS ---------

(0:00:00) - Simplifying Sales Process and Mindset

Sales processes should focus on booking meetings and aligning with the buyer's journey, avoiding unnecessary steps or product pushing.

(0:05:50) - Simplifying the B2B Buyer's Journey

How the sales process is simplified by aligning with clients, setting clear constraints, and maintaining straightforward communication.

(0:19:11) - Effective Sales Strategies and Mindset

Cold outreach aims to secure meetings, act like a doctor to understand buyer's problems, follow a step-by-step sales process, target right opportunities, and sell valuable products.

(0:24:27) - Reverse Engineering Sales Success

Learning from top performers in sales involves understanding customer needs, prioritising meetings, and bridging the gap between current and desired states.

Follow Will

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

Website: https://salesman.com/

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Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

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What if creating a more ethical and transparent supply chain was as simple as following a five-step process?

In today’s episode I sit down with Aaron Lee, founder of Alchem Trading to discover his innovative "clean framework" for chemical distribution.

From sourcing bulk chemicals for water treatment to those used in cosmetics, Aaron discusses the complexities of global supply chains.

Understand the pivotal role of reliability, regulatory adherence, and the ethical considerations of responsible consumption within the chemical industry.

Aaron shares how smaller companies can carve out a niche by focusing on specialised chemistries often overlooked by larger players.

Discover why positioning yourself as a problem-solver and maintaining visibility can make you indispensable to your clients.

This is more than just selling a product; it's about building relationships and being the go-to expert when challenges arise.

Tune in to learn how to make your mark in the ethical, transparent, and highly competitive world of chemical distribution

.--------- EPISODE CHAPTERS ---------

(0:00:00) - Ethical and Transparent Chemical Distribution (12 Minutes)

This chapter explores the five fundamental steps of the clean framework for chemical distribution. We discuss the importance of clarifying customer needs, ranging from finding alternative sources to ensuring market competitiveness.

(0:12:28) - Creating a Clean Chemical Framework (7 Minutes)

Aaron shares the creation of the "clean framework" for chemical distribution, designed to build reliable, ethical, and sustainable supply chains. Frustrated with the complexity often added by distributors, he developed this five-step process. ‘Clarify "Locate, Agree, Nurture’

This structured approach ensures efficiency and ethical practices in chemical distribution.

(0:19:57) - Sales Strategies in Chemical Distribution (12 Minutes)

We explore how niche markets and specialised chemistries can be more accessible to smaller companies, as larger distributors may overlook them due to their size. The conversation highlights the significance of providing reliable service, transparency, and leveraging a global network, rather than merely selling a product.

Additionally, we discuss how positioning oneself as a problem-solver and offering valuable insights can attract clients, even if they don't initially need your services.

The importance of relationship-building, being present at the right time, and maintaining visibility so clients think of you when issues arise.

Follow Aaron

LinkedIn: https://www.linkedin.com/in/aaron-lee-73823074/

Website: https://www.alchemtrading.com/

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Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

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Want to know the secrets to building an unstoppable dream team and revolutionise your sales approach?

In this final episode of 'SquiggleThink' with Paul Fernandez, we uncover the ideal structure of a sales team, inspired by the precision and effectiveness of special forces units.

Discover the four specialist roles crucial for mastering "SquiggleThink," the complex, non-linear buying journey.

Whether you're looking to generate demand, qualify leads, or conduct impactful sales meetings, you’ll learn how to adapt these roles to fit any industry or business structure.

Say goodbye to the traditional handoff model and hello to a seamless, personalised customer journey.

We delve into the advantages of having a single point of contact throughout the entire sales process, enhancing customer satisfaction and retention.

Learn how overlapping roles, such as account managers and customer success managers, can ensure continuous engagement post-purchase.

Get practical tips on how to support your salespeople in their marketing efforts, creating a cohesive and satisfying customer experience that keeps clients coming back.

We break down the critical synergy between sales and marketing, offering strategies to amplify your company’s message effectively.

Understand the dynamics between different sales roles and the sales cycle, and recognise the pivotal role of founders and executives in generating demand and setting foundational strategies.

Tune in to find out how to build your own dream team and elevate your sales approach in today’s dynamic market.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Building the Dream Team

Building a dream team involves demand generation, lead qualification, and sales, inspired by special forces structure.

(0:14:09) - Continuous Sales Process and Customer Happiness

Maintaining a seamless customer journey through integrated and personalised sales and customer success, with continuous engagement and support.

(0:19:13) - Synergy Between Sales and Marketing

Sales dynamics, roles, and strategies vary by industry, with collaboration between sales and marketing teams being crucial for success.

Watch this episode on YouTube

https://youtu.be/ze-OUWvnOTk

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Have you ever questioned why your sales and marketing efforts aren't quite hitting the mark?

In this episode with Paul Fernandez, we uncover the transformative power of "Squiggle Think," a concept that navigates the chaotic customer buying journey and aligns sales and marketing for maximum impact.

With the strategic use of technology like ScoreApp, we reveal how to gain invaluable insights into your prospects and personalise your marketing strategies to perfection.

We dive into the world of interactive technology and its incredible potential to enhance your sales processes.

Learn how comprehensive software packages can create engaging, gamified scorecards that not only streamline operations but also significantly boost conversion rates.

By understanding customer behaviours and leveraging performance marketing, email campaigns, and content marketing, we discuss a four-step process that helps users self-diagnose their problems and discover the perfect solutions.

We also explore foundational sales strategies that are essential for success.

From understanding your Ideal Customer Profile (ICP) to using benchmarking tools for customer success, we cover it all.

We also discuss the importance of value graphics and customer archetypes to improve messaging and training effectiveness.

Whether you’re an experienced sales professional or just starting out, this episode is packed with actionable insights and practical tips to help you use technology strategically and achieve outstanding results.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Using Technology for Modern Sales Strategies

Align sales and marketing efforts, use technology strategically, and gain insights with ScoreApp for personalised marketing in the messy buying journey.

(0:09:22) - Enhancing Sales With Interactive Technology

Streamline processes with comprehensive software for interactive scorecards, strategic promotion, self-diagnosis, and lead segmentation.

(0:13:40) - Utilising Tech for Sales Success

ICP, tech tools, segmentation, benchmarking, video, customer journey, engagement, conversion rates, supportive tool, not leading with it.

(0:24:02) - Value Graphics and Customer Archetypes

Craft effective scorecards with non-intrusive yet substantial questions, understand client behaviours and timelines, align with value archetypes for effective training and communication.

(0:28:12) - Marketing Strategies for Intent-Based Sales

Understanding purchasing behaviours of younger generations, four buyer types, value graphics, personalised messaging, "be found" and "go find" platforms, and buying data in performance marketing.

(0:41:40) - Sales Meeting Success Strategies

Challenges in sales meetings, moving beyond crutches, lead generation, effective techniques, and personalised support available.

Watch this episode on YouTube

https://youtu.be/8sL4vqK_p8c

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Join us on this weeks episode of the SquiggleThink mini series with Paul Fernandez as we unpack the complexities and strategies behind effective communication messaging in sales and marketing.

Our discussion begins with the critical need for alignment between sales and marketing efforts. Drawing on insights from the travel sector and the emerging role of Chief Revenue Officers, we highlight how integrated teams can better coordinate their go-to-market strategies, enhancing messaging and ultimately driving revenue.

We explore the foundational elements of crafting a resonant message, focusing on understanding your identity, target audience, and the goals you aim to achieve.

We discuss the nuances of effective communication strategies for brands, emphasising the balance between credibility and customer-focused messaging along with the pitfalls of appearing self-centered and the necessity of addressing client pain points and outcomes.

Tailoring communication to the buyer's journey, from building awareness to maintaining relationships, is key. This conversation highlights the importance of creating a two-way dialogue and the varying communication strategies required at different stages of the buyer's journey, steering clear of overused terminologies while acknowledging their underlying concepts.

We challenge the traditional sales funnel, presenting the "squiggle" as a more accurate representation of today's hyper-personalised buyer journeys.

We also highlight the importance of feedback loops between sales and marketing to ensure messaging resonates and leads to conversions.

Additionally, we address the challenges and benefits of video marketing, advocating for salespeople to take the lead in creating video content.

Make sure to tune in and don’t miss this insightful episode

--------- EPISODE CHAPTERS ---------

(0:00:00) - Developing Effective Communication Messaging

Align sales and marketing efforts for effective messaging, understand target audience and goals, create resonant and engaging message.

(0:12:53) - Effective Communication Messaging Strategies

Nature's communication strategies balance credibility, customer focus, and buyer's journey, creating a two-way conversation and avoiding overused terminology.

(0:16:58) - Navigating Individual Buyer Journeys

Nature's "squiggle" challenges the sales funnel, emphasising personalised communication and feedback loops between sales and marketing.

(0:29:40) - Salespeople Creating Marketing Content

Watch this episode on YouTube

https://youtu.be/aYjOznYAldI

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What if your business partnerships could unlock new markets and elevate your marketing efforts?

On this episode of the SquiggleThink mini series we discuss the true essence of strategic partnerships for business growth.

Paul Fernandez, Co-Founder of The Growth Guys, shares his company’s transformative journey, moving from traditional direct response marketing to a partnership-focused strategy that achieved remarkable success.

Discover how setting strategic goals, identifying partners with the right audience, and crafting bespoke packages can create win-win scenarios that drive growth and open doors to new opportunities.

We also discuss the concept of Partnering Intelligence (PQ), a groundbreaking idea rooted in research. PQ emphasises the necessity of people skills in forming effective business alliances and underscores a collaborative approach in sales.

We discuss how adopting a partnership mindset can amplify sales effectiveness, particularly in B2B contexts where solving customer problems often requires a joint effort.

The Trust Equation comes into play here, highlighting the importance of credibility, reliability, and intimacy, above self-orientation in building strong client relationships.

Finally, we explore the essential elements of sales success, including the surprising role of humour in building connections and the importance of transparency and interdependence.

We stress the significance of a win-win focus for sustainability, and how embracing change can guide salespeople through uncertain times.

Plus, we touch on the critical synergy between sales and marketing teams in preparing for partnership discussions and crafting effective communication strategies.

Don’t miss a preview on our next topic on the art of crafting impactful communications!

--------- EPISODE CHAPTERS ---------

(0:00:00) - Strategic Partnerships for Business Growth

Nature's partnerships require understanding, strategic goals, and bespoke packages to access new markets and enhance marketing efforts.

(0:12:55) - Developing Trust and Collaborative Sales

Partnering Intelligence (PQ) and the Trust Equation are crucial in sales, emphasising collaboration and trust-building for effective partnerships.

(0:20:27) - Essential Elements of Sales Success

Humour in sales creates connection, win-win focus and transparency build trust, and embracing change is critical for success.

(0:34:05) - Partnerships and Communication Strategy

Sales and marketing teams must collaborate for successful partnership conversations, with effective collateral and communication strategies.

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Can AI truly revolutionise the sales industry, or is it just another buzzword?

In this second episode in the mini series of SquiggleThink, we tackle this compelling question with Paul Fernandez, co-founder of the Growth Guys.

Paul shares his expertise on the transformative role of AI in sales and marketing, highlighting how generative AI like ChatGPT is setting new standards for customer interactions and sales processes.

In a shift from traditional buying methods to a more dynamic, AI-driven approach, we discuss how these innovations are reshaping buyer behavior and the broader technological landscape of Web3.

But AI isn't here to replace us; it's here to assist us.

We explore the unique capabilities humans bring to sales ideation and how AI can enhance these skills.

With the introduction of the RAPID framework, we discuss how AI can simulate client interactions to uncover crucial insights into roles, goals, pressures, impacts, and desires.

This practical tool not only makes sales strategies more informed but also shows how AI can act as a powerful assistant, augmenting human capabilities rather than overshadowing them.

As we go deeper into the sales process, we discuss AI's role from preparation to proposal writing. Learn about LeadBay, a groundbreaking venture aimed at revolutionising business development for small businesses through hyper-personalised prospecting.

We also cover AI's impact on advertising and data-driven partnerships, underscoring the importance of leveraging technology and data for a competitive edge.

Tune in to understand how AI is not just a tool for efficiency but a game-changer in the world of sales and marketing, making adaptability the key to future success.

--------- EPISODE CHAPTERS ---------

(0:00:00) - The Future of AI in Sales

AI's evolving role in sales and marketing, its impact on buyer behavior, and its place in the Web3 landscape.

(0:11:10) - AI as a Sales Assistant Strategy

AI can assist, not replace, humans in sales and marketing by simulating interactions and uncovering insights for more effective strategies.

(0:17:54) - AI in Sales

AI integration in sales process, pressure in sales conversations, personalised communication, efficiency gains in proposal writing, LeadBay venture.

(0:31:08) - AI Impact on Sales and Marketing

AI is integrated in sales and marketing, with tools like ChatGPT and data-driven advertising on platforms like Meta and Google.

(0:39:25) - The Impact of Egos and Data

Ego, technology, and data intersect in modern society and business, with a focus on AI, data leverage, partnerships, and realistic goals.

Follow Paul

LinkedIn: https://www.linkedin.com/in/paul-a-fernandez/

Website: https://www.thegrowthguys.co.uk/

Leadcrafters Scorecard: https://scorecard.thegrowthguys.co.uk/leadcrafters

Follow Fred

Websites: https://www.linkedin.com/in/fredcopestake/

Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

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Welcome to this new and exciting mini series with Paul Fernandez, Co-founder of The Growth Guys.

Listen in as we unravel 'SquiggleThink'—the idea that purchasing decisions are anything but linear.

We discuss how sales and marketing teams must join forces like never before to guide customers from mere problem awareness to finding the perfect solution.

With a keen focus on the varied stages of buyer awareness and the unique types of buyers out there, we shed light on the complex influences behind their choices and the potential disconnect between traditional sales approaches and today's unpredictable consumer paths.

In our engaging discussion, Paul and I tackle the crucial alignment of sales and marketing strategies, where we highlight the need for collaborative efforts in stirring consumer consciousness.

We look into the perks of personal branding for sales teams, and how marketers can arm them with the right tools to connect authentically with customers.

Through the lens of real-world scenarios, we underscore the challenges of harmonising sales tactics with marketing insights and the critical nature of understanding the ideal client profile.

Don't miss our exploration of the evolving roles in sales and marketing, the essential partnership required for success, and the actionable strategies that can transform prospects into loyal customers.

--------- EPISODE CHAPTERS ---------

(0:00:51) - Understanding the Messy Buying Journey

This chapter introduces the concept of 'Squiggle Think,' a term used to describe the non-linear and often messy journey of the modern buyer in both B2C and B2B contexts. By examining the different stages of awareness and types of buyers – unconscious, subconscious, conscious, and hyper-conscious – we illuminate the diverse motivations and behaviours that can influence purchasing decisions..

(0:11:50) - Aligning Sales and Marketing Strategies

This chapter examines the synergy between sales and marketing teams, emphasising the importance of collaboration for awakening consumer consciousness and aligning messages to effectively address market challenges. We explore the benefits of sales teams developing personal brands and content marketing strategies, and how marketing can equip sales with the tools needed to resonate with customers. The conversation touches on potential obstacles, such as resistance from both sales and marketing to change traditional roles, and the importance of having a unified understanding of the ideal client profile to prevent misalignment.

(0:18:17) - Evolution of Sales and Marketing

We explore the evolving dynamics between sales and marketing in the context of professional standards, content creation, and the challenges faced by salespeople in the digital age. The discussion also touches on the need for a mindset shift among sales professionals as they adapt to nurturing prospects through various stages of engagement, from social media to in-person meetings.

Follow Paul

LinkedIn: https://www.linkedin.com/in/paul-a-fernandez/

Website: https://www.thegrowthguys.co.uk/

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Websites: https://www.linkedin.com/in/fredcopestake/

Watch this episode on YouTube

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We are rejoined by Martin John, an experienced procurement trainer and negotiation expert, as he shares his deep insights into the art of ethical persuasion.

We discuss the fine line between guiding decisions and manipulation, highlighting the power of authority and knowledge in sales.

Martin, a founding member of the Cialdini Institute, explains how to ethically use Dr. Robert Cialdini's principles in sales, marketing, HR, and procurement.

Listen in as we discuss the importance of building genuine connections and credibility in professional settings.

Our conversation highlights the critical role of ethics in influence and persuasion, and the need for true expertise over superficial tactics.

We also cover the latest addition to Cialdini's principles, 'Unity,' and its impact on community building, as well as its potential for misuse.

We also turn to the practical application of ethical influence in B2B sales and networking.

Discover how emotional intelligence and trust-building can lead to sales success, and why business decisions are often driven by emotions rather than pure logic.

Whether you want to improve your sales approach or understand ethical persuasion better, this episode offers actionable strategies and thought-provoking discussions.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Power of Ethical Influence in Sales

Ethical influence principles in sales, marketing, HR, and procurement, with emphasis on authority and a three-point test for ethical persuasion.

(0:11:42) - Ethical Influence Techniques and Unity

Nature's influence and persuasion in professional settings, ethical implications of feigning expertise, and the role of 'Unity' in persuasion.

(0:27:10) - Building Rapport in B2B Sales

Leveraging emotions, building trust, and using storytelling and personalisation can enhance B2B sales success.

Follow Martin

LinkedIn: https://www.linkedin.com/in/martin-john-0a53262/

Website: https://www.martinjohn-training.com/

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https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/ci4uU5CxOd0

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Have you ever thought how innovation can be the driving force behind your sales success?

This weeks guest Jeff Standridge from Innovation Junkie and Cadron Capital Partners, shares a number of strategies that can transform the way you approach the sales process.

From the importance of identifying the genuine problems and opportunities that lie at the heart of your customer's needs, to the fine art of collaborative selling, our conversation is a roadmap to revolutionising your sales techniques.

We discuss sales challenges, especially for startups, and provide actionable advice on creating products that not only solve problems but also captivate a market ready to invest in those solutions.

Trust is the currency of any sales conversation—a theme we hammer home as we discuss the importance of building genuine connections with clients.

By focusing on their best interests and understanding the perfect timing to make your pitch, a salesperson can transition from just another vendor to a trusted advisor in the eyes of their clients.

With Jeff's expert guidance, we uncover the critical moments in customer interactions that can make or break a deal, and how to navigate them with the utmost finesse.

This isn't about pushing products; it's about positioning yourself as an indispensable ally in your client's success story, ensuring that when it's time to close, you're not just selling – you're fulfilling a need.

Follow Jeff

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

Website: https://jeffstandridge.com/

Website: https://innovationjunkie.com/

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/oO1H71tNUxg

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In this weeks episode Nico Ceballos Jones offers a refreshing perspective on storytelling, highlighting its power to connect and compel change in any setting, from the boardroom to the local pub.

We also tackle the potential pitfalls of storytelling becoming a cliché and recentre the conversation on its foundational importance in communication.

In our exploration of crafting core stories for business success, we discuss the various narrative types that serve as strategic tools in sales and branding.

From personal journey stories that establish credibility to tales of customer transformations, we look into how these stories act as assets, enhancing elements such as SEO and presentation skills.

We also turn our attention to the art of sales narratives and the transformative potential of service accelerators for B2B sales teams.

Nico highlights the importance of discipline in storytelling, separating problems and solutions to create a compelling 'one-two punch' that engages potential clients.

We also discuss the R-E-S-P-E-C-T framework, providing a lens to focus on the external factors impacting businesses, and discuss how understanding these can pivot a sales conversation towards strategic solutions.

Tune in for this essential guide to crafting stories that don't just resonate but also result in transformative business success.

Follow Nico

LinkedIn: https://www.linkedin.com/in/nico-ceballos-jones/

Website: https://storycaptain.co.uk/

Story Captain Scorecard: https://secretsuperpower.scoreapp.com/

Follow me

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/d-l6-dI5AqY

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Do you want to know how a coach can transform your sales game?

Richard Smith, the go-to guru at my Sales Coach, sits down with us to unravel the dynamic impact of personalised sales coaching.

Imagine leaving every coaching session with an invigorated sense of purpose and an arsenal of sharpened skills, ready to tackle your sales targets head-on.

Richard shares his experiences both as a coach and a coachee, pulling back the curtain on the tailored one-on-one coaching dynamics that are pivotal in breaking through individual barriers and instilling a culture of accountability.

During our chat, we confront the myths surrounding sales coaching, asserting its status as a learned skill, not merely an innate gift.

We shed light on the profound impact that even the briefest coaching interactions can have, challenging sales leaders to rethink their approach and invest in meaningful dialogues that promote deep reflection and professional growth.

By initiating the right conversations, leaders can leave their teams feeling invigorated and prepared to tackle their sales objectives.

Tune in to discover the world of effective sales coaching.

-------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------

(0:00:00) - The Power of Sales Coaching

Sales coaching transforms through personalised, one-to-one sessions, enhancing confidence, skills, and goal achievement.

(0:13:14) - Effective Coaching for Sales Leaders

Coaching in sales is a learned skill that can occur in brief moments, prompting reflection and growth for improved performance.

(0:25:11) - Improving Sales Through Coaching

Nature's transformative power lies in weekly one-on-one coaching, sharing sales calls, and prioritising development over other tasks.

Follow Richard

LinkedIn: https://www.linkedin.com/in/richard-smith-mysalescoach/

Website: https://www.mysalescoach.com/

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/nhJ4SKfU7pA

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Ever wondered why some sales pitches make you tune out while others capture your undivided attention?

The answer often lies in the narrative. That's why I invited Peter Elgar from HPS to share his expertise on how a shift from a product-focused pitch to a value-driven story can make all the difference in the competitive arena of liquid product recovery systems, or as the insiders call it, "pigging technology."

Together, we discuss the pitfalls of product-heavy presentations and illuminate how focusing on benefits like cost savings, efficiency, and environmental sustainability can turn potential interest into a successful sale.

Navigating the sales landscape requires more than just knowing your product; it involves an acute understanding of your client's world.

In our conversation, we explore the common slip-up of projecting our own enthusiasm for features onto customers, rather than tuning into their unique challenges and objectives.

We also discuss into the risks of propelling technical experts into sales roles without the requisite soft skills, emphasising that the art of sales is as much about listening and relationship-building as it is about technical know-how.

Our conversation turns to the compelling world of live product demonstrations and the power of personalisation.

Imagine being able to see the inner workings of pigging technology through transparent pipes or receiving a customised web page that walks you through the benefits tailored to your business needs.

We tackle how these strategies, along with dynamic digital proposals, are reshaping the sales experience in our digitally-driven world.

If you're eager to revolutionise your approach to sales or simply looking for a deeper understanding of client engagement, tune in to this episode that's all about connecting solutions with needs in the most effective way.

-------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------

(0:00:00) - Selling Beyond the Product

Nature's pigging technology sales should focus on benefits like cost savings, sustainability, and efficiency gains.

(0:02:59) - Effective Sales Process and Client Focus

Shifting to a client-centric approach in marketing and sales requires listening skills and proper training for technical experts transitioning into sales roles.

(0:16:05) - Sales Process Alignment and Benefits

Sales processes must be robust and aligned with customer's journey, considering psychological and emotional aspects and internal politics.

(0:25:48) - Virtual Demonstrations and Sales Strategies

Advantages of live product demos, showcasing technology tailored to clients' needs, personalised web pages, and digital proposals for enhancing buying experience.

Follow Peter

LinkedIn: https://www.linkedin.com/in/peter-elgar-hps-pigging-systems-expert/

Website: https://www.hps-pigging.com/

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/a_7P2EVuwTk

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When the pressure's on and every word counts, what's your move?

That's what we're unpacking this week with Mike Inman, the negotiation specialist from TableForce, as we navigate the starkly different worlds of crisis and business negotiations.

Mike relays an eye-opening LinkedIn exchange that sparked his epiphany on the unique complexities of negotiations, whether it's life-and-death stakes or boardroom ballet.

He uncovers why a one-size-fits-all approach can lead to disaster, and how recognising your 'negotiation tribe' is crucial to mastering the art.

From dissecting the perils of 'splitting the difference' to unearthing the power of tactical empathy, we explore why these tactics have their place and how misusing them can backfire spectacularly.

We also lay out the blueprint for negotiation success, be it face-to-face or screen-to-screen.

Discussing the psychological edge of BATNA, the intricate dance of CRM negotiations, and even the physicality of a desk-slap tactic, we cover it all.

As we discuss these strategies, we reveal the importance of authenticity, preparation, and reading beyond words—skills that are ever so critical in a world where a handshake is often replaced by a screen swipe.

Tune in and discover the secrets of negotiation with this seasoned professional!

-------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------

(0:00:00) - Crisis vs Business Negotiations

Mike differentiates crisis and business negotiation, highlighting emotional challenges and the importance of seeking expertise.

(0:04:15) - Business Negotiation Techniques and Strategies

Nature's negotiation tactics in crisis and business, limitations of 'splitting the difference', tactical empathy, and understanding intention behind techniques.

(0:14:46) - Negotiation Techniques and Strategies

Authenticity and preparation are crucial in negotiations, considering BATNA, CRM scenarios, crisis negotiation, and tactical approaches.

(0:25:34) - Negotiation Strategies and Body Language

Virtual vs. in-person negotiations, leveraging technology, reading reactions and body language, setting a baseline for truthful responses, and the impact of physical expressions.

Connect with Mike

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

Website: https://negotiationtraining.com/

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/URzPGyPHNM8

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Growing up, Donald Kelly never imagined that his childhood business of selling lemonade by the curb would one day evolve into a dialogue about sales dynamics with the

But here we are, discussing the art of sales through anecdotes and strategies that can transform any product, from exotic mangoes to high-tech solutions, into a story that sells itself.

Listen in as we peel back the layers of the sales process, emphasising the personal touch and exceptional customer experiences that make you memorable in the market.

It's not just what you're selling, but how you sell it—that's the difference between a one-time sale and a lifetime customer.

Have you ever noticed how a good laugh or an intriguing story keeps you hooked?

That's the magic of 'edutaining'—the sweet spot where education meets entertainment.

In this episode, we get candid about his 'Fresh Cut Fridays' and how adding a personal twist to LinkedIn content has spiced up interactions with his network.

We share tips on using humour and creativity to cut through the noise, ensuring your sales message doesn't just land, but resonates and sticks.

Whether you're sending personalised videos or crafting relatable stories, it's about being the breath of fresh air in a stale room of sales pitches.

We don't just tell you to think outside the box; we show you how, with brainstorming tactics and innovative proposal techniques that leave your competition in the dust.

-------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------

(0:00:00) – Sell it Like A Mango

Donald discusses the importance of standing out in sales through personal touch and creating an enjoyable buying process.

(0:10:08) - Sales Strategies

Tailoring demos to customer needs, brevity and relevance, listening to clients, IT directors' role, and 'edutaining' approach.

(0:14:49) - Edutaining Concept in Sales and Marketing

Edutainment in sales, using humour and creativity to engage customers, relevance in messaging, standing out by doing the opposite.

(0:27:39) - Difference Makers in Sales Leadership

Nature's small actions in sales and leadership can lead to significant advantages, as seen in Sir David Brailsford's approach to coaching British cyclists.

Follow Donald

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

Website: https://thesalesevangelist.com/

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/y019lQkKlJQ

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Discover the secrets to thriving in the sales industry with the wisdom of Leah Borges.

Leah brings to the table her expert insights on how a customer-centric, empathetic approach is changing the game in tech and consulting sales.

We discuss the hard truths about traditional sales training and the dire need for a revamped system that prioritises customer needs over product pitches.

Leah shares compelling stories and strategies that illuminate the power of gap selling, a technique that forges stronger connections and delivers unparalleled value to customers.

If you're seeking to elevate your sales acumen and engage with clients on a deeper level, this episode will fuel your transformation from salesperson to trusted advisor.

We discuss how gap selling outperforms traditional sales methods, such as SPIN selling, by encouraging sales reps to develop their business acumen and engage in meaningful conversations with clients.

Take note of the practical tips, such as the art of questioning and balancing technology use during sales calls, to enhance your ability to connect with clients and their needs effectively.

--------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------

(0:00:00) - Reimagining Sales Processes for Success

Sales professionals face challenges in modern business, with a need for collaborative processes and customer-focused onboarding.

(0:04:04) - Need for Sales Training and Empathy

Gap selling's potential impact on sales industry, shortcomings in training, need for empathy, and shift in methodology.

(0:10:50) - Effective Consultative Sales Techniques

Honesty and mentorship are crucial in tech sales, shifting to an advisor's approach and focusing on customer needs.

(0:21:53) - Empowering Critical Thinking in Sales

Gap selling offers advantages over traditional methods, emphasising business acumen, tailored questions, and active listening to connect with clients.

Follow Leah

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

Website: https://leahborges.net/

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/iiz25ne5jic

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Have you ever felt your presentations could pack more punch?

Discover the secret to delivering powerful presentations that resonate with your audience as we reveal the 'Rule of Three' with Andrea Pacini, the mind behind "Confident Presenter."

Our conversation peels back the layers on this timeless strategy, showing you how to craft your pitch with a magnetic beginning, three core messages, and an irresistible call to action.

From the 'So what, What next?' technique that ensures your message doesn't just speak but sticks, to the art of transforming any presentation into a narrative that's entirely about your audience, this episode is packed with practical tips.

Make sure you check out Andrea's book on Amazon for an even more comprehensive guide and look out in our show notes for additional resources, including our free collaborative selling scorecard.

Don’t miss this masterclass in communication that will not only change the way you present but also the way your presentations are perceived.

Follow Andrea

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

Website: https://www.ideasonstage.com/

Andrea’s Book: https://linktr.ee/andreapacini

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/vfKWnqGBj_U

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Ever found yourself fumbling with PowerPoint slides, only to witness your audience's eyes glaze over?

This episode, we tackle that all-too-familiar scenario with the help of Andrea Pacini, presentation powerhouse and author of "Confident Presenter."

Through games and anecdotes, we reveal how to bridge the gap between what's buzzing in your brain and what resonates with listeners, ensuring your sales pitch hits home every time.

We tackle the common stumbling blocks encountered during presentation preparation and delivery.

We also share the story of Marie, a cautionary tale of overlooking audience analysis, resulting in a presentation fraught with irrelevance and excess slides.

We discuss the importance of starting with a structured approach—analysing the audience, identifying key messages, and blending logic with emotion—to craft a compelling narrative that captivates from start to finish.

Andrea provides actionable strategies, such as the ABC of preparation—Audience, Burning needs, Context—to refine your presentation skills, steer clear of the dreaded "death by PowerPoint," and truly connect with your listeners.

--------- EPISODE CHAPTERS WITH FULL SUMMARIES ---------

(0:00:00) - Effective Presentation Techniques and Pitfalls (8 Minutes)

We explore the challenge of the "curse of knowledge," where presenters, often experts in their field, assume their audience has the same level of understanding, leading to miscommunication. This concept is exemplified by the Tappers vs. Listeners game, highlighting the gap between what we know and what we assume others know. Additionally, we touch upon the importance of tailoring presentations to the audience's context and the pitfalls of diving into advanced topics without establishing a foundational understanding. Andrea emphasises the need for an external perspective to effectively communicate and engage with our audience, whether in sales or any form of presentation.

(0:08:18) - Presentation Challenges and Solutions (16 Minutes)

We explore common pitfalls in presentation preparation and execution, focusing on the significance of understanding one's audience. Marie's story illustrates the blunder of neglecting audience analysis, a mistake that can lead to irrelevant presentations, such as overloading with unnecessary slides. We also examine the misstep of jumping straight into creating slides without structuring content around key messages, and the tendency to favour visual aesthetics over substance. We discuss a structured approach to crafting presentations, starting with audience analysis, followed by message brainstorming, and the importance of blending logic with emotion. Emphasis is placed on creating a compelling narrative, the dangers of "death by PowerPoint," and the crucial role of delivery skills in connecting with an audience. Lastly, we provide actionable advice with the ABC of preparation—Audience, Burning needs, Context—to immediately improve presentation effectiveness.

Follow Andrea

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

Website: https://www.ideasonstage.com/

Andrea’s Book: https://linktr.ee/andreapacini

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/I-jN_bWCjAI

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Join me as I sit down with Julie Hansen, an expert on virtual executive presence, to discuss the essentials of mastering virtual sales environments.

Together, we discuss the significance of adapting traditional sales skills to the digital space, focusing on the need to project confidence, credibility, and empathy through a camera.

Julie, author of "Look Me in the Eye," shares her knowledge on why comfort shouldn't be our primary aim in sales and how to connect with clients on a deeper level, even when miles apart.

Julie highlights the pitfalls many sales professionals fall into, such as neglecting the power of proper camera use, lighting, and maintaining a professional space that doesn't come off as too aggressive or invasive.

The conversation also zeroes in on the art of maintaining eye contact and engaging an audience during virtual presentations.

Additionally, Julie offers a treasure trove of resources for sales professionals looking to sharpen their on-camera presence, including her website, blogs, videos, and a cheat sheet with key tips.

For anyone striving to stand out in the digital sales realm, this episode is packed with strategies to elevate your virtual communication game.

--------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------

(0:00:00) - Virtual Executive Presence for Salespeople

Julie Hansen discusses adapting sales techniques to virtual settings, emphasising confidence, credibility, and empathy.

(0:04:33) - Improving Virtual Sales Behaviours and Habits

Virtual communication challenges and best practices for sales teams, including camera use, lighting, and maintaining a professional personal space.

(0:11:12) - The Power of Eye Contact

Eye contact in virtual communication, its challenges and techniques, the importance of personal connection and context, and preventing overshadowing by technology.

(0:20:31) - Engaging Virtual Presentations

Engage virtual meeting audiences with eye contact, pauses, and natural hand gestures to avoid disengagement and increase interaction.

(0:33:12) - Enhancing Credibility and Confidence Through Communication

Master nuances for confident, credible, and empathetic communication. Utilise resources for on-camera presence and connect for further enrichment.

Follow Julie

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

Website: https://juliehansen.live/

Julie’s Book: https://juliehansen.live/look-me-in-the-eye/

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/KYHLaluch5A

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Today I am joined by Anna Corless, a global purchasing manager with a rich background in the chemical industry.

We discuss the art of negotiation without pressure, the synergy of sales and procurement strategies, and how transparent communication can drastically shape the outcome of business deals.

Anna’s wealth of knowledge offers a rich perspective on steering clear of aggressive sales tactics and fostering a collaborative environment that benefits all parties involved.

Anna and I reflect on the value of being well-informed and how this can safeguard against the erosion of trust.

Amidst a business landscape reshaped by COVID-19, we examine the newfound importance of trust and the delicate professional boundaries necessary for healthy partnerships.

We discuss innovations born from necessity during the pandemic and how these adaptations have led to more robust supply chains and risk management practices.

The conversation reveals how crises can create stronger bonds and the key role that thorough vendor evaluation now plays in preparing for future uncertainties.

We turn our focus to the future, examining the strategies and communication tools that can streamline the buyer-seller journey.

From the importance of clear, transparent pricing to the subtle art of optimising email footers, we discuss practical takeaways for anyone in the field of sales and procurement.

Anna shares wisdom from the buyer's perspective, providing a clearer understanding of what they truly need from salespeople.

This episode has practical takeaways for anyone navigating the intricate world of sales and procurement.

--------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------

(0:00:00) - Collaboration Between Buyers and Salespeople

Buyer-seller relationships, involving technical experts, clear communication, and transparency are crucial in procurement and sales strategies.

(0:08:48) - Collaboration and Communication in Business

Nature's procurement challenges in made-to-order industries, emphasising early engagement, clear communication, and becoming a preferred partner.

(0:17:15) - Building Trust and Understanding Buyers

Trust is fragile and takes time to build, balance research and respect, avoid crossing boundaries in business relationships.

(0:21:31) - Navigating Supplier Relationships Post-Covid

COVID-19 exposed vulnerabilities in global supply chains, leading to innovative solutions and a focus on risk assessment and vendor management.

(0:29:55) - Sales Tips and Buyer Insights

Nature's frustrations for buyers, importance of early engagement, avoiding short-term gains, internal communication, doing homework, transparent communication, personal preferences.

(0:35:44) - Optimising Email Footers for Communication

Importance of including contact info in email footers, psychological impact of email sign-offs, and gratitude for engaging discussion.

Follow Anna

https://www.linkedin.com/in/anna-corless-61a21854/

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/qCdcEhVrqnw

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Join me in my latest exploration into the art of modern selling, where I unpack the strategies and techniques that can transform the way you approach your sales game.

I kick things off by discussing the invaluable partner mindset and how to shine a spotlight on potential client interests, engaging them with insightful questions and listening intently.

I'll walk you through the VALUE framework, a cornerstone of effective partnering, starting with 'Validate' to ensure you're targeting the right customers and crafting a compelling value proposition.

Listen on as we delve into aligning with customers through research, account planning, and fostering a collaborative relationship that benefits both parties.

As the conversation progresses, I cover successful sales meetings, emphasising the power of asking the right questions.

You'll learn about the 'ask before tell' philosophy and how it can lead to a deeper understanding of client needs.

I also touch on modern tools like digital sales rooms and the significance of human connection.

Later on, I address collaborative selling, where validation, prospecting, and the effective use of virtual meeting platforms come into play.

The session wraps up with a dive into the fast track to sales competence through structured training approaches.

So tune in, take notes, and get ready to transform your sales game.

------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------

(0:00:00) - Effective Modern Selling Strategies and Techniques

Adopt a partner mindset in modern selling using the VALUE framework to validate, align, and collaborate with customers.

(0:09:56) - Effective Sales Meeting Strategies

Nature's transformative power lies in asking the right questions, using AIDA framework, digital sales rooms, and human connection.

(0:20:10) - Collaborative Selling Strategies and Techniques

Collaboration, validation, prospecting, account plans, virtual sales meetings, storytelling, negotiation, and structured training for sales success.

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/pJ8SjeUnLKk

View Details

Ever wonder how the best salespeople make you feel like they're solving your life's problems rather than just selling you something? That's the magic Richard Harris, author of "The Seller's Journey," sheds light on in our latest episode.

Together, we peel back the layers of the modern sales process, focusing on the art of crafting a buyer's experience that resonates on a personal level.

Richard's insights offer a fresh perspective on the dynamic interplay between recognising a customer's pain points and establishing the kind of trust that turns interest into action.

The sales world is ever-evolving, and today's top sellers are taking a page from the marketer's playbook.

Personalisation isn't just a buzzword; it's a strategy that's helping sales professionals stand out in a crowded marketplace.

In this episode, we reminisce about how the iPhone revolutionised customer expectations and how this legacy informs current sales tactics.

By harmonising sales collateral with the real challenges prospects face, we unveil the secrets to connecting what you offer with the solutions your clients seek.

The conversation also turns to the literary side of sales, as we muse over the process and motivations behind writing in the field.

With Richard's golden nuggets, this episode is a must for anyone looking to refine their approach to sales or storytelling.

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Developing a Modern Sales Approach

The buyer's experience and the seller's responsibility in creating a meaningful journey.

(0:04:47) - Sales and Marketing Experience Perspective

Sales professionals must prioritise customer's pain points, create personalised content, and align sales and marketing strategies to enhance customer experience.

(0:16:57) - Navigating the Sales Journey

Urgency vs. importance in sales, understanding prospects' internal dynamics, creating champions for the cause.

(0:27:29) - Sales Conversation Methodologies and Frameworks

Nature's sales methodologies focus on access to authority, addressing skepticism, quantifying economic impact, and authentic discovery questions.

(0:35:46) - Collaborative Sales and Book Writing

Book writing in sales, timing and motivations, advice for authors, leveraging book content for thought leadership.

Follow Richard

https://www.linkedin.com/in/rharris415/

https://theharrisconsultinggroup.com/

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/RBEL51IT4r0

View Details

Have you ever felt like trying to close a deal with wealthy clients is like walking through a minefield?

Join me, and my guest, sales coach Frederick Kermisch as we look into the intricate dynamics of selling to a high-end market, highlighting the critical but often overlooked aspects of the decision-making environment.

Our interesting discussion sheds light on the art of streamlining complicated sales messages, and we address common mistakes such as bombarding clients with too much information, which can lead to their inability to make a decision.

We give you a behind-the-scenes look at how understanding the influence of family members, spouses, and advisors is crucial to the success of your sales strategy.

Moving on, we challenge the conventional sales story, promoting a new approach that positions the client as the hero of the narrative.

This episode is packed with valuable information for salespeople who wish to evolve from merely dispensing information to becoming compassionate mentors, guiding clients through their decision-making journey without getting ensnared in promotional clutter.

We also discuss the hurdles faced when dealing with marketing teams and share stories on how to adjust your sales methods to genuinely focus on the client's needs.

Finally, we focus on the mental flexibility needed to stand out in sales, a skill that is often eclipsed by the emphasis on technical skills.

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Avoiding Confusion in Sales Decision Making (10 Minutes)

This chapter, I'm joined by Frederick Kermisch, a sales coach for private bankers, where we explore the complexities of selling to high-net-worth individuals and the importance of recognising the decision-making process is rarely made by one person alone. I discuss with Frederick how salespeople often mistakenly focus solely on presenting information to the principal decision-maker, not accounting for the influence of spouses, family members, and advisors. We examine the pitfalls of increasing confusion with excessive information and the necessity of facilitating a clearer decision-making process. Frederick shares anecdotes illustrating the advantage of treating all parties involved as equals and the potential manipulations by advisors with conflicts of interest. By understanding the wider context of the client's decision-making circle, we underscore how salespeople can better navigate these complex dynamics and avoid self-sabotage.

(0:10:00) - Sales (9 Minutes)

This chapter examines the shift from a toxic saviour complex to a coaching mindset in sales, where we empower clients to be the heroes of their own stories. We discuss the importance of fostering a peer-to-peer, adult conversation with clients, enabling them to navigate their challenges and make informed decisions. We explore reframing sales presentations to focus on the client's needs first, rather than leading with information about ourselves or our company. The conversation addresses the resistance salespeople often face from marketing departments and the need to prioritise the client's interests over self-promotion. The goal is to align sales strategies with client empowerment, ultimately aiming to create genuine value and drive business success.

(0:19:04) - Transforming the Employee Mindset in Sales (8 Minutes)

This chapter examines the importance of shifting from an employee to a service mindset, where the focus is on addressing the client's needs rather than simply trying to avoid trouble or please a manager. I highlight the ethical imperative of making informed decisions and the analogy of a dentist addressing a patient's toothache to underscore the responsibility of professionals to intervene rather than enabling denial or neglect. We also discuss how selling can be reframed as doing favours by conducting thorough diagnostics and shining a light on potential issues, thereby fostering trust and building stronger relationships with clients. Furthermore, we consider how business owners often feel frustration due to unmet expectations and the role that a consultative, empathetic approach plays in alleviating these concerns and improving outcomes.

(0:26:53) - Psychological Training for Sales Importance (11 Minutes)

This chapter examines the often overlooked importance of psychological training in sales and finance, contrasting it with the common emphasis on technical skills. We consider whether a zero percent allocation to psychology training is truly optimal, suggesting that perhaps a different ratio, such as 90/10 or 20/80, might better unlock a salesperson's technical knowledge. The discussion also touches on the significance of communication and the ability to frame conversations, which can act as the bottleneck to effective client interaction rather than technical expertise. We discuss the value of understanding the client's perspective, meeting them at their level, whether it's the big picture or the finer details. Furthermore, we explore the strategic importance of selling to higher-level executives by focusing on big-picture issues and the necessity of equipping sales teams with the skills to do so. Finally, we share insights into the initial engagement with clients and the motivational factors that bring them to the table, using an analogy of sledging to illustrate the momentum needed in sales conversations.

(0:37:50) - Collaborative Selling and Podcast Interview (1 Minute)

This chapter wraps up with a sense of satisfaction as we conclude our discussion on effective communication in sales, emphasising the importance of clear follow-ups and the subtleties of guiding clients towards a decision without making it a mere 'yes or no' game. I share insights on creating engaging presentations and the art of inviting and addressing client queries, underscoring the value of contemplation in the decision-making process.

Follow Frederick

https://www.linkedin.com/in/frederickkermisch/

https://www.frederickkermisch.com/

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

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In today’s episode I am delighted to introduce the versatile Kiran Goindi an SDR at Experian.

Our conversation hits a balance between sales strategies and the rhythm of content creation.

Kiran's rich background in music takes centre stage as we explore how personal branding and forging emotional connections can enhance your sales approach.

We discuss the parallels between performing arts and sales development, emphasising the significance of humour, initiative, and a proactive mindset.

Together, we look into some common misconceptions about personality types in sales, championing the strengths of introverts and ambiverts.

Kiran's humility and ambition resonate as we explore his aspirations in sales and music, and the emotional intelligence required to thrive in both realms.

Whether you're curious about the excitement of the sales journey, eager for cold calling tips, or fascinated by the interplay of ambition and emotion, this episode offers a wealth of valuable insights.

Tune in and be sure to explore Kiran's work under the name KJI Music for an added dose of inspiration.

0:00:02) - Content Creation and Sales Development

(0:09:50) - Sales Career Growth and Opportunities

(0:12:48) - Challenges and Enjoyments in Sales Job

(0:17:01) - Cold Calling Tips and Strategies

(0:29:10) - Ambitions and Emotions in Sales

--------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------

(0:00:02) - Content Creation and Sales Development

Kiran Goindi, an SDR at Experian, shares his journey into sales and the importance of creating emotional connections through humour and personal branding.

(0:09:50) - Sales Career Growth and Opportunities

Personal brand development, sales, and introversion in the music industry, with a focus on the advantages of starting in a cohort.

(0:12:48) - Challenges and Enjoyments in Sales Job

Sales training prepares novices for success, with continuous learning and balancing collaboration and competition. Challenges include regulations and fast-paced environment.

(0:17:01) - Cold Calling Tips and Strategies

Nature's effective cold calling strategies include overcoming emotional barriers, honesty and confidence, and targeting decision-makers.

(0:29:10) - Ambitions and Emotions in Sales

Sales and emotional intelligence intersect as Kiran shares his ambition to excel in sales and pursue music, while discussing the evolution of sales and potential for management.

Follow Kiran

https://www.linkedin.com/in/kiran-singh-goindi/

https://www.instagram.com/kjimusic/

TikTok / YouTube - @kjimusic

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/YAJXaJ_wZmc

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Have you ever walked past a trade show booth and felt an irresistible pull to stop and learn more?

That's the trade show magic that Global Sales Mentor Zach Selch and I discuss in our latest chat.

Zach, a mentor of international sales, joins me to share the knowledge behind crafting a magnetic trade show presence.

We discuss how to make your booth the talk of the event with strategies like an 'invitation-only' allure and the strategic importance of setting a clear, engaging narrative that captures attention faster than the blink of an eye.

Trade shows aren't just about the glitz; they're a battlefield for attention, and our conversation covers every inch of this.

We look at tactics like unique giveaways that break the mould and the smart use of a distributor salesperson lounge that keeps representatives coming back for more.

It's not just about the show; it's about setting the stage for fruitful conversations and turning those brief encounters into long-term partnerships.

The lounge concept, a gem in the treasure trove of Zach's insights, particularly emphasises the importance of creating a space that addresses the specific needs and interests of salespeople.

Zach and I share insider tips on fostering connections that last well beyond the trade show floor.

From sending personalised mementos to timing your follow-ups around holiday schedules, we cover how to ensure that your brand lingers in the minds of attendees.

We even touch upon the gritty details of preparation, from emergency kits to the imperative of a well-briefed booth team.

With anecdotes and advice, this episode is a toolkit for anyone looking to transform their trade show efforts into a demonstrable return on investment.

--------- EPISODE CHAPTERS WITH SHORT SUMMARY POINTS ---------

(0:00:00) - Trade Show Preparation and Strategies

Maximising trade show investments with global sales mentor Zach Selch, discussing strategic and psychological aspects for success.

(0:04:04) - Trade Show ROI With Strategic Design

Craft a compelling message, use pattern disruption, set objectives, and create a salesperson lounge for maximum ROI at trade shows.

(0:18:06) - Maximising Trade Show Impact and Follow-Up

Maximise trade show engagement with personalised reminders, tailored resources, and pre-planned meetings for effective follow-up.

(0:25:45) - Effective Trade Show Strategies and ROI

The overlooked aspects of trade shows: enthusiasm, unforeseen issues, clear briefing, breaks, snacks, and cost efficiency.

Follow Zach

https://www.linkedin.com/in/international-sales-growth

https://www.globalsalesmentor.com/

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/M2ppGr9w2Kk

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Listen in as I sit down with Dan Fenwick, Founder of Venture Ten, to pull back the curtain on the recruitment industry's challenges and misconceptions.

Throughout our discussion, Dan shares his insights on why so many of us have had negative experiences with recruiters and reveals the dysfunctional links between employers, recruiters, and candidates.

With a commitment to change the narrative, we explore how Venture Ten is rewriting the rules of engagement to foster more satisfying recruitment journeys for everyone involved.

In today's conversation, we're not just focusing on the nuts and bolts of recruitment; we're taking a step back to assess the often overlooked aspect of behavioural norms and values within businesses.

We look into the importance of benchmarking against high-performing individuals, uncovering the behavioural patterns that drive success, particularly in sales roles.

We discuss how company culture, focus, and values can significantly influence a salesperson's effectiveness, suggesting that what thrives in one environment might flounder in another.

We also highlight how tailored performance profiles and measurable objectives can help businesses attract candidates who align with both their operational goals and their culture.

If you're intrigued by the idea of transforming your hiring process to ensure the right fit for your organisation, this episode is an invaluable listen.

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Revolutionising Recruitment

Values in decision-making, challenges in recruitment industry, broken links in traditional model, importance of commitment, strategies for improvement.

(0:15:22) - Assessing Behaviours and Values in Business

Assessing behavioural norms and profiles in business, benchmarking high-performing individuals, and considering culture and values in sales roles.

(0:18:58) - Cultural Fit in Recruitment

Corporate cultures, individual performance and fit, collaborative vs. data-driven teams, sales processes vs. autonomy, importance of values and environment in employee success and well-being.

(0:28:54) - Hiring the Right Fit and Objectives

Tailored performance profiles contribute to achieving objectives in different roles through measurable results and cultural fit.

Follow Dan

https://www.linkedin.com/in/danfenwickuk/

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/hi8kcmk-aHs

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When faced with the challenge of standing out in the huge world of sales, what if there was a strategy that could elevate your approach and make you irresistible to clients?

Mike Herberts, a master sales trainer and problem-solving genius, joins us to reveal the game-changing concept of the Unique Problem Solving Proposition (UPSP).

We uncover a fresh perspective on selling, moving away from the product-pushing mindset to a more refined problem-centric approach.

Cold calls – the mere mention might send shivers down your spine, but what if they turned into warm, engaging conversations and an opportunity for connection and mutual benefit.

Join us for an episode not to be missed!

(0:00:00) - Unpacking the Unique Problem Solving Proposition (11 Minutes)

Mike explains the psychology behind effective sales techniques, particularly focusing on the concept of the Unique Problem Solving Proposition (UPSP). We examine how traditional sales approaches often push products on customers, whereas the UPSP method shifts the focus to solving a customer's problem, thus creating a more welcoming and successful interaction.

(0:11:14) - Unique Problem Solving Proposition Importance (10 Minutes)

This chapter focuses on the importance of a Unique Problem Solving Proposition (UPSP) for salespeople and how to effectively communicate it to avoid being dismissed by potential clients. We discuss how salespeople often struggle to articulate the specific problem they solve, which is crucial for engaging customers and how to address this

(0:21:43) - Improving Cold Calls (13 Minutes)

We discuss the power of a human approach in cold calling and the strategic pivot to engaging potential customer.

Follow Mike

linkedin.com/in/mike-herberts

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/a9oaoEfsWDE

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Do you ever wonder why some sales teams consistently outperform others?

The secret might just lie in the art of the discovery conversation.

I had the pleasure of hosting Kevin Beales, founder of MySalesCoach, who brought his wealth of experience to the table, dissecting the anatomy of sales interactions that make or break deals.

Kevin shares his journey and the innovative solution to the age-old problem of finding time for coaching sales teams. It's like having a personal trainer for your sales muscles, honing them to peak performance through expert analysis and guidance.

Listen in as we navigate the often-neglected middle ground of sales performers—the consistent quota hitters who don't usually grab the coaching spotlight.

Kevin discusses the strategy behind discovery calls, the kind where the right questions can unveil the full extent of a prospect's pain points.

We uncovered the magic of revisiting previous discussions with prospects, a technique that not only signals genuine interest but can also unlock fresh solutions to their problems.

We also tackled the delicate dance of asking the hard questions, especially with clientele who may not be accustomed to such directness.

Does pushing for deeper insights risk the likeability factor? Perhaps. But as we discussed, building trust is the golden ticket, with data supporting that the best in the business prioritise solving problems over winning popularity contests.

Are you ready to transform your sales game? Join us for an episode that's more than just talk

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:02) - Sales Coaching and Conversation Analysis Importance Kevin Bales, founder of My Sales Coach, discusses the importance of discovery conversations in sales and how My Sales Coach aims to provide expert coaching as a subscription service.

(0:08:49) - Discovery Conversations in Sales Discovery conversations are pivotal in sales, with predictive power and managerial focus on the middle 60% of performers.

(0:14:11) - Digging Deeper in Sales Conversations Middle performers in sales teams are often overlooked, leading to missed opportunities. Discovery calls and revisiting conversations can uncover new angles and create urgency for solutions.

(0:21:22) - The Power of Asking Difficult Questions Nature's importance of asking difficult questions in sales, setting expectations, and building trust to provide solutions.

(0:31:28) - Insightful Conversation on Sales Approach Collaboration and evolving sales strategies are discussed, along with a collaborative selling scorecard tool for sales professionals.

Follow Kevin

https://www.linkedin.com/in/kevinbeales/

https://www.mysalescoach.com/

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/rD4kOpdx6eY

View Details

Have you ever wondered what it takes to not just be liked, but genuinely trusted in the world of sales?

We sit down with Larry Levine, the thought-provoking author of "Selling From the Heart," to unravel the fabric of trust in the sales industry.

Larry's insights challenge every sales professional to look within and ask if they truly live by the values of authenticity and heart they promote.

In today's marketplace, it's not enough to charm; you must embody credibility and trustworthiness to truly connect with your clients.

We dissect what it means to sell from the heart, and Larry puts to the test the often overused terms 'authenticity' and 'heart' in the realm of sales.

Join us in this episode that redefines what it means to succeed in sales.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Building Trust in Sales Today

(0:13:24) - Building Trust and Credibility in Sales

(0:23:35) - Building Trust and Success in Sales

(0:30:52) - Sales Coaching and Book Launch Success

--------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------

(0:00:00) - Building Trust in Sales Today

Sales professionals must genuinely sell from the heart, with congruence and authenticity, to build trust and credibility.

(0:13:24) - Building Trust and Credibility in Sales

Sales has evolved with technology, but conversation skills are crucial. A trust formula with four pillars helps salespeople build credibility and relationships.

(0:23:35) - Building Trust and Success in Sales

Trust, soft skills, self-discipline, and excellence in sales

(0:30:52) - Sales Coaching and Book Launch Success

Sharing the journey of coaching and training salespeople, integrating selling from the heart to improve revenue, relationships, and profits.

Follow Larry

https://www.linkedin.com/in/larrylevine1992/

https://www.sellingfromtheheart.net/

Link to Larry’s book: https://www.sellingfromtheheart.net/book

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

View Details

Have you ever struggled to connect with clients and seal the deal?

Sales genius Joe Ingram breaks down the crucial phases of the sales evaluation process without mincing words.

He walks us through listening, believing, and the pivotal moment of buy-in, all while navigating the usual pitfalls that snag salespeople too eager to close without truly engaging.

We look into the impact of AI on communication, where the sleek sheen of perfection meets the hard truth of genuine skill—or the lack thereof.

Joe and I swap tales that stress the weight of authenticity and the art of rapport, proving that the heart of sales is a solid connection, not a fancy template.

We dissect effective communication tactics, from pacing to mirroring, and even sprinkle in a little psychology of decision-making, addressing why so many of us get a thrill from planning to act without ever actually doing so.

Don't miss this episode that's more than just talk.

EPISODE CHAPTERS ---------

(0:00:00) - Evaluation Process

(0:14:00) - AI Tools for Communication

(0:24:09) - Effective Communication Strategies in Sales

--------- EPISODE CHAPTERS WITH KEY POINTS ---------

(0:00:00) - Evaluation Process

Sales expert Joe Ingram discusses the crucial steps of the sales evaluation process, overcoming egos, and the impact of company in business.

(0:14:00) - AI Tools for Communication

Nature's AI-generated content in sales and communication can lead to inauthenticity and hinder rapport and likeability.

(0:24:09) - Effective Communication Strategies in Sales

The importance in sales conversations: pacing, mirroring language, genuine attentiveness, avoiding insincerity, practical training, and psychological aspects.

Follow Joe

https://www.linkedin.com/in/joeingram/

http://thegeniuslinks.com/

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/5ikGUrTGkhg

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Welcome to this episode on the transformative concept of collaborative selling, where we join forces with Carole Mahoney, the founder of Unbound Growth and an entrepreneurial sales coach at Harvard Business School.

Carole and I explore the shift in sales towards a cooperative approach that puts the buyer's needs first, drawing from the principles of her book "Buyer First."

We challenge the traditional tactics of sales and emphasise the importance of a joint effort between the seller and buyer to find innovative solutions and create real value.

The episode also dives into the evolution of sales in the digital age, where buyers now hold the power of information, and contemplates how AI could either exacerbate outdated sales methods or enhance the human connection within sales through better research and personalisation.

Stay tuned for this sales episode that is as ethical as it is effective.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Collaborative Selling

(0:07:08) - The Shift Towards Buyer-Centric Sales

(0:13:19) - Transforming Sales

(0:25:42) - The Impact of Mindsets on Sales

--------- EPISODE CHAPTERS WITH FULL SUMMARIES ---------

(0:00:00) - Collaborative Selling (7 Minutes)

This chapter explores the transformative concept of collaborative selling, which reframes sales as a joint effort between seller and buyer to find solutions and create value. I'm joined by Carole Mahoney, the founder of Unbound Growth and an entrepreneurial sales coach at Harvard Business School, to discuss the principles of her book "Buyer First" and how collaborative selling puts the buyer's needs first. We touch on the historical context of sales techniques and the importance of moving away from manipulative tactics towards a more cooperative approach.

(0:07:08) - The Shift Towards Buyer-Centric Sales (6 Minutes)

This chapter uncovers the striking disconnect between what buyers value in salespeople—active listening—and what sales managers typically look for during hiring. The discussion also reflects on the evolution of sales since the advent of the internet, which shifted the power of information to buyers, and contemplates the potential of AI to either perpetuate spammy sales tactics or, more optimistically, to empower salespeople to deepen human connections through enhanced research and personalised engagement.

(0:13:19) - Transforming Sales (12 Minutes)

This chapter examines the transformative power of collaborative selling, inspired by insights from the IKEA effect and various research studies. We discuss the value customers place on products they have a hand in creating, reflecting on how this concept applies to sales, where buyers find worth in being actively involved in the solution process. The conversation also touches on the pitfalls of traditional selling approaches that focus on the seller's agenda, such as rigid qualification checklists, and the need for a sales renaissance that combines data, science, and human psychology.

(0:25:42) - The Impact of Mindsets on Sales (7 Minutes)

We explore the challenges salespeople face in practicing active listening and asking questions, despite knowing its importance. We look at common misconceptions about sales roles and how they shape behaviour, stressing the need to shift long-held beliefs about sales to foster more ethical practices. We share insights from coaching sessions that reveal specific mindsets, like the need for approval, that hinder the ability to ask tough questions and uphold personal ethics.

Follow Carole

https://www.linkedin.com/in/carolemahoney/

https://www.unboundgrowth.com/

Link to Carole’s Book: https://amzn.eu/d/eUrHsRR

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/tTDqtSdnWjg

View Details

In this episode we dig into the idea of "unselling" with author Kevin Casey.

Hear about Kevin's journey from being a traditional, pushy salesperson to someone who values being genuine and relatable.

He openly talks about how he came up with the term "unselling," a new way of approaching sales that challenges the usual tactics.

Discover how this shift helped him overcome the negative stereotypes attached to salespeople.

Later in the episode, we turn our attention to the impact of using simple language in sales and chat about the 14 Costanzas, as outlined by Kevin in his book.

Kevin's top Costanza promotes being real and transparent in our interactions. He also gives practical examples of how this can be put into action, especially in real estate sales.

We also talk about the courage it takes to follow these Costanzas and how using straightforward language can be effective in communication. Lastly, we delve into the challenges that entrepreneurs and freelancers face when selling their own products or services.

If you're looking to boost your business and relationship-building skills, this episode is a must-listen.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Unselling

(0:12:30) - Simple Language's Power in Sales

(0:23:00) - Sales for Entrepreneurs and Freelancers

--------- EPISODE CHAPTERS WITH FULL SUMMARIES ---------

(0:00:00) - Unselling (12 Minutes)

This chapter explores the concept of "unselling" with author Kevin Casey as he shares his journey from being a traditional, hard-selling salesperson to embracing a more authentic and relatable approach. Kevin explains how he came up with the term "unselling" and how it involves doing the opposite of what most salespeople do. He also discusses overcoming the negative perception of salespeople by changing his approach.

(0:12:30) - Simple Language's Power in Sales (11 Minutes)

This chapter explores the 14 Costanzas, or opposites. We discuss Kevin's favourite Costanza, which encourages people to show up as their authentic selves. Kevin shares his thoughts on being transparent and leading with flaws, which can increase credibility. He gives an example of how this can be applied in real estate sales. We also touch on the importance of having the courage to implement these Costanzas, even if it means facing disagreement. Additionally, we discuss the power of using simple language to communicate effectively. Overall, this chapter highlights the significance of authenticity and vulnerability in business and relationships.

(0:23:00) - Sales for Entrepreneurs and Freelancers (10 Minutes)

This chapter explores the topic of sales and entrepreneurship, specifically for those who struggle with selling their own products or services. We discuss the importance of unlearning negative perceptions of sales and instead focusing on the problem that our product or service solves. We discuss the need for practice and process in sales, comparing it to learning how to ride a bike or perform surgery. Understanding the customer's perspective and starting with a hypothesis about their needs and concerns is also highlighted. Overall, we encourage entrepreneurs and freelancers to embrace sales as a necessary aspect of their business and approach it in a natural and genuine way.

Follow Kevin

https://www.linkedin.com/in/unselling/

https://www.kevincasey.ca/

Link to Kevin’s book: https://amzn.eu/d/gym8aSy

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtube.com/@FredCopestake

View Details

How often do we hold ourselves back from venturing outside our comfort zones, even when we know that growth and learning lie just beyond?

This episode features Steve Fox, sales director at Experian, who shares his thoughts on why embracing the 'learning zone' is paramount for not just salespeople, but anyone looking to expand their skills and perspectives.

We discuss the mindset that drives high performing salespeople and how younger professionals can adopt these traits.

We also discuss the profound impact of social media on performance, the power of journaling and self-reflection, and why reading a broad range of topics can lead to a better understanding of people and different perspectives.

Does your life purpose align with your actions, and how does this alignment (or lack thereof) impact your success?

In our conversation with Steve, we discuss the importance of discovering your purpose and making a positive imprint in the world. From raising children to chasing a passion, we discuss how individuals can strive to make a difference and leave a legacy.

Along the way, we touch on the positive and negative messages that social media disseminates about finding purpose.

One key takeaway is the importance of being a resilient and positive leader, particularly during emotional fluctuations.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Developing Salespeople

(0:09:44) - Stepping Outside Comfort Zone Is Important

(0:18:15) - Find Purpose, Make Positive Impact

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Developing Salespeople (10 Minutes)

This chapter explores the importance of mindset and attitude in developing high-performing salespeople, specifically younger professionals. Host Fred Copestake is joined by Steve Fox, sales director at Experian, as they discuss the impact of social media and the value of self-reflection and journaling in achieving high performance. The conversation highlights the role of life skills in building a successful sales career.

(0:09:44) - Stepping Outside Comfort Zone Is Important (8 Minutes)

This chapter emphasises the importance of stepping out of our comfort zones and seeking opportunities for growth and learning. We explore the concept of the "learning zone" and how it differs from the "panic zone." Leaders play a crucial role in pushing their team members to stretch their skills and constantly develop. We also discuss the value of reading widely, not just in sales but in areas such as productivity and psychology, to gain a better understanding of people and different perspectives. Being open to challenging our own thinking and seeking new viewpoints is essential for improving as a salesperson.

(0:18:15) - Find Purpose, Make Positive Impact (11 Minutes)

This chapter explores the topic of finding purpose and leaving a positive impact on the world. We discuss how individuals can strive to make a difference and leave a legacy, whether it's through raising children or pursuing a passion. We also touch on the importance of aligning one's purpose with their actions and how this can drive motivation and success. The conversation also explores the role of social media in promoting both positive and negative messages about finding purpose. We emphasise the importance of being a supportive and positive leader for those around you, especially during times of emotional swings. Overall, this chapter encourages listeners to reflect on their purpose and how they can make a positive impact in the world.

Follow Steve

https://www.linkedin.com/in/steve-fox-4a99591

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtube.com/@FredCopestake

View Details

In this episode I discuss modern selling techniques and strategies, exploring how sales professionals can adopt a contemporary approach to securing business deals, focusing on the value framework.

I explain the importance of validating through an understanding of the ideal customer profile, developing a unique value proposition, and honing messaging to cut through the noise.

I also discuss the significance of doing the right research, such as creating an account plan, identifying the decision-making unit, and conducting a SWOT analysis from the customer's perspective together with the importance of understanding a sales director's goals, pressures, and dreams using Chat GPT.

Listen in for this episode on the modern world of sales

--------- EPISODE CHAPTERS ---------

(0:00:00) - Modern Selling Techniques and Strategies

(0:08:10) - Sales Strategies With AI and Humans

(0:18:58) - Benefits of Steep Learning Curve

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Modern Selling Techniques and Strategies (8 Minutes)

This chapter explores how sales professionals can develop a modern approach to winning business by thinking like a partner. We discuss the value framework and highlight three key areas for each part of the framework. In the "V" part, we emphasise the importance of validating by understanding the ideal customer profile, developing a value proposition, and improving messaging to cut through the noise. In the "A" part, we discuss the importance of doing the right research, including creating an account plan, identifying the decision-making unit, and conducting a SWOT analysis from the customer's perspective. Finally, in the "L" part, we talk about leveraging relationships by building trust, understanding the customer's goals, and creating a roadmap for success. By following this blueprint, sales professionals can achieve consistent success in today's collaborative selling environment.

(0:08:10) - Sales Strategies With AI and Humans (11 Minutes)

This chapter explores the role of a sales director in an engineering company and how to effectively sell to them. We discuss using Chat GPT to gain insight into the sales director's goals, pressures, and dreams, as well as leveraging this information to ask effective questions and structure meetings. We also touch on the importance of proposals and how digital sales rooms can be used to present information in a dynamic and engaging way. Overall, this chapter emphasises the value of helping customers think and bringing unique perspectives to the table in sales interactions.

(0:18:58) - Benefits of Steep Learning Curve (1 Minutes)

This chapter focuses on the importance of having a speed to competence or a steep learning curve in sales. Listeners are encouraged to take the collaborative selling scorecard to assess their sales approach in today's environment.

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtube.com/@FredCopestake

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What happens when you mix an industry giant like Dell Technologies with the infectious enthusiasm and knowledge of Associate Sales Manager, Matt Browning?

You get a captivating conversation that will make your sales gears shift into overdrive.

We've had the privilege of delving deep into the world of sales with Matt, who shares insights from Dell’s unique approach to training, coaching and career growth.

The first few weeks at a new job can be pivotal, but imagine an initial six-week training that is a game-changer.

At Dell, they believe in equipping their employees with a solid understanding of the company's sales approach.

Matt walks us through the core skills imparted during this time, highlighting the balance between providing guidance and fostering an environment for individual creativity.

He shares how these early weeks set the stage for long-term success in sales.

But what about growth? We had an exciting glimpse into Dell’s Next Gen Academy, a three-year wonder designed to nurture emerging sales professionals.

Matt explained the significance of personalised development plans and the advantage of playing to strengths and improving weaknesses.

Listen in and step up your sales game with this exciting episode.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Sales Academy at Dell Technologies

(0:11:58) - Training and Coaching for Sales Improvement

(0:17:12) - Career Growth in Sales and Development

(0:25:08) - Sales Advice and Building a Network

(0:32:39) - Brilliant Insights on Sales Strategies

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Sales Academy at Dell Technologies (12 Minutes)

This chapter explores the topic of next generation selling with guest Matt Browning from Dell Technologies. Matt, an Associate Sales Manager, emphasises the importance of building confidence and providing exposure for young salespeople in their early careers. The Next Generation Sales Academy at Dell Technologies aims to do just that, by giving associates the skills and experience they need to succeed in the field. Matt also highlights the value of business acumen and hands-on learning in the sales industry. Tune in to learn more about how Dell Technologies is shaping the future of sales.

(0:11:58) - Training and Coaching for Sales Improvement (5 Minutes)

This chapter explores the topics of training and coaching in sales, specifically within the company Dell. We speak with a guest who is a sales manager at Dell and discuss the importance of providing the right tools and materials for employees to be successful in their roles. We also touch on the balance between giving guidance and allowing for individual creativity and innovation. The first six weeks of training at Dell are crucial for new employees to understand the company and its approach to sales, as well as gaining confidence in their skills. The conversation also covers the core skills and fundamentals that are taught during this training period. Overall, this chapter provides insight into the training and coaching process at Dell and how it sets employees up for success in their sales roles.

(0:17:12) - Career Growth in Sales and Development (8 Minutes)

This chapter explores sales training and development for the next generation of salespeople. The hosts share their experience with the Dell Next Gen Academy, a program that offers three years of training and development for young sales professionals. They emphasise the importance of individualised development plans and the benefits of focusing on strengths while improving weaknesses. The chapter also touches on the various career paths available to academy graduates, such as customer success and becoming trainers themselves. Ultimately, the hosts highlight the value of investing in the continuous growth and development of sales professionals.

(0:25:08) - Sales Advice and Building a Network (7 Minutes)

This chapter explores the world of sales and the importance of constantly learning and adapting in this ever-changing field. Our guest, a sales professional, shares valuable insights and advice for those starting out in sales. They emphasise the importance of having fun, trying new things, building a network, and getting comfortable with feeling uncomfortable. We also touch on the use of AI in sales and the benefits of seeking different perspectives and advice from others. Overall, this chapter provides valuable insights for anyone looking to succeed in the world of sales.

(0:32:39) - Brilliant Insights on Sales Strategies (1 Minutes)

This chapter explores collaborative selling with guest speaker Matt. We gain insights on building trust, understanding customer needs, and leveraging technology in the sales process. We also emphasise the importance of continuous learning and adaptability in the ever-changing sales landscape. Tune in for valuable tips and strategies for successful collaborative selling.

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Is it possible that ethical selling can help you foster customer loyalty, increase referrals, and ace long-term success?

Join me as I dissect these fascinating queries. We'll explore the potential benefits and inherent challenges of ethical selling, highlighting its importance in creating genuine and meaningful business relationships.

The discussion takes a deep-dive into the fascinating realm where ethics meet sales, touching on how this approach can enhance employee morale and steer your business clear of potential legal pitfalls.

Brace yourself as we shift gears and dive into the concept of maximising performance through continuous improvement.

I'll show you how to secure marginal gains and leverage these to differentiate your business from the competition.

Listen in and get ready for a fresh perspective on modern selling techniques, spiced up with insightful advice, real-world examples, and thought-provoking discussion.

No matter who you are, if you're involved in sales, this episode has something for you.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Benefits and Challenges of Ethical Selling

(0:11:08) - Maximising Performance Through Continuous Improvement

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Benefits and Challenges of Ethical Selling (11 Minutes)

We explore how sales professionals can use ethical selling to create meaningful business relationships and long-term success. We discuss how it can help build customer trust, loyalty, and referrals, and how it can be used to differentiate yourself in the marketplace. We also look at how this can help with employee morale and help avoid legal risks. Lastly, we discuss why some people may be resistant to embracing ethical selling, such as focusing on short-term goals or feeling pressure to meet targets.

(0:11:08) - Maximising Performance Through Continuous Improvement (1 Minutes)

We discuss how to make the most of marginal gains and differentiate your business from the competition. We bust the myth around perceived complexity and how ethical selling can be beneficial to customers, the broader community, and your business.

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Welcome to this episode with founder and investor Jason Graystone who talks about the significance of ethical business practices.

Jason brings to light the power of passion and genuineness in sales and how it can result in long-term financial success.

His discussion emphasises the importance of creating value for customers who genuinely need the product, and why it's crucial to avoid feelings of guilt or shame when selling.

Discover how an ethical approach to business not only benefits customers but also has the potential to reward businesses.

We continue the conversation with a deeper exploration of ethics and the market.

Jason elaborates on why some individuals may choose not to make ethical decisions when selling a product and points out possible psychological factors.

He underlines the importance of believing in the product you're selling and the necessity of staying specialised to avoid dilution in the marketplace.

Listen to his fascinating take on how the market can humble us, serving as a self-equilibrating force.

As we wrap up this episode, Jason underscores the need to understand and align with customer values for effective product sales.

He digs into the psychological motivations behind unethical sales decisions, and how urgency and scarcity can be valuable tools in drawing customers.

Remember, understanding your customers' values is pivotal when selling a product! If you want to take your sales approach up a notch,

We guarantee this episode is filled with compelling insights that will transform your business approach from the ground up!

--------- EPISODE CHAPTERS ---------

(0:00:00) - The Importance of Ethical Business

(0:07:45) - Ethics and the Market

(0:20:33) - Ethical Selling and Building Value

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - The Importance of Ethical Business (8 Minutes)

Jason Graystone, founder and investor, shares his experience of seeing people's eyes light up when he talks about the success he's had in business. He explains why it's important to have an ethical approach to sales and why it's essential to provide value to people who really need it. He also discusses why it's important to avoid feeling guilt or shame when selling and how being genuine and passionate about what you're talking about can lead to more money in the long term. We explore how ethical business practices can benefit both customers and businesses. We also discuss the importance of being humble and altruistic to sustain success in the market.

(0:07:45) - Ethics and the Market (13 Minutes)

Jason shares his thoughts on why some people may not make the ethical choice when it comes to selling a product, and the deep-rooted psychological issues that could be a factor. He discusses why it's important to believe in the product you are selling and emphasises the need to remain specialised and not get diluted in the marketplace. The concept of the market humbling us can be seen as a way of self-equilibration.

(0:20:33) - Ethical Selling and Building Value (14 Minutes)

Understanding the values of your customers is essential when selling a product. Matching the customer's needs with your product can create a lasting relationship. Tapping into the core needs and values of the customer can make a sale a no-brainer. Urgency and scarcity can be used to get the customer into the product. It is important to get a job doing something you love and to profile customers based on their values.

Follow Jason

https://www.linkedin.com/in/jasongraystone/

https://www.alwaysfreepodcast.com/

Chief Aim Podcast :

Spotify

Apple

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Join us as we sit down with Sales Trainer & Coach Giulio Segantini, to discuss the concept of ethical selling.

We unravel the flaws in ego-driven sales approaches often seen in the industry and advocate for a more ethical approach, with the customer as the hero.

Listen as we explain how the ego of the seller can potentially hinder the selling process, and offer tips on being more conscious of this when engaging with potential clients.

We also delve into the dynamics of creating a win-win scenario where both buyer and seller benefit. Giulio and I explore the idea of 'persistent pushing' and how to maintain an ethical stance even when challenging a customer.

We underline the importance of transparency, informed decision-making, and providing prospects with all the information they need to make a choice that benefits them.

Finally, we examine the evolution of sales techniques in today's digital world and discuss how social media platforms can be used as tools for sales and marketing.

We weigh the pros and cons of heavily relying on social media for sales and marketing, and provide tips for making the most of platforms like TikTok.

Throughout our discussion, we consistently return to the idea that ethical selling could be a unique differentiator that sets you apart from the competition.

So tune in and discover how to make ethical selling your superpower!

--------- EPISODE CHAPTERS ---------

(0:00:00) - Ethical Selling in Sales Training

(0:14:53) - Ethics and Techniques in Sales

(0:23:28) - The Evolution of Sales Techniques

(0:30:57) - TikTok and Podcast Discussion

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Ethical Selling in Sales Training (15 Minutes)

We discuss the concept of ethical selling and how it relates to winning new business. We explore the Grand Cardone style people who practice an ego driven sales approach that is not psychologically accurate. We review how it is important to keep the customer as the hero in the process and how the ego of the seller can get in the way of providing the customer with what they need. We also discuss how an insatiable ego of the sales person can make them less effective and how to be conscious of this when selling.

(0:14:53) - Ethics and Techniques in Sales (9 Minutes)

We explore how to make sure that the buyer gains the most value from the deal, while still providing a reward to yourself or your company. We also discuss the idea of 'persistent pushing' and how to challenge a customer, while still maintaining an ethical stance. Finally, we emphasise the importance of informed decision-making, transparency, and giving prospects all the information they need to make the right decision that benefits them.

(0:23:28) - The Evolution of Sales Techniques (7 Minutes)

We explore the concept of ethical sales and how it can help in winning new business. We examine the psychology behind successful selling and how it can be used to persuade buyers. We also discuss how sales techniques have evolved in today's digital world, and how being distinct is essential to success. Lastly, we consider whether ethical selling can be a differentiator that helps you stand out from the competition, and how to ensure that buyers get the most value out of the transaction.

(0:30:57) - TikTok and Podcast Discussion (1 Minutes)

We examine the power of social media platforms like TikTok and how they can be used as a tool for sales and marketing. We discuss the benefits of creating content on social media platforms, as well as the impact it can have on the success of a company. We also look at the potential downsides of relying too heavily on social media for sales and marketing purposes. Finally, we provide a few tips for getting started on TikTok.

Follow Giulio

https://www.linkedin.com/in/underdogsales/

https://www.tiktok.com/@underdogsales

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Join me and special guest, Sebastian Bates, the founder of the Warrior Academy, as we discuss the fascinating interplay of character development and ethical selling.

Sebastian sheds light on his work in developing the three C's: confidence, conduct, and concentration in young individuals and how this translates into the world of business.

You'll be inspired by his vision of a black belt community in every continent, and the impact his organisation is making worldwide.

We then move on to explore the crucial link between personal brand and reputation, discussing the long-term view of your business journey.

Learn how a strong personal brand can exist even with a less than stellar reputation and how to manage it effectively.

The conversation also focuses on customer service, attrition, and trial conversion as key business metrics.

We then dig into the essence of ethical business practices and their significance in a successful enterprise.

Sebastian shares insights on how businesses should be measured beyond financial metrics, emphasising the role of mission and purpose.

Hear about how decisions made at the top can shape a business’s culture and how a long-term perspective on your business journey can yield greater fulfilment.

You'll also discover how businesses can align their growth with their impact on the world, illustrated by Sebastian’s work with the Bates Foundation and B1G1.

Don't miss this conversation that rounds off with a discussion on using storytelling to promote your brand and make a lasting impact.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Character Development in Ethical Selling

(0:09:45) - Reputation and Personal Brand

(0:16:21) - The Importance of Ethical Business Practices

(0:22:27) - Business Aligned With Impact

(0:31:38) - Building a Vision

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Character Development in Ethical Selling (10 Minutes)

Sebastian Bates, the founder of the Warrior Academy, an entrepreneur, and coach, joins me to discuss the importance of character development and its relation to ethical selling. He explains how his organisation works and focuses on developing the three C's: confidence, conduct, and concentration. His vision is to have a black belt community in every continent and inspire a generation to impact the world for good.

(0:09:45) - Reputation and Personal Brand (7 Minutes)

We explore the relationship between reputation and personal brand, and how having a long-term perspective on your business journey and having a guiding vision can help you achieve greater success. We discuss how someone can have a strong personal brand with a bad reputation, and how reputation is something that precedes you in a room. We also talk about how customer service, attrition, and trial conversion are key metrics to consider when running a business.

(0:16:21) - The Importance of Ethical Business Practices (6 Minutes)

We discuss the importance of ethical selling and how it links to a successful business. We explore how a business should be measured in more than just finances, and how the vision of the business should be brought to life. We talk about the importance of a sense of mission and purpose, and how having a long-term perspective on the business journey, rather than being driven by short-term profits, can bring greater fulfilment. We also look at how the decisions of the founder and management team can permeate through and shape the overall culture of the business.

(0:22:27) - Business Aligned With Impact (9 Minutes)

We explore how businesses can have a real impact in the world, linking it to their values and growth. The Bates Foundation has been able to transform lives through aligning with B1G1, and their journey scaling the idea globally. We discuss how energy from the team can influence the growth of the business, and the importance of charity in certain countries. Finally, we look at the importance of ethical selling and how businesses should be measured in more than just financial terms.

(0:31:38) - Building a Vision (6 Minutes)

Sebastian discusses how to make a lasting impact with your business and how to use storytelling to promote your brand. We explore how having a big vision and a long-term perspective can help you have a real impact on the world, and how the Bates Foundation has been able to transform lives.

Follow Sebastian

https://www.linkedin.com/in/sebastian-bates-4b70412b/

https://www.warrioracademy.co.uk/

https://www.youtube.com/c/TheWarriorAcademy

https://www.sebastianbates.com

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Join us as we explore the world of ethical selling with Nia Woodhouse, a senior Sales Development Representative (SDR) at My Sales Coach.

She illuminates the essential role of an SDR in filling the top of the funnel for the sales team.

We also shine a light on My Sales Coach, an organisation that pairs salespeople with their perfect match in a sales coach, providing essential support to sales leaders.

Nia explains the importance of understanding customer objections and how to turn a 'No' into a 'Yes' during a cold call.

She shares her journey as the first SDR at My Sales Coach, immersing herself in the prospect's world to develop a framework for success.

Learn how understanding people's problems and empathising with their world is a skill that takes trial and error to perfect.

We wrap up the episode with a fascinating discussion on TikTok and how it can be used to engage with potential customers plus Nia provides valuable advice on generating leads ethically through content sharing, direct messaging, and LinkedIn voice notes and videos.

Tune in and learn more about ethical selling and its impact on building meaningful business relationships.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Ethical Selling

(0:15:29) - Understanding Objections and Resonating at Scale

(0:26:12) - Ethical Selling and Sales Coaching Discussion

(0:33:29) - Conversation With TikTok Guest

--------- EPISODE CHAPTERS WITH FULL SUMMARIES ---------

(0:00:00) - Ethical Selling (15 Minutes)

Nia explains the role of an SDR and how it can help fill the top of the funnel for the sales team. We then discuss My Sales Coach, an organisation that matches salespeople with the right sales coach for them, and how it provides valuable support to sales leaders. Lastly, we discuss ethics in selling, the importance of having this conversation, and how sales has developed in the past decade.

(0:15:29) - Understanding Objections and Resonating at Scale (11 Minutes)

The importance of understanding a customer's objections and how to turn a 'No' into a 'Yes' during a cold call is explored along with understanding people's problems and immersing yourself in the prospect's world is a specialised skill that takes trial and error to perfect.

(0:26:12) - Ethical Selling and Sales Coaching Discussion (7 Minutes)

Nia shares her advice for creating an ethical approach to generating leads through content sharing, direct messaging, and even LinkedIn voice notes and videos. We also explore My Sales Coach, the organisation Nia works for, and how they provide expert sales coaching for individuals and teams. Leveraging LinkedIn as a powerful prospecting tool is discussed as an importance.

(0:33:29) - Conversation With TikTok Guest (1 Minutes)

We talk about TikTok and how it can be used to engage with potential customers. We emphasise the importance of having a TikTok handle and how to use it to drive connections and conversations.

Follow Nia

https://www.linkedin.com/in/nia-woodhouse-02257a168/

TikTok: @Niainsales

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Join us as we unravel the perception of sales professionals and its impact on the buyer-seller relationship. In this episode, I am joined by Patrick Boucousis, a fellow sales trainer with a keen interest in ethical selling.

Together, we discuss the evolution of ethical selling and how it can revolutionise your business approach, by prioritising the buyer, nurturing meaningful relationships and implementing modern virtual selling techniques.

This episode is not just about selling, it's about building a code of conduct that fosters trust and sets a new standard of behaviour.

We shed light on how sales professionals can build their own code of conduct.

We underscore the significance of putting the buyer first and explore the obstacles self-interest can pose to trust-building.

The discussion extends to the structure of the code of conduct, emphasising the importance of simplicity and the freedom to interpret it individually.

We also highlight the importance of transparency and honesty in creating a more engaging buyer-seller relationship.

Disqualifying from unsuitable situations and understanding the buyer's desired outcomes can significantly enhance trust.

So tune in and learn how to improve sales techniques and value propositions.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Ethical Selling in Today's Sales Environment

(0:01:44) - Ethical Selling in Sales

(0:11:03) - Sales Code for Better Buyer-Seller Interaction

(0:17:28) - Trust and Ethical Selling in Business

(0:29:49) - Improving Sales Techniques and Value Propositions

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Ethical Selling in Today's Sales Environment (2 Minutes)

We discuss the negative perception of salespeople in the world and how it affects the buyer-seller relationship.. I'm delighted to be joined by Patrick Boucousis, a fellow sales trainer and someone with a strong interest in ethical selling. Let's get started and learn more about how to combat the negative perception of sales professionals.

(0:01:44) - Ethical Selling in Sales (9 Minutes)

We examine how salespeople can create trust in the buyer-seller relationship and build a code of conduct to demonstrate to buyers that they can expect a certain standard of behaviour. We address the negative perception of salespeople and how the Hippocratic Oath, the Nightingale Oath and the Oath of lawyers can provide an example for salespeople to create their own code of conduct. We explore how putting the buyer first is the best way to make a sale and how self-interest can impede trust building.

(0:11:03) - Sales Code for Better Buyer-Seller Interaction (6 Minutes)

We examine how sales professionals can create a code of conduct to build trust in the buyer-seller relationship. We look at how the code of conduct should be structured and how sellers should interact with buyers in order to build trust. We also discuss how the pressure of meeting quarterly goals can be counter-productive and how salespeople should prioritise buyers first. We explore how the code of conduct should be simple and should not be overly prescriptive, giving salespeople the freedom to interpret it in a way that works for them.

(0:17:28) - Trust and Ethical Selling in Business (12 Minutes)

We emphasise the importance of transparency and honesty when engaging with buyers. We examine how salespeople can create trust with buyers by disqualifying from situations that are not suitable and how this is advantageous for both parties. We also focus on understanding the outcomes that buyers are seeking and being aware of their personal circumstances. Lastly, we stress that buyers have the final say in what is considered to be a solution, and that salespeople should not presume to know what is best for them.

(0:29:49) - Improving Sales Techniques and Value Propositions (5 Minutes)

We examine how sales professionals can stay relevant to buyers. We discuss the importance of understanding and adhering to a code of conduct to be a trusted seller.

Follow Patrick

https://www.linkedin.com/in/value-selling-coach/

https://www.linkedin.com/groups/14275451/

https://www.thesalesnatural.com/

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Are you struggling to make your mark in the competitive field of sales due to communication barriers? Join Dan Caffarey and I as we team up to unravel the mysteries of effective communication in the sales domain. We discuss the importance of learning the language of your clients, the role of small talk, and the significance of understanding your prospect's business objectives. Discover how these strategies can give you the upper hand in your sales conversations. We proceed to unlock the potential of business English to open new markets for you, how an understanding of common jargon can enhance your effectiveness, and how accents, grammar and context are key players in the communication game. We also explain how using ChatGPT can boost your rapport and credibility. Whether you're a native or non-native English speaker this episode is brimming with valuable insights to transform language into a potent tool for your business. --------- EPISODE CHAPTERS ---------

(0:00:00) - Improving Communication Skills in Sales (0:10:12) - The Importance of Concise Business Communication (0:23:56) - Effective Communication Skills in Business

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Improving Communication Skills in Sales (10 Minutes)

Dan Caffrey and I discuss how sales professionals can equip themselves with the necessary communication skills to win business. We explore how to use the language of your audience, research techniques for building relationships with prospects, and how to use the right amount of small talk. We also touch on the importance of understanding the business objectives of your audience and understanding that technical language is not always the most effective way of communicating. Finally, we discuss five actionable tips people can use to improve their communication skills in English.

(0:10:12) - The Importance of Concise Business Communication (14 Minutes)

We explore how having a good understanding of this language can be useful for conveying information effectively and how it is important to be aware of the jargon and buzzwords that are commonly used. We also consider how learning business English can help when selling to a new market.

(0:23:56) - Effective Communication Skills in Business (10 Minutes)

We explore the importance of being aware of accents, grammar, and context in order to be successful. We also consider the role of research in building rapport and credibility and how to make the right amount of small talk. Finally, we discuss the importance of considering your audience and how to use ChatGPT to equip yourself with the knowledge you need to win business.

Follow Dan

linkedin.com/in/dan-p-caffarey-662a571b5

https://www.learn-london.co.uk/

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Get ready to join Jonathan Finch, commercial director at Big Presence, as we discuss the concept of 'invisible PR' and how it's a game-changer for long-term success in sales.

Jonathan reveals how this idea, centered on cultivating a solid reputation and investing time without immediate returns, helped him secure one of his biggest clients.

You'll discover how this strategy goes beyond blog posts and is more about what people say about you when you're not in the room.

We also explore the power of generosity and building relationships in sales.

Jonathan shares his experience of how supporting his team members led to his promotion to the head of training and development.

We discuss the art of using social media platforms like LinkedIn to help others and demonstrate your expertise rather than just advertising.

Finally, we touch on the importance of handling complaints effectively and the surprising benefits of collaborating with competitors.

This episode is packed with insights that can transform your approach to sales and accelerate your revenue growth.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Invisible PR in Sales Concept

(0:10:25) - Generosity and Building Relationships in Sales

(0:21:17) - Handling Complaints and Collaborating With Competitors

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Invisible PR in Sales Concept (10 Minutes)

Jonathan Finch, commercial director at Big Presence, and I explore how invisible PR is an almost infinite concept for salespeople who are looking to create long-term success. It involves giving a little bit of time without knowing that there will be something immediately in return. We also discuss the idea of personal brand, how it is based on reputation and what you actually do beyond the shiny stuff that people can see.

(0:10:25) - Generosity and Building Relationships in Sales (11 Minutes)

Jonathan shares his experience of how helping his team members led to his promotion to the head of training and development. We also discuss how to use LinkedIn and other social media platforms to help others and demonstrate your expertise, rather than using them to advertise. Finally, we talk about the importance of giving away knowledge and information, rather than keeping it hidden.

(0:21:17) - Handling Complaints and Collaborating With Competitors (7 Minutes)

We discuss the importance of handling difficult situations well to create a positive reputation.

We also explore collaborating with competitors and the power of giving without expecting anything in return.

Jonathan also shares his experience of how his team members helped him secure his promotion, as well as his views on using kindness to grow your social following.

Follow Jonathan

linkedin.com/in/jonathanhowardfinch

https://www.bigpresence.co.uk/

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Join us as we explore the essential aspects of sales and effective communication with guest, Rana Salman, CEO of Solman Consulting and author of Sales Essentials.

We discuss the importance of understanding your product, preparing for conversations, and utilising efficient tools like LinkedIn to connect with potential clients.

Discover how to build credibility, ask the right questions, and create meaningful relationships that can help you win business in today's competitive environment.

Rana shares her knowledge about the significance of the human element in sales, the necessity of being patient, actively listening, and sharing insights during sales conversations.

We also discuss the importance of collaboration in sales, understanding your customer's needs, and acting as a trusted advisor.

If you're looking to improve your sales skills, gain valuable insights, and learn how to adapt to today's business landscape, this episode is a must-listen!

--------- EPISODE CHAPTERS ---------

(0:00:00) - Sales Essentials and Effective Communication

(0:14:23) - Being Human in Sales

(0:21:46) - The Importance of Collaboration in Sales

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Sales Essentials and Effective Communication (14 Minutes)

Knowing your product, preparation for conversations, and the use of efficiencies like LinkedIn are essential fundamentals of sales. Building credibility and asking the right questions are important for success. Building meaningful relationships and using virtual selling techniques to win business in today's environment are also key. Taking an outside in perspective when having a business-level conversation with buyers is essential.

(0:14:23) - Being Human in Sales (7 Minutes)

We explore the importance of the human element in sales conversations and how to use that when building trust and rapport with customers. Preparation, understanding your product and utilising tools like LinkedIn are necessary fundamentals of sales. Being patient in conversations, actively listening, sharing insights, and the ability to quickly qualify are essential for creating meaningful connections with customers and providing them with the value they need.

(0:21:46) - The Importance of Collaboration in Sales (15 Minutes)

We take a look at the importance of collaboration in sales and how it can help us build trust and relationships with our customers. We explore how to use hypothesis and preparation to kickstart conversations in a way that helps us identify our customer's needs, and be open to the idea that our customer may have different strategies that we need to be aware of. We also consider how we can use the market to provide customers with the information they need, and act as a trusted advisor to help customers make the right decisions for them.

Follow Rana

https://www.linkedin.com/in/ranasalman1/

Link to Rana’s Book – Sales Essentials

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Get ready to delve into the world of virtual selling techniques with Tom Williams, author of two insightful sales books

Listen in as we explore the world of virtual selling techniques and how sellers can distinguish themselves to build meaningful business relationships.

We tackle the concept of an outcome enablement plan and its benefits for both buyers and sellers, from an improved buying experience to reduced risk and enhanced accountability.

Tom urges sales reps to concentrate on outcomes, ensuring they leave a lasting impression on buyers.

The conversation then moves to understanding stakeholders and securing commitments.

Tom sheds light on how to identify the customer's current state, alternatives they've tried, and their desired future state.

We discuss the significance of determining the business and experiential implications of making or not making a decision.

Tom emphasises the importance of identifying all key stakeholders involved to reach a collective agreement.

This episode is packed with insights that are sure to revolutionise your selling strategy, so tune in!

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Mutual Action Plans (9 Minutes)

Tom Williams, author of two books on selling, joins me to discuss the application of virtual selling techniques and how sellers can differentiate themselves to create meaningful business relationships. We explore the concept of an outcome enablement plan and its advantages for buyers and sellers, such as improved buying experience, alignment between buyers, joint ownership, accountability and reduced risk. Tom encourages sales reps to focus on outcomes to become memorable to buyers.

(0:08:45) - Understanding Stakeholders and Securing Commitments (9 Minutes)

Tom Williams shares how to identify the current state of the customer, any alternatives they have already tried, and the desired future state of the customer. He also discusses how to determine the business and experiential implications of making or not making a decision, and the importance of determining the priority and urgency of the customer's problem. Additionally, Tom explains the importance of identifying all key stakeholders involved to create a collective "yes" for the decision.

(0:17:51) - Selling Differently (5 Minutes)

Tom Williams and I discuss how sellers can differentiate themselves by selling differently. We discuss the significance of determining the business and experiential implications of making or not making a decision.

Tom emphasises the importance of identifying all key stakeholders involved to reach a collective agreement.

Follow Tom

https://www.linkedin.com/in/thomasjwilliams/

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Join us as we chat with the incredibly talented Beth Hocking, a career coach who is passionate about helping individuals discover their passions and build satisfying careers.

We touch on the key differences between coaching and teaching and how the former can be used to unlock and unleash one's potential.

Beth provides insightful thoughts on 'work-life balance', reframing it as just one part of life, a perspective that may reshape your view of the often-discussed concept.

Beth's expertise shines as we explore the qualities of a good coach and the importance of the coach-client relationship.

With her human-to-human approach to coaching, she highlights the significance of knowing the small details about each other.

She shares invaluable advice on identifying a successful coach-client relationship, emphasising the necessity for honesty, willingness to seek support, and commitment to doing the work.

The conversation takes a fascinating turn as we learn how to foster meaningful career conversations and build trust with clients.

Beth's focus on tailoring the coaching process to each individual's needs and creating a safe space for open and honest communication truly sets her apart in her field.

Her belief in the power of positive affirmations in achieving goals will leave you feeling inspired and motivated.

Listen in and join us for this episode of coaching, learning, and success!

EPISODE CHAPTERS ---------

(0:00:00) - Career Coaching and Striving for Success

(0:07:29) - Understanding Coaching and Its Importance

(0:19:13) - The Qualities of a Good Coach

(0:28:30) - Coaching and Career Conversations

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Career Coaching and Striving for Success (7 Minutes)

Beth Hocking joins the Sales Today Podcast to discuss her passion for coaching and how she has been able to help people build a career that brings joy and satisfaction. Beth also shares her advice on how to define success in a career, and how success and satisfaction can go hand in hand.

(0:07:29) - Understanding Coaching and Its Importance (12 Minutes)

We learn how Beth has been able to help people discover their passions and build successful careers. We discuss the difference between coaching and teaching, and how it can be used to unlock and unleash the potential within an individual and get them to their desired outcome. We also touch on the idea of ‘work-life balance’ and how it’s really just one part of life.

(0:19:13) - The Qualities of a Good Coach (9 Minutes)

The importance of the coach-client relationship and learning the small details about each other is discussed. Beth explains why it's important to take a human-to-human approach when it comes to coaching. We also talk about how to identify a good coach-client relationship - looking for someone who is willing to go all in, can recognise that they need support, can be honest with themselves, and is willing to do the work. Finally, the importance of taking aligned action and how to build that discipline and hustle to achieve success is discussed.

(0:28:30) - Coaching and Career Conversations (1 Minutes)

Beth tells us about the need to take the time to really get to know the client and their specific needs, as well as how to tailor the coaching process to each individual. She also shares her tips on how to build trust and create a safe space for open and honest communication. Finally, Beth talks about the power of positive affirmations in helping to achieve goals and unlock potential.

Follow Beth

https://www.linkedin.com/in/beth-hocking/

https://www.beth-hocking.com/

Instagram - @meetbethhocking

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Join us as we chat with Mark Ackers, co-founder and head of sales at MySalesCoach, and best-selling author of Problem Prospecting.

He shares his transformational journey from studying marketing to finding his passion in sales, and how his mentor pushed him to be a student of sales.

He discusses the need to be knowledgeable, understanding customer needs, and practicing active listening.

Mark reveals how the onset of COVID presented an opportunity to help others with coaching and sales.

We take a look into the crucial differences between training and coaching.

We discuss the importance of accountability, openness, and vulnerability in coaching, and how it helps identify weaknesses, set goals, and devise a plan to achieve those goals.

We also delve into how training involves absorbing information from various sources to inspire, motivate, and provide fresh ideas.

We learn how both training and coaching play essential roles in helping individuals reach their goals.

Mark explains the significance of coaching in sales, distinguishing between a coach and a trainer, and discussing why having an accountability system is critical.

He explains how a great coach enables people to think independently and come to their own conclusions.

He talks about different aspects of coaching, such as mindset, tactics, and personal growth, and how to adapt the conversation to suit the individual's needs.

Whether you're an experienced salesperson or a newbie in the field, this episode is a must-listen for anyone looking to gain valuable insights into sales coaching and its benefits.

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Coaching in Sales (11 Minutes)

Mark Ackers, co-founder and head of sales at MySalesCoach, and best-selling author of Problem Prospecting, joins me to discuss how sales professionals can develop a modern approach to winning business, the application of virtual selling techniques, how to create meaningful business relationships and more. Mark shares his own journey from studying marketing to eventually finding his passion in sales - and how his mentor challenged him to become a student of sales. We learn that sales is not just about having conversations, but involves being knowledgeable, understanding the customer and their needs, and practicing active listening. Mark also shares how the start of COVID presented an opportunity to help others with coaching and sales.

(0:10:37) - The Difference Between Training and Coaching (8 Minutes)

We explore the differences between training and coaching, and why accountability is key in the process. We understand what coaching is about and how it differs from training. Coach Ray explains that to be coached, one must be open and vulnerable, and coaches help to create a safe space for this. Coaches assist with identifying weaknesses, setting goals, and creating a plan to reach those goals. They also help to call out self-limiting beliefs and excuses that may prevent success. Training is about taking in information from a variety of sources and using it to inspire, motivate and provide new ideas. Ultimately, training and coaching both play important roles in helping people reach their goals.

(0:18:08) - The Importance of Coaching in Sales (8 Minutes)

We explore the difference between a coach and a trainer, and why it is important to have an accountability system in place when it comes to coaching. A great coach will give people space to think and come to their own conclusions and why it is important that the coach doesn't give too much away in order to help the coachee come to their own solutions. We also examine different areas of coaching, such as mindset, tactics, and personal growth, and how to tailor the conversation to the individual's needs.

(0:25:50) - The Importance of Sales Coaching (9 Minutes)

Coaching can help with a range of areas, from personal growth to sales. Having a coach can help you reach your goals faster. Some may have a negative view of sales, but it is important to learn the skill. Coaches can help those in the sales industry learn different aspects of the job, such as cold calling, emailing, researching, building personal brands and more.

Follow Mark

https://www.linkedin.com/in/markackers/

https://www.mysalescoach.com/

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https://linktr.ee/fredcopestake

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Listen in as we explore the crucial topic of how salespeople should act as leaders with James Rores, CEO and founder of the Floriss Group.

He talks about the universal buying cycle, underpinned by four essential questions that every prospect must consider before making a purchase.

This discussion emphasises the need for salespeople to respect the buyer's process, align their sales strategies with the buying cycle, and adopt a customer-centric approach.

We address how to instigate voluntary behaviour change in customers by asking thought-provoking questions.

You'll discover how to use this framework to build meaningful customer relationships and set yourself apart in the sales field.

Additionally, we explore value-based selling and unique differentiation, explaining how to focus on the client's value and create a meaningful impact.

We also discuss the WINS methodology and how it can assist you in avoiding irrelevant features and functions in your sales pitch.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Four Essential Prospect Questions

(0:12:00) - Changing Sales Approach to Build Connection

(0:24:30) - Understanding Value-Based Selling and Unique Differentiation

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Four Essential Prospect Questions (11 Minutes)

We explore the importance of sales as a leadership competency and how it can be used to build meaningful customer relationships. We examine the universal buying cycle that is rooted in human behaviour, which consists of four questions that every prospect must ask and answer before they commit to a purchase. We discuss how salespeople can align their sales process to the buying cycle to create a customer-centric approach. We talk about the importance of respecting the buyer's process and helping them to identify the need to change.

(0:12:00) - Changing Sales Approach to Build Connection (13 Minutes)

We discuss how to encourage voluntary behaviour change in our customers by using powerful questions to get them to think about the consequences of their choices. We explore how to use this conversation framework to build meaningful customer relationships and differentiate ourselves as salespeople. We also examine the importance of understanding the customer's situation and creating a connection through trust and respect. Finally, we look at how salespeople can demonstrate the value they bring to the customer.

(0:24:30) - Understanding Value-Based Selling and Unique Differentiation (11 Minutes)

James talks about how to create meaningful customer relationships and differentiate ourselves from competitors through value-based selling. We define the value the client seeks and prioritise needs that directly relate to that value. He explains the WINS methodology to create four agreements between the customer and seller about what they want, the impact desired, and the solution to solve their problem. Finally, we discuss how to avoid talking about features and functions that are irrelevant to the customer's impact and needs.

Follow James

https://www.linkedin.com/in/jamesrores/

https://florissgroup.com/

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Get ready to transform your sales approach with Fred Copestake as I dissect the common pitfalls that even seasoned professionals stumble into and reveal the keys to becoming a more effective and efficient salesperson.

Promise yourself that you'll never waste your time, energy or potential again as we pull back the curtain on the five major mistakes that hinder your sales: inefficiency, lack of customer understanding, self-centered selling, outdated methods and poor process use.

Let's shift gears and embark on a journey to revamp your sales strategies for optimum results.

Discover how to mould your tactics around the customer’s needs, plan better, and harness the power of process to maximise opportunities and curtail workplace stress.

I also delve into the concept of aggregated marginal gains, demonstrating how minor modifications can fuel your sales results.

Take the collaborative selling scorecard for you to assess your approach.

Tune in for a transformative sales experience and start driving your success!

--------- EPISODE CHAPTERS ---------

(0:00:00) - Improving Sales Techniques and Results

(0:06:55) - Improving Sales Strategies and Alignment

(0:14:56) - Maximising Sales Performance and Motivation

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Improving Sales Techniques and Results (7 Minutes)

I discuss five mistakes that salespeople make and how to avoid them. I talk about how salespeople can be wasteful with their time and effort, not know their customers well enough, talk about themselves too much, use out-of-date tactics, and have poor use of process. I also discuss how salespeople can become more effective and efficient by being customer-focused, modern, and using collaborative selling. Finally, I talk about how salespeople can tap into their intrinsic motivation to be more successful.

(0:06:55) - Improving Sales Strategies and Alignment (8 Minutes)

We explore how busy salespeople can be more effective, modern and aligned. We look at how preparation, planning and using process can help to maximise opportunities with customers and reduce stress in the workplace. I discuss the concept of aggregated marginal gains and how making small changes can make a big difference in sales results. We examine how to focus on customer needs and use a structured approach to conversations to drive the right behaviour.

(0:14:56) - Maximising Sales Performance and Motivation (1 Minutes)

I discuss the importance of creating clarity and structure for salespeople to help them be successful and motivated.

I talk about the mistakes that managers make when not providing direction and how to create a model that works.I also share tips on how to make the most of our time and effort when selling. Finally, I invite listeners to take the collaborative selling scorecard to assess their approach in today's environment.

Follow me

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Watch this episode on YouTube

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Join Morgan Ratcliffe, co-founder of Ratcliffe Brothers, where we discuss the significance of story-driven marketing.

Listen in as Morgan, with his fascinating journey from football to finance to marketing, shares his expertise on how to tell compelling stories about founders, companies, and services that effectively demonstrate why someone should buy from them or trust them.

We explore why many companies often struggle with this and how story-driven marketing can be a powerful tool to connect with their audience.

We then shift our focus to the frameworks and strategies that Ratcliffe Brothers use to extract captivating stories from busy entrepreneurs.

We discuss the role of personal stories in connecting with customers and guiding them from their problem to a relaxed state.

You’ll gain insights on the impact of using the concept of ‘we’ in storytelling and the importance of crafting stories that land effectively.

Morgan shares how to create a single, powerful message that permeates through all platforms like social media, outreach, podcasts and more, ensuring effective communication of your story to customers.

This episode is a gold mine for anyone looking to understand and leverage the power of storytelling in marketing and sales.

Morgan’s insights are drawn from a rich tapestry of experiences, from a working-class background in Manchester to a successful marketing agency in the US.

Don't miss this chance to learn from a master storyteller!

--------- EPISODE CHAPTERS ---------

(0:00:00) - Story-Driven Marketing

(0:07:07) - The Power of Storytelling in Marketing

(0:15:20) - Personal Storytelling's Role in Sales

(0:23:45) - Selling Stories

(0:30:35) - Story Driven Marketing and Sales Discussion

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Story-Driven Marketing (7 Minutes)

Morgan Ratcliffe and his brother had a working class background. They grew up playing football, with Morgan playing for Accrington Stanley and his brother for Stockport. They moved to the US where they both got degrees and decided to combine their skills and launch Ratcliffe Brothers. Story-driven marketing is a way of telling stories about founders, companies, and services in a way that demonstrates why someone should buy from them or trust them. Companies often don't do a great job of telling their stories and connecting with their audience, and this is where story-driven marketing can be a powerful tool.

(0:07:07) - The Power of Storytelling in Marketing (8 Minutes)

We discuss the frameworks and strategies that Ratcliffe Brothers use to get stories out of busy entrepreneurs. We explore how they use both voice notes and weekly calls as methods to get information from founders. Why stories have been so successful in marketing is discussed, citing brands like Nike and Apple as examples. Organic interest generated by storytelling and how to utilise it in marketing is also discussed.

(0:15:20) - Personal Storytelling's Role in Sales (8 Minutes)

We explore how to use a story to take a customer from their problem to a relaxed state, and how to use personal stories to connect with the customer. We also discuss how to use the concept of ‘we’ in storytelling, as well as the importance of crafting stories that land properly. Finally, we explore different strategies for getting stories out of busy entrepreneurs.

(0:23:45) - Selling Stories (7 Minutes)

We look at how to use personal stories to connect with the customer, and how to use frameworks and strategies to get stories out of busy entrepreneurs. We discuss how to create a single message that permeates through social media, outreach, podcasts and more, so that you can effectively communicate your story to customers.

(0:30:35) - Story Driven Marketing and Sales Discussion (1 Minutes)

We discuss the power of story driven marketing and how it can be used to make a connection with customers. We look at how to use personal stories to move a customer from their problem to a relaxed state, and how to use frameworks and strategies to get stories out of busy entrepreneurs. We also explore the importance of having a working class background to aid in storytelling.

Follow Morgan

https://www.linkedin.com/in/morgan-ratcliffe-1b2a21195/

Link to Website

https://www.ratcliffebrothers.com/

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https://linktr.ee/fredcopestake

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Join us for a discussion with Jo Britton, a neurosculpting coach, where we explore how sales professionals can leverage neurosculpting for winning businesses.

We unpack the vital role change plays in sales and how our brains are wired to respond to it.

Jo discusses the brain's hierarchy, its prediction scripts and patterns, and the impact of emotions on decision-making.

We reveal how understanding this brain wiring can help salespeople effectively lead customers and enhance their leadership skills.

Listen in as we examine the significance of emotional intelligence and its influence on sales motivation.

We talk about the SCARF model and how it can be used to minimise a sense of threat and maximise the sense of reward.

You'll learn how basic listening skills, asking questions, and soliciting opinions can enhance a prospect's sense of status.

We caution against the dangers of the 'condescending pitch' and highlight the need for sensitivity when discussing pain points to avoid backfiring.

We also discuss how our brains form patterns and predictions based on our past experiences and shed light on how neurosculpting can rewire and optimise brain performance, how fear can increase our neuroplasticity, and how to create empowering scripts and patterns to replace unhelpful ones.

We close with a reflection on the power of neurosculpting and its potential for sales professionals to achieve better results.

So, tune in and get ready to transform your sales approach

--------- EPISODE CHAPTERS ---------

(0:00:00) - The Power of Change in Sales

(0:15:30) - Understanding Emotional Intelligence and Sales Motivation

(0:27:00) - Optimising Brain Patterns for Success

(0:39:40) - Collaborative Selling Scorecard on Sales Today Podcast

--------- EPISODE CHAPTERS & SUMMARIES ---------

(0:00:00) - The Power of Change in Sales (14 Minutes)

We explore how sales professionals can use neurosculpting to develop a modern approach to winning business. We discuss the importance of change in sales and how brains are wired to respond to it. We cover the hierarchy of the brain, the prediction scripts and patterns that help us navigate the world, and how emotions play a role in decision-making. We also discuss how understanding how the brain is wired can help salespeople lead customers and use leadership skills.

(0:15:30) - Understanding Emotional Intelligence and Sales Motivation (12 Minutes)

We examine the importance of emotional intelligence and its role in sales. We discuss the scarf model and how we can use it to minimise a sense of threat and maximise the sense of reward. We explore how sales professionals can use basic listening, asking questions, and asking for opinions in order to increase their prospect's sense of status. We also discuss the dangers of the 'condescending pitch' and how it can threaten someone's sense of identity. Finally, we emphasise the need for sensitivity when discussing pain points in order to avoid backfiring.

(0:27:00) - Optimising Brain Patterns for Success (13 Minutes)

We examine how our brains form patterns and predictions based on our past experiences. We discuss how to use neurosculpting to rewire and optimise brain performance and how fear can increase our neuroplasticity. We also explore how to create empowering scripts and patterns to replace unhelpful ones by using the left and right hemispheres of the brain and anchoring them into the body.

(0:39:40) - Collaborative Selling Scorecard on Sales Today Podcast (1 Minutes)

We explore the power of neurosculpting and how sales professionals can use it to get better results. We emphasise the importance of changing our sales approach and how emotional intelligence plays a key role. We also examine how our brains form patterns and predictions and how to use neurosculpting to rewire and optimise our brains.

Follow Jo

https://www.linkedin.com/in/jobrittonpace

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Are you eager to get inside the minds of C-Suite executives and understand what drives their buying decisions?

This episode we are joined by Jacques Sciammas who has dedicated his career to understanding and conveying the needs of customers to salespeople.

Jacques provides a deep-dive into the world of selling to C-suite level, underlining the importance of understanding the goals, strategies, and KPIs of individual executives.

We explore the art of crafting a proposal that speaks the language of the executive and radiates confidence - a crucial element for earning the respect of C-suite buyers.

Jacques shares his experience on offering new perspectives as a way to prove value, and also delves into the concept of 'compelling events' - external necessities that drive the strategic decisions within a company.

These insights into the buyer's motivations are invaluable for salespeople looking to make an impact.

To top it all off, we delve into the heart of the sales process - the conversation. Jacques shares his tips on identifying the challenges that buyers face and how to use these insights to tailor a personalised approach.

The episode shows the importance of demonstrating the value of your offer and maintaining open communication throughout the sales process.

This is not just about selling - it's about fostering effective and lasting customer relationships.

EPISODE CHAPTERS ---------

(0:00:00) - Selling to C-Suite

(0:14:04) - Salespeople Understanding Executive Perspective

(0:28:34) - Compelling Events

(0:39:26) - Pleasure and Gratitude in Sales Conversation

EPISODE CHAPTERS WITH FULL SUMMARIES ---------

(0:00:00) – Selling to C-Suite (13 Minutes)

Jacques Sciammas who has spent his time helping salespeople understand what buyers actually want, joins me to discuss the importance of understanding the C-suite. We explore the need to take calculated risks and the value of doing research to understand the individual C-suite executive's goals, strategy, and KPIs. We also talk about the importance of focusing on the company, brand, and customers before personal gain. Jacques provides valuable insight into the world of selling to C-Suite.

(0:14:04) - Salespeople Understanding Executive Perspective (14 Minutes)

We explore how having a proposal tailored to the language of the executive is key to a successful meeting and how salespeople must come into the meeting with confidence in order to ensure that the executive views them as an equal. We also discuss how salespeople can offer new perspectives and advice in order to demonstrate their value.

(0:28:34) - Compelling Events (11 Minutes)

Jacques discusses the importance of understanding what motivates buyers and how salespeople can use that knowledge to their advantage. We explore the concept of a 'compelling event' that is an external requirement for a company to continue operations and how salespeople can demonstrate their value by being aware of external factors that may affect their customer's business. We also discuss how to prioritise investments when internal and external requirements must be taken into consideration, and how salespeople can make an impression on executives by being aware of the current climate.

(0:39:26) - Pleasure and Gratitude in Sales Conversation (1 Minutes)

Jacques shares his tips on how to identify the issues that buyers are facing and use those insights to craft a personalised approach that will resonate with them. He also provides advice on how to communicate with buyers in a way that helps them understand the value of what you have to offer, and how to keep the conversation going throughout the sales process. The importance of collaboration in sales is also discussed, and how to leverage it to create effective customer relationships.

Follow Jacques

https://www.linkedin.com/in/jacques-sciammas/

https://sellingtoexecutives.com

jacques@sellingtoexecutives.com

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Take the Scorecard

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Are you tired of the same old sales strategies, the endless chase after numbers, the mismatch between what you offer and what your buyers expect? Do you want to elevate your connections and accelerate pipeline conversions? Then you're in the right place. This episode invites you into the world of 'story selling' with sales leadership expert, Bernadette McClelland. She discusses the essence of story selling and its profound impact on augmenting connections and accelerating conversions. Drawing from her vast experience Bernadette lays out this philosophy to deepen customer relationships in today's connection economy. Bernadette pushes the boundary and motivates sales professionals to shift their mindset and disrupt their buyers' thinking. Reflecting on the evolution of economies and buyer expectations, she discusses how salespeople need to break away from the conditioned way of selling. She delves into the pressing need to align with the buyer's story rather than merely selling. Additionally, she highlights the benefits of adopting a coach approach to better understand your buyers, equipping you to be better prepared for each conversation. --------- EPISODE CHAPTERS ---------

(0:00:00) - Story Selling in Modern Sales Approach
(0:11:52) - Shift and Disrupt
(0:20:25) - Shifting Sales Mindset and Sales Approach

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Story Selling in Modern Sales Approach (12 Minutes)

Bernadette McClelland discusses a concept of story selling, which is a philosophy rather than a methodology, and looks to augment existing methodologies such as spin, challenger, and MET.

The story selling philosophy is beneficial for sales professionals as it helps to elevate their connections and accelerate their pipeline conversions.

(0:11:52) - Shift and Disrupt (9 Minutes)

We discuss how salespeople need to move away from the conditioned way of selling and shift and disrupt their buyers' thinking.

We explore the evolution of different economies, from the hunter-gatherer to the industrial economy and the knowledge economy, and how we are now in the connection economy.

We also consider the statistics that only half of businesses are making their numbers, as well as the mismatch between what salespeople are offering and what buyers are expecting.

Finally, we reflect on how salespeople need to move away from simply selling and look to shift and disrupt the customer's thinking in order to make an impact and create a successful business.

(0:20:25) - Shifting Sales Mindset and Sales Approach (12 Minutes)

We discuss the need to give ourselves permission to think and how this can be beneficial for brain health.

We also explore how drawing on flipcharts or using talk tracks can help salespeople challenge their buyers more effectively.

We emphasize the importance of tapping into a coach approach to understanding buyers' stories and priorities and how this can help us become better prepared for conversations.

Follow Bernadette

https://www.linkedin.com/in/bernadettemcclelland/

https://shiftanddisrupt.com/

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Take the Scorecard

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Join us as Paul Fuller, CRO at Membrain, unravels the differences between a sales methodology and a sales process.

Discover how sales methodology is all about the collection of skills and conversations necessary to engage the customer and move them forward, while the process is about the order of steps that leads the customer to the best outcome.

Get a glimpse into Membrain, a unique CRM that lets you craft your tools around your sales methodology.

In our engaging conversation, we also explore the importance of balancing automation and effectiveness in the sales process.

Paul shares his insights on the value of weekly sales reports for self-reflection and improvement, and how adherence to a well-established process can foster impactful creative work.

Listen in for some top-notch sales tips, from creating pauses in your sales process to the use of scorecards and the value of preparation.

Don't miss this opportunity to elevate your sales game

EPISODE CHAPTERS ---------

(0:00:00) - Exploring Sales Methodology and Process

(0:14:36) - The Balance Between Automation and Effectiveness

(0:29:31) - Best Sales Tips

CHAPTERS SUMMARIES ---------

(0:00:00) - Exploring Sales Methodology and Process (15 Minutes)

Paul explains the difference between a sales methodology and a sales process.

A sales methodology is the collection of skills and conversations required to engage the customer and help them move forward, while a process is the order of steps needed to help the customer get the best outcome.

We also discuss Membrain, a CRM that enables users to craft their tools around a sales methodology.

(0:14:36) - The Balance Between Automation and Effectiveness (15 Minutes)

Paul shares his experience with the weekly sales report and how it can help provide self-reflection and an opportunity to improve.

We explore the importance of process and methodology when it comes to sales, and how it can help drive repeatable success.

We learn about the importance of not just having our own way and how submitting to an established process can help build impactful creative work.

We also discuss how those who learn the process and methodology and then innovate on it are the ones that make the most impact.

(0:29:31) - Best Sales Tips (6 Minutes)

We discuss how to create pauses in a sales process, from taking the time to write out a value statement, to using scorecards to qualify and disqualify prospects, to having pre-call planning meetings, to challenging yourself to be the best.

We also share how to be thoughtful in your process, from being transparent about methodologies to being prepared for customer enquiries.

Follow Paul

https://www.linkedin.com/in/psfuller/

https://www.membrain.com/

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https://linktr.ee/fredcopestake

Take the Scorecard

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Watch this episode on YouTube

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Gear up to learn tried-and-true sales prospecting strategies and discover how to overcome challenges in this episode!

Collin Mitchell, VP of Sales at Leadium, offers his expert advice and insights into what it takes to succeed in sales organisations.

We dive into the world of data, exploring its crucial role in prospecting, and caution against relying solely on AI, emphasising the irreplaceable value of human interaction.

Collin underscores the importance of business acumen, urging salespeople to understand their prospects' problems fully before making contact.

We also delve into the delicate art of crafting engaging messages for outbound marketing campaigns.

Collin shares his wisdom on tailoring messages to the audience, keeping it concise to hold attention, and encourages the shift from booking meetings to starting conversations.

We highlight the importance of testing and optimising outbound campaigns, and Collin weighs in on the effectiveness of the SDR and BDR models.

He provides keen insights on the potential advantages of outsourcing these teams.

--------- EPISODE CHAPTERS ---------

(0:01:01) - Sales Prospecting Strategies and Challenges

(0:14:55) - Effective Messaging in Outbound Outreach

(0:23:30) - Power and Challenges of Personalisation

(0:32:10) - Sales Transformation Podcast and Daily Sales Management

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:01:01) - Sales Prospecting Strategies and Challenges (14 Minutes)

We explore the importance of prospecting and discuss the fundamentals of what sales organisations need to do to have success. We emphasise the need for good data and how AI can't always replace human connections. We also emphasise the need for business acumen for salespeople to be successful when reaching out to prospects. Finally, we stress the importance of preparation and understanding the problems of prospects before reaching out.

(0:14:55) - Effective Messaging in Outbound Outreach (9 Minutes)

We focus on the importance of crafting effective messaging in outbound marketing campaigns. We discuss the need for personalising and customising messages based on what is known about the audience, and how to ensure that messages are concise and grab attention. We also stress the importance of testing and optimising outbound campaigns and changing the mindset from booking meetings to starting conversations. Finally, we explore the effectiveness of the SDR and BDR model and discuss the benefits of outsourcing SDR and BDR teams.

(0:23:30) - Power and Challenges of Personalisation (9 Minutes)

We discuss how taking the time to research the target customer can result in more effective messaging and how using the right tools can help to personalise messages at scale. We also talk about the importance of understanding the customer's market, pain points, and technologies to help create messaging tailored to them. Finally, we explore the debate between writing individual messages or using a combination of research and tools to create personalised messages.

(0:32:10) - Sales Transformation Podcast and Daily Sales Management (1 Minutes)

We discuss the importance of having a great team and a routine to manage your daily activities when it comes to sales. We emphasise the need for having a support system, as well as the tools and resources that can help you to personalise and customise your messaging.

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You can have the best idea, product, or message in the world, but unless you can communicate in a way that ‘wows’ your audience, you may as well not bother!

Susie Ashfield shares advice including the ‘Golden Rule’ she uses with executives to help them becoming more engaging and indeed stop alienating people they are trying to impress.

We talk about the annoying habit of ‘dumbing up’ presentations and how to best answer “What do you do?” questions.

Many mistakes can be avoided when we think about what it is we are trying to communicate and do it in the clearest and simplest terms we can.

Yet many people will over complicate their message in an attempt to look clever.

Are you talking about what you want or what the audience needs to hear?

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For sales teams, win-loss analysis is the practice of capturing and analysing the reasons why you win and lose sales opportunities.

It’s like ‘video day’ for sports professionals.

Great teams use film to review past performance (their own and their competitors) to uncover ways to improve performance in the future and increase the probability of success.

Cam England explains how win-loss analysis is the process of going back and looking at past wins and losses to uncover the trends and insights that can influence future success rates.

Effective win-loss analysis helps companies identify and prioritise critical product gaps, enhance sales training and messaging, improve marketing effectiveness, and foster strategic alignment.

Yet not many sales teams are set up to do this and miss out on learning the vital information that could make difference.

How would you benefit by knowing what your customer actually thinks?

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Some salespeople will miss out.

That is the bold prediction of Moeed Amin and it's hard to argue with his reasoning.

This thinking is based on experience plus a now habitual use of AI to take it to the next level.

Our conversation turns from using these tools not just in sales to all parts of life.

A deliberate plan to become increasingly comfortable with the technology and reap the rewards.

By using this assistance we improve not just our productivity (3 hours research in 30 mins) but also the value we can bring to customers by 'helping them see round corners'.

But will these benefits just become table stakes?

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What do the top 1%ers do to win more business?

Doug C Brown has studied this and shares the five key elements that anyone can do to be more successful.

We discuss talking to the actual buyer and saving precious time that can be wasted when ‘happy ears’ are listening to the wrong person.

We also speak about the importance of building a relationship on trust/respect/liking (in that order).

Some potential customers may have a problem that they don’t actually want to resolve or that the salesperson fails to talk about by missing the ‘human ROI’.

Indeed the opportunity may not big enough for them to bother addressing.

Are you asking the right questions to move sales forward.

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Not generating enough quality leads from your LinkedIn efforts?

Sam Rathling is uniquely placed to help B2B sales professionals build sales pipeline by leveraging her background in Enterprise selling and Corporate Sales and sharing how to use Sales Navigator.

We talk about the fundamentals of using the platform and how many salespeople get caught out by self-centred or misguided centralised marketing driven activity.

A personal brand does make a difference and carefully blended content and engagement makes a valuable addition to a salesperson’s toolbox.

Many of the tools and techniques such as video and voice notes are underused, so giving an opportunity for individuals to stand out.

LinkedIn is a data rich site and with the right knowhow outbound prospecting can receive a huge boost.

Are you missing a trick by not learning what good social selling looks like?

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Contrary to popular belief, commercial negotiation is not about acquiring a toolbox of clever tactics to secure victories.

Rather, it revolves around creating success for oneself without compromising the other party's interests.

Keld Jensen describes the art that involves comprehending the mathematics of negotiation and uncovering asymmetric value —an approach he refers to as NegoEconomics.

In essence, commercial negotiation revolves around optimizing monetary outcomes, increasing profitability, and mitigating risk, costs, and liabilities.

It's a quest for genuine and tangible results, leaving no room for smoke and mirrors.

By fostering an environment where open communication thrives, true understanding and mutually beneficial agreements can emerge.

This refreshing approach builds trust and paves the way for lasting SMARTnerships.

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What is holding you back?

There are some common mistakes Shane Ray Martin sees on sales and negotiation.

When we move too fast, we not only miss things but remove the opportunity to ‘out care’ the competition.

Also, by failing to take time to help customers understand where they are today and want to be in the future we might not create the tension required for a decision to be made.

We discuss the power of persistence and in having a plan to see us through to a successful outcome.

The top salespeople take care and invest in themselves and are willing to go ‘all in’ to achieve their (well defined) goals.

Do you care about yourself enough to succeed?

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Are you scared for your job?

Today salespeople are needed for various types of selling.

Anton Dobrzhanskiy and Miro Putkonen explain how while some types of selling, like transactional, could become obsolete due to AI-driven automation, other types like consultative, solution, and provocative selling might still require human salespeople to understand customer needs, solve unique problems, and challenge customer assumptions.

However, advancements in AI and AGI could potentially allow for the automation of these complex sales processes as well.

There are some uniquely human aspects of sales, such as building relationships, empathy, and understanding customers on a deeper level.

Trust and rapport are likely to remain important in sales and AI might struggle to replicate this.

Ultimately AI can be used to augment and empower human salespeople, rather than replace them.

For now anyway…

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Is your cold call structure fit for purpose?

If you are trying to call senior executives it might not be.

Martin Stevens shares both why and how he goes for the top.

Based on a playbook that determines whether offering/adding/creating value the structure he uses focuses on outcomes and problems.

Specifically framed in that order after a pattern interrupt and upfront contract this allows identification of 'pain' that can be explored in the rest of the call.

A dialogue based on questions and short success stories allows the level of curiousity and emotional intensity to build.

The stories must allow the customer to identify as the hero and make them sufficienty excited to want to know how they can acheive a similar state.

Are you talking to customers about them or you?

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How does a professionally trained actor apply their craft in the world of sales?

Scott Purves shares how he uses skills developed in one profession help those develop in another.

Some of the techniques might be predictable but others are surprising.

He explains how actors study human behaviour and in doing so also develop increased self-awareness.

We talk about whether a seller learning some of these skills might become less authentic and more likely to appear to be something they are not.

Also up for discussion is how to manage mental state, especially when under pressure and why scripts and practice are some of the areas that many salespeople could spend more time on.

Are you giving your audience your best?

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Why does money have such an emotional effect?

Jason Graystone explains how it is fundamentally linked to survival and how mismanagement can cause our brain to act in a way that is not conducive to good selling.

Being needy unattractive to customers and hampers the ability to foster real connection.

The physiological effect also means we will be unable to think clearly which is a painful irony when it is our job as sales professionals to help customers do that.

We talk about ways to keep our emotions is check and neutralise the negative feelings that can hold us back as well as the paradox of 'working to live' and becomng a slave to money.

Do you deserve to be rich?

Find out more: JasonGraystone.com

Link to Jason's podcast

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Customers are weird.

They don't do what they say they will do and don't act how we think they ‘should’.

Melina Palmer is a sales conversion expert with a personal mission to make business more effective and brain friendly.

In this episode she translates a few key concepts of behavioural economics (the study and science of why people buy - or not) and provides simple, actionable tips that can be used immediately.

We talk about framing messages in the right way and why certain biases are predictable and can be addressed with a little thought and understanding.

Also, up for discussion is why change can be so overwhelming if we think too big and how stories plus the way we present can make people feel different.

So do you know what your customer wants?

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Link to Melina's book: https://thebrainybusiness.com/salestoday

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The good news is corporate buyers are human!

They want to avoid potential pain which may include loss of control, loss of approval, loss of status or even losing their job.

Getting it wrong could result in these consequences but if they get it right they move towards potential status, money and success.

But the brain is not as linear or logical as we think and a large proportion of decisions are made by the subconscious involving emotion.

Karen explains that the art of Buyer-ology is the science of knowing your buyer so you can tailor your selling approach to move them from current pain to future pleasure.

She shares the BUYER model to help structure activity to achieve this.

Do you understand your customers enough to do this?

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What a time to be an AI enthusiast!

Denise has been this for over 15 years and is watching with interest the explosion of attention that artificial intellience has received since ChatGPT hit the world.

We talk about some of the tasks that AI can make more effective including forecasting and lead nurturing and our attention then turns to where we need to proceed with caution.

Will an overuse of this technology lead to robotic outputs?

Might we be unwittingly promoting misinformation from the 'hallucinations' AI is prone to?

We discuss ways to mitigate these risks which revolve around making sure we are deliberate about including the human element in customer interactions to make sure it is clear where the value is coming from.

We wonder if AI has already created some bad human habits that has made individuals reliant on it 'because its easier'.

Thinking from a customer perspective - would you want to hang out with someone like this?

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Use it or lose out!

There is massive excitement about the effect of AI in sales though not so many people are talking about how to actually use it.

Plenty of hype but no real applications unless you buy something with an integration.

I'm interested in how anyone can use the most common free tool available - ChatGPT - to make immediate impact.

Here I share how to 'get inside the customers head' to ensure more valuable conversations.

Prompts to set your preparation apart can be sequenced

Role
Aim
Pressure
Impact
Desire

Early adopters using this thinking have a chance to stand out.

What's stopping you?

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Is selling to senior executives different?

Steve talks through how and why plus what to do.

It is worth paying attention as research shows that salespeople are not very good at it (according to the execs and its their opinion that matters).

We discuss some of the common mistakes and how to avoid them.

Many of these are made when trying to operate 'at scale' but that doesn't mean that the work can't be made more effective.

The key is to target the right opportunities and invest time to develop the right message.

Meetings with execs also need handling carefully with a higher risk of these being cut short when they don't add value.

How would your approach fare it in the board room?

Connect with Steve on LinkedIn: linkedin.com/in/stevehallsydney

Take the Scorecard: https://collaborativeselling.scoreapp.com/

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What if there was a better way to present information to customers?

Imagine sharing things that they needed to know as they make their way on increasingly difficult buying journeys?

Rory discusses how microsites can be used to do this to supply the right information at the right time.

In doing so salespeople can help the customer make sense of the things that are important to them.

Using interactive, collaborative and personalised microsites that can be quickly created are a major tool for modern sales professionals who adopt a 'sensemaking' approach.

A salesperson skilled in having the converations buyers need and equipped to offer the information they require to move to the next stage of their decision making will have a distinct competitive advantage.

Are traditional proposals dead?

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Why are the skills associated with sales so important in everyday life?

In this special episode Javi and Fatima, two students on an internship, share their learning on how the skills sales professionals train to perfect are useful for everyone.

They talk about their own experiences where they have had to use some of the skills and how they feel more prepared to use them more deliberately as their careers develop.

Their thoughts are insightful both for other students and salespeople who can take much from the the 'continual development' attitude.

What are you doing today to expand your mind and boost your reality?

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Get the party started.

Rebecca shares how being from a family of clowns has equipped her for a role today in creating and building communities.

We discuss how humans are wired to gather in tribes and how communities today present a massive opportunity for sharing and problem solving.

Now this can be on a global scale so the power of community is stronger than ever.

Good groups will provide the opportunity for members to build trust and collaborate in ways that our ancestors may find strange but which still fulfil the purpose of surviving and thriving.

Are you makng the most of community membership?

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Dr Howard Dover is a seriously busy guy.

A sales professional, sales coach, database analyst, systems analyst, marketing modeler and university professor all in one.

But as he explains there is work to be done.

We discuss the state of sales and why buying is such a horrible experience for many and where the sales innovation paradox comes from.

Is modern technology ruining us as salespeople and wiping out many opportunities before they even start?

But more importantly do companies care?

We wonder whether 'good enough' will do for many as despite poor customer centricity targets can be hit through brute force.

Despite a seemingly bleak outlook there is a glimmer of hope as he describes how some organisations buck the trend and become the places employees will never leave, plus a new generation of genuinely disruptive salespeople emerging.

Are you happy with 'good enough'?

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But I have my own special way.

A classic objection poor salespeople make about using process.

Aviv explains that it is not something to be afraid of.

Indeed it should be embraced.

Much about sales process is overcomplicated but really it is pretty simple.

It's about getting results by aligning buyers and sellers.

When we start thinking about outcomes rather than techniques the magic starts to happen.

The beauty of a process is that it can capture all the good stuff that has worked before.

This is key when looking to improve chances of success and to scale.

We talk about taking a forensic approach to lookng at what really works and how the improvements can have a massive impact on all stakeholders.

Why would you be afraid of using a structured approach?

Learn more at https://linktr.ee/fredcopestake

Connect with Aviv at linkedin.com/in/aviv-bergman

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What makes you 'swipe right' on sales outreach?

Nadia shares her approach that is proving successful for her.

It is based on taking time to understand the individual and crafting a message that demostrates this and that she is not a robot.

She explains that the human side is important as the message is the beginning for the relationship which is why it's worth injecting a little bit of personality.

This philosophy carries over into creating content that builds a personal brand consistent with messaging and how she wants to spend time at work.

It is easy to put on a corporate facade, a phenomena that may only increase as AI takes over some content creation.

How will you project you humanness?

Learn more at https://linktr.ee/fredcopestake

Connect with Nadia at https://www.linkedin.com/in/nadiamodla

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Matthew fell into sales and before long he was a top performer at Zoom.

It clicked when he realised that the harder he worked the more money he could earn.

He puts his success down to being able to undertake the same repetitive motions whilst working out how to do more and make it more refined.

Perhaps being a champion latte artist had something to do with this and certainly where he draws his inspiration from did and still does.

Our conversation switches from past to present and future with a particular focus on the impact AI can have.

He shares how he is already using elements of this as he launches a new and highly targeted business.

Will AI reduce the importance of people in the sales process?

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Stuart wrote the book he would have liked to have had in his early years as a salesperson.

Having seen (and made) the mistakes that make the role more difficult he was driven to provide a 'go-to' resource for sales professionals.

The step by step framework is predicated on understanding the challenges a customer has and communicating this and a way to think about addressing it.

Personalising this approach is key and he shares a way to do this that employs a little bit of science and avoids being creepy.

We talk about the tired and lazy methods used by some salespeople in the misguided notion that they are being more efficient as well as how demonstrating greater 'humanness' will ultimately drive more results.

How can you get customers to appreciate your craft?

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Link to Stuart's book

Link to Stuart's LinkedIn

Problem Prospecting?!: Completely Eradicate Your Prospecting Troubles By Leading With Problems

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Louis is pretty straight up with his dislike for boring marketing.

Getting new customers is probably THE most important thing for any business.

But it's not always easy and can be incredibly frustrating.

Every business has wasted time, effort, and money on marketing strategies that get no results.

But some businesses, are doing things differently.

They are getting response rates as high as 50-60% with their dream clients calling them up, day in, day out and asking THEM for a meeting.

We talk about some of the creative outreach he has been involved with from coconuts to fake arm and horse’s head.

He explains how and why these approaches work and why it is surprising that more organisations don’t consider the true value of customers and ditch the dull sequences in favour of more successful methods.

But does he overstep the mark?

Link to Louis's LinkedIn: linkedin.com/in/louis-sandford

Take the Scorecard: https://collaborativeselling.scoreapp.com/

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Richard wears many hats which is indicative that he cares deeply about sales and that it is done well.

In this episode we look at the elements of PQ - partnering intelligence - and discuss how it can be used to guide a modern sales approach.

He brings his unique spin to this and shares a number of powerful maxims and NEAT structure.

We talk about language patterns and the mindset of being uncomfortable.

What are you doing to help your customers 'fall in trust' with you?

Learn more at: https://linktr.ee/fredcopestake

Take the Scorecard: https://collaborativeselling.scoreapp.com/

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David's favourite title is actually 'Values Activist' and when you hear him talk this makes sense.

He focuses on values because we are all values-driven.

It's what makes us human.

Understanding human values will absolutely change the way we look at ourselves, the people around us, and those we hope to engage with our work.

We are all driven by what we value.

Think of your values as the GPS system that determines everything you do.

In this episode he talks about his new book and how it helps figure out the people you want to understand, engage, and motivate.

He shares three genius questions that can be used to unlock an individuals core values.

Is it time salespeople stopped talking about ‘need’ and ‘pain’ and even value from a perspective of ROI and focussed on what people really care about?

Learn more at: https://linktr.ee/fredcopestake

Link to David's Book: https://www.amazon.com/Death-Demographics-Valuegraphic-Marketing-Values-Driven/dp/1544534620

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‘Muddled Mindset’.

This is being misaligned. It can happen at organisation, management and individual level and means that the confusion leads to frustration and wasted effort.

We can counter this by creating better alignment through ensuring clarity within the organisation which allows management to provide better coaching.

This in turn confirms for individuals that their approach is consistent with top performance.

Core to this is having a solid framework.

The VALUE Framework encourages sales team to consider each part of their selling.

Validate - How to check fit for doing business.

Align - How we can prepare to work together.

Leverage - How to use insights to have intelligent discussions.

Underpin - How to present, prove and agree.

Evolve - How to develop the business.

Ad hoc random selling activity is not an option for those seeking sales success in an increasingly confusing world.

Are you clear on how you will operate to be relevant for all parties?

Take the scorecard: https://collaborativeselling.scoreapp.com/

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'Olde Worlde'. This is being old fashioned.

It is when salespeople are too self-centred rather than customer focused, too technical in their approach or use bad techniques better suited to a bygone era of selling.

We can counter this by getting up to date.

Flip attention to the world of the customer.

Follow an approach that identifies issues rather than forces a solution.

Focus on things that actually work rather than old school tricks.

We can still learn from some of the solid sales best practice but must ensure that everything we do has the appropriate modern twist.

Staking our success on something that worked 30 years ago is risky if it doesn’t add value for customers.

Consultative selling is no longer enough – are you stuck in the past?

Take the scorecard: https://collaborativeselling.scoreapp.com/

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‘Busy Busy Busy’ . This is being ineffective. It results in wasted opportunities, is tiring and stressful and means the focus is on the wrong activities to deliver results.

We can counter this by preparing to make the most of opportunities, planning to balance work to reduce stress and using process to focus on the right activity.

The top salespeople will also work on their mindset and approach customers thinking like a partner.

They can use the elements of PQ or partnering skills in the way they work. PQ is made up of:

Ability to trust. Do you give people your trust, or do they have to earn it?

Win-win orientation. Do you employ a problem-solving approach that creates wins for all concerned? Comfort with interdependence. Can you allow your partners to accomplish their assigned activities, even if they don’t do it the way you would?

Self-disclosure and feedback. Can you easily disclose and articulate your needs, as well as express your appreciation or disappointment?

Comfort with change. Are you comfortable changing not just the status quo, but your own status quo?

Future orientation. Do you look to the future rather than the past in evaluating your business relationships?

This is part of developing a collaborative selling approach.

How do you think about your customers?

(Originally presented as part of the 'How to modernise your sales without losing the human touch' series)

Take the scorecard: https://collaborativeselling.scoreapp.com/

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Don't be wooden!

Dominic is the perfect person to give advice on bringing your screen presence to life and having impact.

As a trained actor he understands the tools that the world’s top actors use to command the stage and the camera and how to step into your audiences’ shoes, listen better and build trust and rapport.

We also talk about how to craft compelling narratives and visual stories.

How will you avoid digital distortion?

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Link to Dominic's book

Link to Dominic's LinkedIn

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Imagine being 15% better at selling. Or even just 2%.

Georgia explains how the Sales Enablement function pulls together training, tools, process and culture to help make this happen.

The key is to focus on what really matters rather than doing different for different sake.

The focus should always be on the effect any initiative has and how to make the most of this.

When 'skills are our currency' it is important to be driving improvement in as many ways as possible.

A growth mindset helps with the realisation that if you are not helping then it is time to innovate.

How are you continually developing as a sales professional?

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Red talks about things being 'broken' in the sales industry.

One of these is asking all people to act alike when we don't all think alike.

We explore the differences in how introverts and extroverts replenish energy and how this impacts on different aspects of best practice in selling.

With sales more than ever about 'solving a puzzle together' the introvert strengths seem increasingly better suited.

So why aren't they allowed to apply then accordingly?

Better research, planning and deeper thinking should be encouraged yet often the fascination with 'real activity' does not allow for this.

How can you harness your reflective side to serve your customers better?

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Sales people are stressed. Too many of them.

Indeed in the latest Mental Health in Sales report a staggering 63% of salespeople said they were 'struggling' with mental health. An increase on the year before.

Jeff explains that mental health is the the most important growth metric every sales team on the planet is ignoring or under prioritising.

Consider the things that frustrate sales leaders like missed targets, lack of motivation, asking bad questions, low confidence, low energy, mistakes.

Is it any surprise if salespeople are not able to think properly?

He offers some tools inviduals can consider including the HALT check (Hungry, Angry, Lonely, Tired) but leaves us with the question of how sales leaders can do more to address this.

Can you stress less and sell more?

Get free resources: https://saleshealthalliance.com

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Sales is changing and Charlotte embraces this by amongst other things focusing on her personal personal brand.

She explains that as well as positioning yourself as the person best suited to work with customers, developing a personal brand also helps improve skills now necessary to be successful in sales including copy writing and becoming comfortable with video.

We discuss just how 'personal' we should be as well as the social media platforms that can be employed to build presence.

In an age where the salesperson could be the biggest differentiator in winning a deal are you doing enough to stand out?

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How is raising funds like selling?

James explains that this is because that is exactly what it is.

As a result selling is a crucial part of the founder's mindset when looking to raise capital.

We discuss how not thinking in terms of a 'campaign' and therefore not being properly prepared is a mistake often made when fundraising - just like in sales.

He shares how targeting the tight kind of investor an reaching out effectively are key to a successful campaign - again just like selling.

In another similarity to B2B sales pitching too soon is also a common fault.

The choreography of closing is a fascinating insight into understanding the audience and creating just the right amount of tension.

Are you giving yourself enough time to succeed?

Learn more at https://linktr.ee/fredcopestake

Link to James's book https://www.robotmascot.co.uk/free-resources/

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What happens when you make a price increase request?

Martin talks us through the process a procurement professional will go through together with ways salespeople can deal with responses they might expect to get.

Unsurprisingly as with most negotiations this comes down to good preparation as well as an ability to remain calm and keep emotions in check.

An understanding of power dynamics and avoiding irritants becoming a major issue will also contribute to likely success.

How confident are you in pushing your price increase through?

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Lisa explains how positive psychology isn't something 'pink and fluffy' but a study of optimal human function.

She explains how 30 years ago some psychologists shifted their focus fron trying to fix things to helping people thrive.

She shares the PERMA Model (Positive emotion/Engagement/Relationships/Meaning/Accomplishements) and we explore how salespeople can apply this to themselves and with customers to drive a more collaborative approach.

We consider how active constructive responses can stimulate the positive emotions that help build trust.

Are you ensuring psychological safety of customers with your interactions?

Email for free resource pack: hello@thepositivepsychologist.com

Link for Rocky: www.rocky.ai

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How do you listen?

Having worked both sales and procurement Graham is able to help answer this question.

He explains how the reponses to this rarely go deep enough and that this is a reason that business is lost.

Listening is the number one skill rated by buyers that sellers should have, yet few really reach the levels required to make a difference.

This is why he now dedicates himself to help improve this ability.

He shares a simple yet powerful model to make more of the oppotunities that can be uncovered with true 'deep listening' (Sense - Interpret - Evaluate - Respond).

We also talk about the addiction to distractions and whether there are differences in the virtual environment.

What would a 20% improvement in listening mean to you?

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Pritha has noted that performance change happens when there is an emotional shift in the professionals.

She combines the science of selling with emotional intelligence to build ‘Sales Intelligence’ in the sales team.

We talk about how sales are best achieved when there is a mindset to serve and how high levels of self-awareness and self-management are key to achieving this.

Sales professionals can become paralysed with limiting beliefs but when they are able to see things more clearly great achievements can occur.

Ownership of personal development is another area that top performers excel in.

Can you desire to sell without coming across as pushy?

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Drew explains how ‘Adaptive Selling’ is the ability of a salesperson to change their communication style, the content of their pitch, and their overall approach while interacting with prospects, based on perceived information about the person or situation.

Using a personality framework can reveal how prospects want to behave, communicate, and make decisions, so adaptive selling techniques can be implemented, reinforced, and scaled throughout the sales entire organization.

At times when many continue to see selling as a numbers game those that can adapt and genuinely personalise are able to build better relationships and work with customers in a more meaningful way.

We talk about whether technology takes away sales skill or is a way of augmenting the human to do a better job.

Can a machine really understand how somebody thinks?

Learn more at: https://linktr.ee/fredcopestake

Link to Drew's book: https://www.crystalknows.com/book

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Brittany Baldwin has a simple philosophy, she aspires to inspire before she expires.

Her mission is spreading the message that selling is simple and there’s nothing complex about having conversations with customers.

She explains that business is like a clock. The cogs need to turn and the hands need to tick. And it's the same with your sales.

You need to get the gears in place and your sales ticking, or the clock will eventually stop.

Saying the right thing, to the right person, at the right time to achieve the right results.

She shares her 5:5:5 method for more productive working along with ideas for more effective connection with customers.

Is it the right time for you to improve?

Learn more at: https://linktr.ee/fredcopestake

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Aidan is Transformation Consultant in Innovation, Leadership, Neuroscience, Cognitive Bias, Culture and Mental Agility as well as a speaker, podcast host and retired professional rugby player.

He talks about the speed of change and what 'exponential change' really is.

We consider the brains response to crisis and how this can make you less intelligent meaning both a hazard and opportunity for salespeople.

Also on the agenda is trust and why it is important to understand thinking bias as we look to resonate with customers.

Making connections is key to a successful approach and it is evident when a seller doesn't have pure intentions.

This erodes trust and makes subsequent communication increasingly difficult.

How much do we need to reinvent ourselves to be successful today?

https://linktr.ee/fredcopestake

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Todd is a Transparency Nerd, Sales & Science Amalgamator and a Sales Historian and also a second time guest on the show.

This time the conversation turns to sales leadership and how he dealt with promotion on the basis of 'we think you're ready'.

As someone who value process and structure he set about building a way of working optimised withh behavioural science.

This has further developed with an emphasis on the five key responsibilities as sales leader now and which his new book is written around (Focus, Field, Fundamentals, Forecast, Fun).

We talk about some of the more counter intuitive elements of selling and why seeing payoff of effort is important to for intrinsic motivation.

Ultimately though. has 'salesmanship' really changed?

https://linktr.ee/fredcopestake

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Bob Moesta is a founder, maker, innovator, speaker and now a professor.

He is the pioneer of ‘Jobs To Be Done’ Theory.

He has worked on and helped launch more than 3,500 new products, services and businesses across nearly every industry, including defence, automotive, software, financial services and education.

As part of this he has turned his mind to how salespeople can perform more effectively and realised that it is all about helping customers make progress.

We need to understand the dynamics of the customer’s work and use language to reflect this.

Taking an empathetic perspective and really listening is where value can be created and we can start the process of focusing on outcomes.

Are you working on the customer’s progress or your own?

Learn more at: https://linktr.ee/fredcopestake

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Dave is all about partnerships & collaboration. He explains they are not only of one the most enjoyable ways to work, but they push things forward in the most effective way.

We talk about what makes a collaborative mindset and how focus on a greater good plus honesty are key factors.

But effective collaboration does not happen by accident so systems/process/checks are also important.

It is interesting how knowledge is something that you can give away yet retain it and we wonder why people don’t share more.

Inevitably the conversation turns to lead generation and business development and how effective collaboration is far greater than the sum of its parts, creating an impactful ecosystem where everyone benefits.

Do you think like a partner and make the most of the opportunities it can bring?

Learn more at: https://linktr.ee/fredcopestake

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Jon understands how stand-up comedy works and brings this to the world of sales. The best comedians make it about their audiences and trigger their emotions.

By discussing relatable topics - and highlighting common truths about life's struggles (like marriage, dating, raising kids or smelly socks) - comedians are able to capture and hold their audience's notoriously-hard-to-capture attention.

Customers (or ‘micro-audiences’) are no different. A single joke (or ‘humour’) that highlights a problem a salesperson solves can grab attention, shine a light on a challenge, trigger an emotional reaction, and make them more credible and memorable. This helps them to start new conversations across various outreach channels.

Can you convert pain to punchlines to pipeline?

Learn more at: https://linktr.ee/fredcopestake

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Wesleyne is a 'recovering chemist' who transitioned into an international sales manager leading teams of technical sales reps so understands the challenge of that role. She now focuses on helping others in Science, Technology, Engineering and Manufacturing succeed in selling.

We discuss what makes this type of sale different and how technically minded people can adapt. It can be hard to articulate to the customer what they need to understand especially when the information required is different to what a salesperson is comfortable talking about.

But is this challenge unique to STEM industries?

Learn more at: https://linktr.ee/fredcopestake

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Ben is back! This time with his coaching hat on to elicit a story from Fred. After a reminder of why the method is so powerful, he explains the process and then uses it in real life signposting the stages. Is Fred clear on his customers? What is the old way and what has changed? Can he create a deep enough subconscious shift to stimulate a desire to do something different? You be the judge!

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Telling prospects not to buy the entire package straightaway... is this crazy? Chris explains that while it may initially cost him in commission he also knows that the customer is guaranteed to fail if they buy everything at once. It is all to do with having to deal with too much change. Even when they want to move fast it is best to go in phases. He explains that he wants them to be successful in the long-term as it is a partnership they are building. This is about mutual trust - in his area of expertise and that they are open and willing to work collaboratively. How can you adjust to your customer's best interests? Learn more at: https://linktr.ee/fredcopestake

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Are you a strategist, change agent and decision architect? If you are selling B2B at a senior level you need to be. Douglas shares some of the principles and frameworks he has outlined in his book written as a result of his own sense-making. Sales professionals need to understand the overlapping external, organisational and interpersonal dynamics that present themselves with every opportunity. Genuine strategic conversations with an appreciation of change plus lessons from behavioural economics are the order of the day. A mindset advantage based on understanding likeability, mutuality and objectivity can be used to supercharge success. How can you become a trusted advisor? Learn more at: https://linktr.ee/fredcopestake

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This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is different about selling in the area and what the best companies and salespeople do to adapt. Mohamed is a marketer 'with a twist' and we talk about the importance of tailoring content to suit the target audience. When communicating with customers, it is key they feel the message is for them so language and how it is presented are important. With different nationalities represented in the region, this takes some thinking. Learn more at: https://linktr.ee/fredcopestake

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It was a dumpster fire. This is how a CEO described a salesperson attempting to be a 'challenger' and failing dismally (though the story is fairly amusing). In her role as evangelist for this style of selling Jen Allen takes us through what Challenger is and what it is not. We discuss why such a powerful approach is badly applied so often and what to do to avoid this. Research and respectfully 'second guessing' are the order of the day. Is this you or are you a butthead? Learn more at: https://linktr.ee/fredcopestake

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Are you average or elite?

Antoine shares his thoughts on what salespeople can do to reach the top of their game. He sees 'leading with problems' as a key way of beginning customer interactions to show you are different by having a focus on them.

We talk about what 'personal branding' actually means for a salesperson and what to do about it as well as how elite performers take ownership of their own learning.

Learn more here: https://linktr.ee/fredcopestake

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This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is different about selling in the area and what the best companies and salespeople do to adapt. Yulia shares her experience working as a Sales Coach and we explore how learning can be turned into results. We address the myth of the 'natural born' salesperson and how the deliberate application of things known to work delivers a faster route to success. The key to implementation is not just information. Learn more at: https://linktr.ee/fredcopestake

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Make sure you are relevant. Sales professionals need to be increasingly aware of what they say and do.

This episode gives an overview of the VALUE Framework introduced in the book 'Selling Through Partnering Skills' that encourages salespeople to work with a partnering mindset to develop a more collaborative approach.

In the spirit of practising what we preach the YouTube version tries out new tech that can be used to up the video-selling game.

Check out Fred Copestake Youtube and the Collaborative Selling Scorecard

Learn more at: https://linktr.ee/fredcopestake

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Corina shares how she fell in love with the region and why she dedicates herself to helping others understand the potential of working there and how to do this effectively.

Her advice is to focus on relationships which can be established by seeking a better understanding of people and culture. The key to everything is keeping an open mind.

Learn more at: https://linktr.ee/fredcopestake

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David talks about how selling has evolved in line with technology and how professional salespeople must now adopt more of 'sales sherpa' approach to guide customers on their journey. This starts early and relationships can be front-loaded through the provision of insight using digital media. In the quest to stay top of mind salespeople should remain clear about what they want to communicate and be known for. Check out the cameo role of drumming alter ego D. Fish and think about what your 'propersonal' content will be. How many coins will you commit to having on your desk? Learn more at: https://linktr.ee/fredcopestake

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This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is different about selling in the area and what the best companies and salespeople do to adapt. Anirvan talks about why many Western companies fail when even when great opportunities present themselves. He underlines the importance of relationships and how the region not having a singular culture makes this more complex. Patience is a virtue and this is particularly important when conducting business where personal and professional are so closely entwined. 'Slow down to speed up' is good advice in this area. Learn more at https://linktr.ee/fredcopestake

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"Be yourself" is not always good advice, especially when selling to people unlike you. Ben shares a mental algorithm anyone can use to improve their communication, messaging and storytelling. By blending thinking about trust/patience/stakes/hierarchy it is easier to define what to say and how to say it. It is a way to become the person you need to be in that moment, We talk about how this lends itself to better storytelling and why this is an increasingly hot topic. Ben also provides a simple yet incredibly powerful structure to construct a story to help customers understand the better way. What is your story?

Learn more at https://linktr.ee/fredcopestake

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This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is different about selling in the area and what the best companies and salespeople do to adapt. Zach has worked in 135 countries and shares his experience of selling in the region. He talks about the 'mechanics of sales' and cultural differences that can be faced. His advice is to be constantly aware and able to make the right choices in actions that will build relationships.

Learn more at https://linktr.ee/fredcopestake

Link to Zach's website: https://www.globalsalesmentor.com

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What a time to be in sales! It was already challenging enough and then a new set of challenges develop that sales professionals have to address to stay effective. This podcast explores those challenges and suggests ways salespeople can adapt to stay relevant.

Take the Collaborative Selling Scorecard

Take the Hybrid Selling Scorecard

Learn more at https://linktr.ee/fredcopestake

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Chris has a background that lends itself to effective video making and now occupies a unique place on the sales and content marketing spectrum. He wants to get to the bottom of what works and defines that as professional, not the stuffy corporate efforts that get little or a negative response. Being funny and understanding improv makes a difference, as does being natural and showing a human side. We consider both outbound and inbound activity and the right material for each. But what about selling and Tik Tok? Does it make sense? Learn more at https://linktr.ee/fredcopestake

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Larry is a bundle of energy and positivity intent on a mission to help people get unstuck and not only discover inner greatness but also embrace and live it wholeheartedly. He shares how his Midweek Motivation Minutes have morphed into seven pillars to develop as a person and sales professional. These include storytelling, learning from strikeouts and you are what you eat. We talk about his definition of sales and how to commission breath can be avoided by ceasing to be a 'me-monster' and becoming a 'go-giver'. He outlines his #3MinuteChallenge. Will you take him up on it? Listen to the new episode here: https://linktr.ee/fredcopestake

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This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is unique about selling in the area and what the best companies and salespeople do to adapt. Daoud shares his thoughts and clear passion for sales based on a successful career built on an approach that localises best practices and ensures a strong relationship. Learn more at https://linktr.ee/fredcopestake

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Carles and Marta are studying International Business at NTU and have been working on a project to help fellow students and young professionals recognise how important the ability to sell is in whatever career path is chosen. They reflect on some of the things they have learned, including what has surprised them about how professional salespeople approach the role and the importance of the skills required to achieve this. What have they learned that you could also apply? Listen to the new episode here: https://linktr.ee/fredcopestake

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Harry Spaight wonders whether 'sales is broken' whether it is the tactics used that are driving buyers to avoid contact with salespeople. There is a concern that when they do interact the whole experience is distinctly underwhelming. We can do better. The way we work to understand what value means should be a joy and pleasure to all parties. His approach to selling is based on service (not being subservient) and he illustrates this with the story of his own mission and living on a tropical island. Out of the elements that make selling with dignity possible, have you got the most important? Learn more at https://linktr.ee/fredcopestake

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Simon Bowen is a visual models expert who excels in simplifying complex sales and positioning salespeople as the 'sage'. He explains that by moving from verbal to visual speeds up the process with deeper understanding and an ability to show more tangible outcomes. There has been a shift in markets and sales are changing with those who are able to make the customer feel safe most likely to be the ones with continued success. We talk about the new type of sales funnel where degrees of safety are the new measures as sellers align to the buyers' underlying psychological needs. It is an approach where salespeople must ditch the ego and be prepared to defend their customers. Are you noble enough to accept the challenge?

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Ryan Reisert is much more than 'Just an SDR'. He is thoughtful and uses his methodological approach from a maths background plus research into language and human nature to become an expert in the art of cold calling. Over a successful career, he has developed ways to establish the right mindset and honed techniques for maximum effect. He shares ideas on creating the right mental state as well as skills that uses to improve his strike rate. Does scripting a call make sense? Find out as Ryan shares what works for him and the teams he builds.

Learn more at https://linktr.ee/fredcopestake

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David is the author of the groundbreaking books 'The Science of Selling' and the recently published 'Sell More With Science'. He has pioneered a revolutionary sales approach based on research in neuroscience, social psychology and behavioral economics that has been shown to radically increase sales. He talks about how buying decisions are made and how smart sales people will align their activity accordingly. The elegant yet simple '6 Whys' framework is a fantastic way to understand this and can be transformative when applied correctly. David speaks from a postition of well earned authority havnf reviewed over 500 studies and papers to get greater understanding on the subject. When he says that customers love working like this it has scientific backing as does the question he suggests to force thinking about value. Are you ready to take an unfair advantage using science? Learn more at https://linktr.ee/fredcopestake

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Minson’s life pivots around negotiation. He believes that negotiation is fundamentally human interaction. This means that every conversation happens because people want or need something from one another, whether this is consciously, subconsciously, verbally, or nonverbally. Therefore, he believes it can be synonymous with conversation, persuasion, and conflict resolution. Despite still being a university student, he is purpose driven. He explains that today's world is filled with hate and violence because leaders, groups, and individuals around the world fail to communicate. Or, if they do, it's to manipulate, threaten, or hurt and by teaching the young to negotiate, we can solve the world’s biggest problems decades before they even occur. That is why he’s dedicating his life to teaching, speaking about, and diffusing the art of negotiation. If human conflict is inevitable, and we expect to have tense social, institutional, and political conflict in the future, then why do we have to wait till then to give people the tools necessary to fix them? Whilst what he talks about is relevant in the commercial world it goes way beyond that. Learn more at https://linktr.ee/fredcopestake

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Rachel is a consultant, coach and sales professional who specializes in helping salespeople win more by becoming the best versions of themselves. Having started her career as a creative, she applies design thinking to the craft of sales, and believes that a career in sales is the biggest lever to transformative personal growth. She shares thinking on modernising sales using technology including social media, video and understanding the wider tech stack available to salespeople to professionals. What changes can you make to stay relevant? Learn more at https://linktr.ee/fredcopestake

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Enforced time to reflect has given Adem a remarkable insight in how to turn sales around and use techniques ahead of their time. Can you send a fully tailored proposal to a prospect before you have even met them? He thinks so and shares how with modern technology amazing things are possible to those who want to believe. This thinking is at the forefront of what can be done... though many choose to disbelieve it. Do you? Learn more at https://linktr.ee/fredcopestake

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Will a RevOps hitman have strong opinions? You’ll see. Rob Turley thinks, sees, and understands things differently. He is a disruptor in the sales and marketing space whose opinions are often considered unpopular because they shatter the deepest-rooted paradigms. His life goal is to optimize how we connect and do business at a real and human level.

Rob has dedicated his career to destroying the traditional sales and marketing practices by transforming them into high-precision processes, both effective and optimized.

He talks about cutting-edge AI technology that works as a hyper-targeting and qualification engine that redefines the meaning of having an Ideal Customer Profile (ICP). Is it really possible to identify who will resonate with you, your value proposition, and who will most likely become a best-fit customer before engaging with them?

Key insights include:

Avoid brand damage

People based sales

Certainty and skill

Learn more at https://linktr.ee/fredcopestake

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Jamie has a background steeped in psychology and a fascination in how people think and communicate. He uses this to help salespeople adapt their way of working to be more effective in today's enviroment. Modern techniques must meet established ways of selling to drive success. Can using LinkedIn make a difference to acheiving results? It does if you know how!

Learn more at https://linktr.ee/fredcopestake

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Slow is smooth, smooth is fast. This is one of the adages Paul uses when thinking about how to approach sales and business in general. Prior to entering the private sector he served over a decade in policy and political roles as an assistant to a US Senator which involved being adaptabel, understanding different perspectives and problem solving - much like selling.

Innovation is change and those able to drive that are a valuable resource.

Invariably a focus on the desired outcomes for all parties provides the necessary stimulus.

Learn more at https://linktr.ee/fredcopestake

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Nigel talks about having the right mindset for sales and about how we think being an important part of success. An intention to serve drives our levels of understanding and how we can develop business.

We talk about if being different is enough of a differentiator, and why keeping things simple but effective is often the best approach along with the power of asking why more often.

Does this interview miss anything?

Learn more at https://linktr.ee/fredcopestake

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Salespeople across the world face challenges in all different types of selling. This episode covers the areas in which salespeople can improve and adapt to change.

Learn more at https://linktr.ee/fredcopestake

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Your mind is a like a warehouse in darkness - and Leigh helps shine the light. Most successful salespeople operate with a growth mindset that allows them to learn, develop and better serve their customers. With usually more than one way to do something, it is key to understand where you are and how to progress.

A curiosity about neuroscience, psychology and even quantum physics allows salespeople to think differently. Reflection and practice has an impact on how individuals improve.

How can sales leaders encourage this and drive results?

Learn more at https://linktr.ee/fredcopestake

Connect with Leigh at https://www.linkedin.com/in/leighashton1/

Podcast sponsored by Remaster Media.

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The ‘Selling Through Partnering Skills’ podcast has rebranded and expanded to ‘Sales Today’! Listen for: What salespeople should/shouldn’t be doing

How salespeople can build trust

How content creation can help salespeople

How to use video in selling

How we can improve our digital selling

…and much more!

Learn more about Sales Today and Selling Through Partnering Skills here: https://linktr.ee/fredcopestake

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Tom is passionate about changing the image procurement has, and is on a mission to share information to help alter the current perception. He explains why it is a function that should not be avoided and that by proactivly involving professionals in this area better outcomes can be achieved faster. There are many surprising similarities between Procurement and Sales which Tom throws open to promote better understanding.

There are huge opportunities for a salesperson taking what he describes as a 'refereshing approach'. Will you?

Learn more at https://linktr.ee/fredcopestake

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Much selling today is old fashioned and doesn't work because buyers don't like it. Yet salespeople persist in using these techniques.

Andy explains how this makes even less sense as it many of the practices are unnatural and defines this as 'Selling Out'.

He offers far more effective ways for approaching sales - 'Selling In' built on the far more human pillars of Connection, Curiousity, Understanding and Generosity.

Have you got the mindset and perspective to sell in a way more conducive to modern success?

Learn more at https://linktr.ee/fredcopestake

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Can virtual presentations be better than those delivered in real life? Rob believes they can be... but usually they aren't. Working in this way requires a different understanding of engagement, reading the room and managing technology which, when done well, can have a real impact. To improve in this increasingly important area does not always require radical change as the 62 'micro skills' Rob starts to introduce demonstrate.

Virtual and the use of video offer some excting options for sales professionals that not all will take... will you?

Learn more here: https://linktr.ee/fredcopestake

Podcast sponsored by Remaster Media.

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Todd is a Transpaerncy Nerd, Sales & Science Amalgamator and a Sales Historian so this conversation had plenty of potential... which it certainly fulfilled. After discussing how much of the modern thinking about selling isn't really that new, the talk turned to 'leading with a flaw'.

Behavioural science shows that we can reduce the brain's resistance to ideas by proactively discussing the things we aren't so good at.

The opposite of pretending to be perfect and what many would think sales is all about.

Managing expectations and helping customers make the right decision is at the heart of collaboration.

What can you be more honest about with customers?

Learn more at https://linktr.ee/fredcopestake

Podcast sponsored by Remaster Media.

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Harry and Larry talk about leading customers. That Salespeople are change agents and should think and act as such by challenging the status quo. They know that customers want to do things differently and that it is not always easy for them. They appreciate that the more comfortable they are with change themselves, the easier it it to help customers manage their changes. They talk about change as an opportunity. ARE YOU READY FOR THE NEXT EVOLUTION OF SALES? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers. Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success. The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships It starts with a story about two salespeople who have challenges to face as their world evolves around them. This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy. Buy the book here: linktr.ee/fredcopestake To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/

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In this episode, Harry and Larry reflect on how opportunity management is different to account management, but that there are plenty of similarities. They talk about how it focuses on a specific project or an identified chance to win business and that it is all about information. They see how it is understanding what they know and what they don’t know and that by recognise that there are things they need to understand better, they can take steps to find out and make better decisions. ARE YOU READY FOR THE NEXT EVOLUTION OF SALES? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers. Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success. The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships It starts with a story about two salespeople who have challenges to face as their world evolves around them. This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy. Buy the book here: linktr.ee/fredcopestake To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/

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ARE YOU READY FOR THE NEXT EVOLUTION OF SALES? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers. Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success. The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships It starts with a story about two salespeople who have challenges to face as their world evolves around them. This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy. In this episode, Harry and Larry discuss the essentials for success. These include understanding and selling benefits, prospecting, managing sales calls, writing proposals and presenting live. These activities are still fundamentally the basis for good, solid selling. Buy the book here: linktr.ee/fredcopestake To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/

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Harry and Larry talk about expanding relationships and reach as what they do as professional salespeople. They discuss how expanding a relationship is about starting off on a project, working on some initial opportunities and delivering on those by ensuring the customer enjoys the success they are seeking. ARE YOU READY FOR THE NEXT EVOLUTION OF SALES? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers. Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success. The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships It starts with a story about two salespeople who have challenges to face as their world evolves around them. This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy. Buy the book here: linktr.ee/fredcopestake To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/

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Harry and Larry talk about value selling having been around for a while. However, that does not make it any less important today. As salespeople, they know they must understand what value is but talk about how they can't really know what value is until they work out what it means to the customer. Once this is established, they can share insights and ways of working that are going to help. ARE YOU READY FOR THE NEXT EVOLUTION OF SALES? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers. Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success. The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships It starts with a story about two salespeople who have challenges to face as their world evolves around them. This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy. Buy the book here: linktr.ee/fredcopestake To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/

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Harry and Larry discuss how virtual selling and the associated skills are important for they way they need to work. They talk about how they can operate using the tools and the techniques offered by modern technology. ARE YOU READY FOR THE NEXT EVOLUTION OF SALES? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers. Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success. The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships It starts with a story about two salespeople who have challenges to face as their world evolves around them. This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy. Buy the book here: linktr.ee/fredcopestake To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/

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Matthew talks about how 'being a good guy' makes sense in modern selling. He shares his simple yet highly effective SPC (strategy, people, competition) approach, and discusses how being mission-driven helps avoid being drawn into the day-to-day dramas that can become distracting for salespeople. By avoiding this, better focus can be given to the things that make a difference - including building relationships that add value. Is he right that salespeople perform better when they have a more defined personal life plan? Learn more at https://linktr.ee/fredcopestake

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What is your relationship with money? This can have a huge impact on how you present your prices to customers. As a business coach with a special interest in pricing, Robin encourages people to think about what money means to them - as it affects how they talk about it to customers. He shares strategies to help salespeople become more comfortable with commercial conversations. Developing a better understanding about money helps to make a more frictionless experience for buyer and seller alike. Will you get out of your comfort zone? Learn more at https://linktr.ee/fredcopestake #sales #success #finance #tech

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Jason refers to sales as a 'science experiment'. Not surprising with a former career tagging sharks. Now he helps sales professionals move from order taker to quota breaker by using an approach grounded in empathy and transparency. He speaks about the importance of managing comfort zones and ensuring customers are safe at all times. By assuming the role of a guide rather than wantng to be the centre of attention, salespeople can be more far more effective.

Learn more at https://linktr.ee/fredcopestake and head to jasoncutter.com !

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Is a focus on closing a bit old fashioned? Matt quickly answers that and is clear about what is unprofessional versus what is elite behaviour in selling.

He practices what he preaches with a mission to help salespeople get better at closing, as he believes this is their duty and the best way to serve customers.

His advice of 'do not solve' is surprising but makes sense as he outlines the importance of having the right intent as a sale progresses.

Is he crazy when he talks about having '40,000 brain cells in the heart'? You can be the judge of that.

Connect with Matt and Fred on LinkedIn, and learn more at: https://linktr.ee/fredcopestake

#sales #closing #procurement #modernselling #customerservice

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One size fits all doesn't even work for socks, so it won't in sales.

Steve shares his thoughts on how 'people buy from companies of people' and gives a great example of trust.

He talks about the number of priorites senior executives have and how to affect those.

We also ponder why SEO doesn't work and Swindon won't win the Premiership...

Key insights include: trust is earned, help customers succeed, and making teams work.

Learn more at https://linktr.ee/fredcopestake and connect with Steve at https://www.linkedin.com/in/stevehallsydney/

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Success in sales is about execution – everything else is just talk!

Tibor Shanto emphasises how salespeople need to demonstrate how the 'do' works, rather than jumping on a bandwagon of the next exciting thing.

The customer should be at the centre of the conversation, as the days of 'nudge nudge, wink wink' are behind us.

Indeed, he argues that the Trusted Advisor is also a dated concept in todays networked environment.

Is he right that we are losing the 'art of sales'?

Learn more at https://linktr.ee/fredcopestake

#sales #marketing #salestips #success

Podcast sponsored by Remaster Media.

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Lee is a bestselling author of six books, including Sales Differentiation and Hire Right, Higher Profits.

His latest Sell Different! presents all-new strategies to outsmart, outmaneuver, and outsell the competition.

His take on closing, handiing objections and talking about pain points is refreshing.

Plus he shares the strategic selling opportunity 99.999% of salespeople miss.

Learn more at https://linktr.ee/fredcopestake.

Read the first chapter of Lee's latest book at https://www.salesarchitects.com/selldifferent/

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Chris has had a facetime with his own brain. It is all part of an approach to create awareness in a clever and amusing way. Why? Because he enjoys it and it works. Whether the intention is personal branding or pure lead generation, he has seen the success of using video and having some fun. He talks about creating content to use at a more individual level as well as to a wider audience and how salespeople would be foolish to miss the opportunity video offers.

Learn more from Chris here:

https://share.vidyard.com/watch/3NmRZEewfPTPudjWtcMiu5

https://share.vidyard.com/watch/Ee9jwBargHqcUVeMGvS4wc

https://share.vidyard.com/watch/pBjJo6zziX5znZ6ZMXgnEf

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Sales has changed, and if we don't keep up with it, our potential for failure will increase. In this episode, Fred talks about the challenges of modern selling across three areas: 1. Busy, busy, busy 2. Oldy worldy 3. Muddled mindset, and specifically how you can use partnering skills (PQ) to become more collaborative. Learn more at https://linktr.ee/fredcopestake.

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Creating content makes a difference. This is why Will Aitken is in a new role that intends to 'do some honour to the sales profession'. He was offered this based on the content he produced.

In this episode, he shares how he made this form of communication really work for him when things started to happening and conversations moved on from where he left them... all because of what he was posting.

When customers are booking demos and asking for you in person it shows that this is time well spent. With authenticity, consistency, and elements, Will shares his ideas on getting going in a fast-developing area that sales professionals would do well to understand and embrace.

Connect with your host Fred Copestake at https://linktr.ee/fredcopestake.

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Niraj talks about his crimes against human rights and his disappointment in the actions of salespeople. However, he is neither really a tyrant or negative person and shares his enthusiasm for good selling. Listen for solid advice on how to make a positive impact on customers with a mindset to serve the person.

Key insights include: No magic dust, Considered communication, and Business is relationships.

Connect with Niraj Kapur on LinkedIn, and with Fred Copestake at https://linktr.ee/fredcopestake.

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Mark says it is a shame we even have to talk about trust in sales, and maybe we do as salespeople might not actually trust themselves. Yet building trust is key, not least because a higher degree of trust often leads to a lower need to negotiate. Salespeople need to get ahead of the game as customers don't buy things for today.

Key insights include: Trust is currency of business, Doing damage to your reputation, and Go three levels deep.

Connect with Mark on LinkedIn, and with your host Fred Copestake at https://linktr.ee/fredcopestake.

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Gabrielle explains what a 'SaaStress' is then uses the associated mystical powers to deliver an episode packed full of value.

Beginning with a two-stage approach to building, we then go on a magical tour of what good selling entails with some great advice on internal relationships. The conversation turns to management - and if 'hippy dippy' is the right way to describe the approach then more managers need to take an interest in this!

Key insights include: reporting first = reporting best, be present in the moment, and 'recognise, respond, react'.

Connect with Gabrielle on LinkedIn, and with your host Fred at https://linktr.ee/fredcopestake.

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Justin Leigh shares key elements of his INSPIRE model, including how to build relationships FAST with new people and why modern sales success needs BOLD thinking. Mindset plays a key element and salespeople need to feel that deserve to be infront of customers. Leading with insight can help remove the unintentional blinkers and prove to be the real point of differentiation. Connect with Fred at linktr.ee/fredcopestake, and visit Justin on LinkedIn! Podcast sponsored by Remaster Media.

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Rajiv 'RajNATION' Nathan takes time out from his Rap-preneur and MC duties to share his thinking on how salespeople can be more effective.

A big fan of storytelling, Raj explains a structure that can be used to explain what you do from a customer's perspective.

He talks about how #video is a great way to convey #sales messages and how customers can be primed to ask your #competitors questions that make you look good!

Connect with Fred at linktr.ee/fredcopestake

Connect with Raj on LinkedIn

Head to www.startuphypeman.com/fred-copestake to get your free pitch guide!

Podcast sponsored by Remaster Media.

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Salespeople can be successful by: - Talking to me about industry challenges in my market and finding out more about the current challenges. - Deciding before they sell to me, will it fit... and be brave enough to say "you know what... I can’t help you, but let’s stay in touch." - If they do can help me, get me the best deal first time, with a solution to fix my problem and do it right first time.

Podcast sponsored by Remaster Media.

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Sam Dunning explains why the discovery phase is his favourite part of the sale, and shares his approach to making this a solid foundation for what will follow.

Agreements made and information shared at this stage can be used throughout the process and when used alongside tools like Mutual Action Plans can have a positive impact on selling.

Many of his lessons are hard earned and his story of how he sold LinkedIn is not to missed!

Key insights include: use an upfront contract, search for a trigger event, and agree deliverables.

Connect with Sam and Fred on LinkedIn!

Podcast sponsored by Remaster Media.

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In this episode, Scott Wilson-Benner and I explore the mistakes salespeople often make, including:

The 'Best Price Pitch. - If you’re going to give me a price, give me the price!
The Con - Exaggerating a situation to sell a product.
The Condescending Pitch. - I have this product, have you heard of it.. no.. well then you’re an idiot. You must buy this now.

'If they get past the first three, the next challenge most never ask themselves is will their product solve my problem, do I have a problem? Does the product fit? What are my aims? Will it add value?'

Connect with Scott and Fred on LinkedIn!

Podcast sponsored by Remaster Media.

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The role of the IT Director and associated challenges are based around * Mentoring the IT team, ensuring we continue to deliver value to the business. * Strategic business planning and IT planning, including budgeting. * Analysing new sectors and legislative changes for opportunities to build new solutions for our clients. * Ensuring the ongoing security, stability and efficiency of IT systems through the support function. * Ensuring the ongoing delivery of services, client and internal projects through the development function

Podcast sponsored by Remaster Media.

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Ian uses his front row seat in selling to share his thoughts on what works in selling and the thread that runs winning through sustainable, profitable business.

He highlights how we can move from confrontational to collaborative to be more successful, and talks about about how humility can be a key component of any sales activity.

Connect with Ian on LinkedIn, and with your host Fred Copestake at linktr.ee/fredcopestake.

Sales Today: Recent Episodes

Fred Copestake