DON'T Cold Call! Clare O'Shea and Fred Copestake discuss the importance of prospecting, and the significance of research and planning - developing from 'cold', to warm, to hot.

DON'T Cold Call!

'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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'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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