Sales Today
237 episodes - English - Latest episode: 5 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
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 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 exper...
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...
Retrain your Brain & Sell More
August 17, 2023 04:30 - 40 minutes - 36.8 MBJoin 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...
Why C-suite execs love salespeople
August 10, 2023 06:51 - 40 minutes - 36.2 MBAre 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...
Stop selling widgets and start selling wisdom
August 03, 2023 04:30 - 33 minutes - 30.6 MBAre 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 ac...
Stop sellng widgets and start selling wisdom
August 03, 2023 04:30 - 33 minutes - 30.6 MBAre 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 ac...
Unlocking Sales Methodology and Process Mastery
July 27, 2023 04:30 - 36 minutes - 33.2 MBJoin 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 conversat...
Cracking the Code of Sales Prospecting
July 20, 2023 04:30 - 33 minutes - 31 MBGear 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 b...
How C-level execs engage their audience
July 13, 2023 04:30 - 31 minutes - 28.8 MBYou 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 avoid...
What is win-loss analysis?
July 06, 2023 04:30 - 37 minutes - 34.1 MBFor 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...
Sell better by combining AI and neuroscience
June 29, 2023 04:30 - 36 minutes - 32.9 MBSome 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 ...
5 components to close sales faster
June 22, 2023 04:30 - 43 minutes - 38.2 MBWhat 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 res...
Social selling hidden secrets
June 15, 2023 04:30 - 36 minutes - 33.5 MBNot 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 ble...
Negotiation using a SMARTnership approach
June 08, 2023 04:30 - 41 minutes - 38.5 MBContrary 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, in...