Sales Today

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in the digital age, where buyers now hold the power of information, and contemplates how AI could either exacerbate outdated sales methods or enhance the human connection within sales through better research and personalisation.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

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

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

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

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.

Follow Matt

https://www.linkedin.com/in/matt-b-6111aa44/

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

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.

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtube.com/@FredCopestake

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

Follow me

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Take the Scorecard

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Watch this episode on YouTube

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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

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtube.com/@FredCopestake

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

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtube.com/@FredCopestake

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

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtube.com/@FredCopestake