Sales Today
249 episodes - English - Latest episode: 4 days ago -‘What a time to be in sales’
People say this various times in many different ways – excited, exasperated, worried, pessimistic, optimistic, happy, sad, confused – the whole range of human emotions.
This is an exciting time to be in sales, if you are selling B2B complex solutions. It’s a time when you can bring huge value to your customers; it’s a time to thrive. But you need to know how, as it is a time unlike any before. The rules have changed and as a sales professional you can have a hand in redefining how the game is played.
Challenges salespeople face are:
· ‘Busy Busy Busy’ – being ineffective; it results in wasted opportunities, is tiring and stressful and means the focus is on the wrong activities to deliver results
· ‘Olde Worlde’ – being old-fashioned; when salespeople are self-centred rather than customer-focused, too technical in their approach or use bad techniques better suited to a bygone era of selling
· ‘Muddled Mindset’ – being misaligned; it can happen at organisation, management and individual level and the confusion leads to frustration and wasted effort.
By using a more collaborative approach salespeople can make a difference and sales can become a force for good and fight against the negative image it can often be associated with.
The Sales Today podcast explores how sales professionals can adapt and futureproof themselves by using the best practice shared by host Fred Copestake and the guests of the show.
What a time to be in sales!
Host Fred Copestake is Founder of Brindis, a sales training consultancy, and bestselling author of 'Selling Through Partnering Skills' and 'Hybrid Selling'.
Connect with Fred on LinkedIn, Facebook, Instagram and Twitter.
www.linktr.ee/fredcopestake
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Episodes
Make selling simple!
July 18, 2024 04:30 - 35 minutes - 32.9 MBWhat 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. ...
Building a sales model based on transparency
July 11, 2024 04:30 - 32 minutes - 30.1 MBWhat 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 eth...
SquiggleThink: Dream team! Creating a cohesive sales and marketing unit
July 04, 2024 04:30 - 31 minutes - 28.8 MBWant 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 ...
SquiggleThink: Leveraging tools and platforms in sales and marketing
June 27, 2024 04:30 - 42 minutes - 39.5 MBHave 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. ...
SquiggleThink: Crafting communications that connect
June 20, 2024 04:30 - 38 minutes - 35.6 MBJoin 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 messag...
SquiggleThink: How a partnering approach works in B2B sales
June 13, 2024 04:30 - 36 minutes - 33.7 MBWhat 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 go...
SquiggleThink: AI's role in shaping sales and marketing
June 06, 2024 04:30 - 46 minutes - 43.7 MBCan 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 meth...
SquiggleThink: Navigating the modern B2B buying journey
May 30, 2024 04:30 - 32 minutes - 29.8 MBWelcome 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 ...
Ethical selling: How to influence elegantly
May 23, 2024 04:30 - 33 minutes - 31.3 MBWe 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 di...
Why selling is all about innovation
May 16, 2024 04:30 - 31 minutes - 27.8 MBHave 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 revolutionisin...
Sell more wtih stories
May 09, 2024 04:30 - 45 minutes - 41.8 MBIn 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 strategi...
Fire sales managers who don't coach!
May 02, 2024 04:30 - 34 minutes - 28.2 MBDo 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 co...
Manufacturing sales - the missing process?
April 25, 2024 04:30 - 31 minutes - 29.3 MBEver 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 presentat...
Negotiation - are crisis techniques right for business?
April 18, 2024 04:30 - 37 minutes - 35.8 MBWhen 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 ...
Stand out in your selling
April 11, 2024 04:30 - 35 minutes - 32.7 MBGrowing 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 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 th...
Is how you sell killing your brain?
April 04, 2024 04:30 - 35 minutes - 33 MBDiscover 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 ...
How to improve your sales presentations instantly
March 28, 2024 04:30 - 25 minutes - 24 MBHave 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?' techn...
Why your sales presentations don't work
March 21, 2024 04:30 - 24 minutes - 22.9 MBEver 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 bl...
Have virtual selling skills improved?
March 14, 2024 04:30 - 34 minutes - 31.8 MBJoin 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 clie...
How do salespeople annoy buyers?
March 07, 2024 05:30 - 36 minutes - 34 MBToday 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 involve...
How to build a modern sales blueprint
February 29, 2024 05:30 - 22 minutes - 18.7 MBJoin 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...
The Sellers Journey - how to navigate buyer experience
February 22, 2024 05:30 - 41 minutes - 36.4 MBEver 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 recogn...
How most sales are the same
February 15, 2024 05:30 - 38 minutes - 33.5 MBHave 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 ...
A future in sales - from SDR to the next level
February 08, 2024 05:30 - 33 minutes - 29.5 MBIn 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,...
Trade show domination - tips and tricks for maximum ROI
February 01, 2024 05:30 - 35 minutes - 33.1 MBHave 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, ...
Hiring salespeople that stick
January 25, 2024 05:30 - 36 minutes - 31.8 MBListen 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 sati...
Making cold calling easy (using UPSP and G-TWO)
January 18, 2024 05:30 - 34 minutes - 30.4 MBWhen 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. Col...
Why 'discovery' has most impact on sales success
January 11, 2024 05:30 - 32 minutes - 30.5 MBDo 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 per...
Why may customers hate talking to you?
January 04, 2024 05:30 - 31 minutes - 30 MBHave 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 credibil...
The universal principles of sales - applied
December 28, 2023 05:30 - 31 minutes - 27.2 MBHave 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 genui...
Win more business with collaborative selling
December 21, 2023 05:30 - 33 minutes - 30.4 MBWelcome 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 th...
(Un)selling - sell more by being unconventional
December 14, 2023 05:30 - 32 minutes - 27.3 MBIn 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 attent...
Habits to drive success in sales (and life)
December 07, 2023 05:30 - 28 minutes - 27.4 MBHow 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...
How to win more business with a modern sales blueprint
December 01, 2023 10:56 - 19 minutes - 18.3 MBIn 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, identi...
Developing the sales team of the future
November 23, 2023 05:15 - 33 minutes - 30.8 MBWhat 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...
Ethical selling: Benefits explained and myths busted
November 16, 2023 05:15 - 12 minutes - 12 MBIs 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...
Ethical selling: Managing your mindset
November 09, 2023 05:15 - 35 minutes - 33 MBWelcome 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 busines...
Ethical selling: Winning new business
November 02, 2023 04:15 - 32 minutes - 27.2 MBJoin 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 ...
Ethical selling: Developing character
October 26, 2023 04:15 - 37 minutes - 32.7 MBJoin 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. W...
Ethical selling: Prospecting (An SDR view)
October 19, 2023 04:15 - 34 minutes - 32.8 MBJoin 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 ...
Ethical selling: The Sellers Code
October 12, 2023 04:15 - 35 minutes - 30.5 MBJoin 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,...
The Secret Weapon of Sales: Superior Language Skills
October 05, 2023 04:15 - 34 minutes - 32 MBAre 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...
Invisible PR - the hidden secret to sales success
September 28, 2023 04:15 - 28 minutes - 26.5 MBGet 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 als...
Selling... the essentials for success
September 21, 2023 04:15 - 36 minutes - 32.8 MBJoin 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 enviro...
Using Mutual Action Plans to drive your sales
September 19, 2023 04:15 - 23 minutes - 21.9 MBGet 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 conce...
How being coachable makes you valuable
September 14, 2023 04:15 - 29 minutes - 26.5 MBJoin 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. B...
Why sales coaching works!
September 07, 2023 04:30 - 35 minutes - 32.6 MBJoin 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...
Four 'whys' every prospect must ask and answer
August 31, 2023 04:30 - 35 minutes - 32.4 MBListen 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...
Avoiding mistakes that can kill sales
August 28, 2023 04:30 - 15 minutes - 14.2 MBGet 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. ...
Three stories to help you sell more
August 24, 2023 04:30 - 31 minutes - 29.7 MBJoin 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 people, companies, and services that effectively demonstrate why someone should trust and buy from them. We explore why many companies often struggle with this and how story-driven marketing can be a powerful tool to connect...