Sales Today

Join us for a discussion with Jo Britton, a neurosculpting coach, where we explore how sales professionals can leverage neurosculpting for winning businesses.

We unpack the vital role change plays in sales and how our brains are wired to respond to it.

Jo discusses the brain's hierarchy, its prediction scripts and patterns, and the impact of emotions on decision-making.

We reveal how understanding this brain wiring can help salespeople effectively lead customers and enhance their leadership skills.

Listen in as we examine the significance of emotional intelligence and its influence on sales motivation.

We talk about the SCARF model and how it can be used to minimise a sense of threat and maximise the sense of reward.

You'll learn how basic listening skills, asking questions, and soliciting opinions can enhance a prospect's sense of status.

We caution against the dangers of the 'condescending pitch' and highlight the need for sensitivity when discussing pain points to avoid backfiring.

We also discuss how our brains form patterns and predictions based on our past experiences and shed light on how neurosculpting can rewire and optimise brain performance, how fear can increase our neuroplasticity, and how to create empowering scripts and patterns to replace unhelpful ones.

We close with a reflection on the power of neurosculpting and its potential for sales professionals to achieve better results.

So, tune in and get ready to transform your sales approach

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

(0:00:00) - The Power of Change in Sales

(0:15:30) - Understanding Emotional Intelligence and Sales Motivation

(0:27:00) - Optimising Brain Patterns for Success

(0:39:40) - Collaborative Selling Scorecard on Sales Today Podcast

--------- EPISODE CHAPTERS & SUMMARIES ---------

(0:00:00) - The Power of Change in Sales (14 Minutes)

We explore how sales professionals can use neurosculpting to develop a modern approach to winning business. We discuss the importance of change in sales and how brains are wired to respond to it. We cover the hierarchy of the brain, the prediction scripts and patterns that help us navigate the world, and how emotions play a role in decision-making. We also discuss how understanding how the brain is wired can help salespeople lead customers and use leadership skills.

(0:15:30) - Understanding Emotional Intelligence and Sales Motivation (12 Minutes)

We examine the importance of emotional intelligence and its role in sales. We discuss the scarf model and how we can use it to minimise a sense of threat and maximise the sense of reward. We explore how sales professionals can use basic listening, asking questions, and asking for opinions in order to increase their prospect's sense of status. We also discuss the dangers of the 'condescending pitch' and how it can threaten someone's sense of identity. Finally, we emphasise the need for sensitivity when discussing pain points in order to avoid backfiring.

(0:27:00) - Optimising Brain Patterns for Success (13 Minutes)

We examine how our brains form patterns and predictions based on our past experiences. We discuss how to use neurosculpting to rewire and optimise brain performance and how fear can increase our neuroplasticity. We also explore how to create empowering scripts and patterns to replace unhelpful ones by using the left and right hemispheres of the brain and anchoring them into the body.

(0:39:40) - Collaborative Selling Scorecard on Sales Today Podcast (1 Minutes)

We explore the power of neurosculpting and how sales professionals can use it to get better results. We emphasise the importance of changing our sales approach and how emotional intelligence plays a key role. We also examine how our brains form patterns and predictions and how to use neurosculpting to rewire and optimise our brains.

Follow Jo

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

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtube.com/@FredCopestake

Are you eager to get inside the minds of C-Suite executives and understand what drives their buying decisions?

This episode we are joined by Jacques Sciammas who has dedicated his career to understanding and conveying the needs of customers to salespeople.

Jacques provides a deep-dive into the world of selling to C-suite level, underlining the importance of understanding the goals, strategies, and KPIs of individual executives.

We explore the art of crafting a proposal that speaks the language of the executive and radiates confidence - a crucial element for earning the respect of C-suite buyers.

Jacques shares his experience on offering new perspectives as a way to prove value, and also delves into the concept of 'compelling events' - external necessities that drive the strategic decisions within a company.

These insights into the buyer's motivations are invaluable for salespeople looking to make an impact.

To top it all off, we delve into the heart of the sales process - the conversation. Jacques shares his tips on identifying the challenges that buyers face and how to use these insights to tailor a personalised approach.

The episode shows the importance of demonstrating the value of your offer and maintaining open communication throughout the sales process.

This is not just about selling - it's about fostering effective and lasting customer relationships.

EPISODE CHAPTERS ---------

(0:00:00) - Selling to C-Suite

(0:14:04) - Salespeople Understanding Executive Perspective

(0:28:34) - Compelling Events

(0:39:26) - Pleasure and Gratitude in Sales Conversation

EPISODE CHAPTERS WITH FULL SUMMARIES ---------

(0:00:00) – Selling to C-Suite (13 Minutes)

Jacques Sciammas who has spent his time helping salespeople understand what buyers actually want, joins me to discuss the importance of understanding the C-suite. We explore the need to take calculated risks and the value of doing research to understand the individual C-suite executive's goals, strategy, and KPIs. We also talk about the importance of focusing on the company, brand, and customers before personal gain. Jacques provides valuable insight into the world of selling to C-Suite.

(0:14:04) - Salespeople Understanding Executive Perspective (14 Minutes)

We explore how having a proposal tailored to the language of the executive is key to a successful meeting and how salespeople must come into the meeting with confidence in order to ensure that the executive views them as an equal. We also discuss how salespeople can offer new perspectives and advice in order to demonstrate their value.

(0:28:34) - Compelling Events (11 Minutes)

Jacques discusses the importance of understanding what motivates buyers and how salespeople can use that knowledge to their advantage. We explore the concept of a 'compelling event' that is an external requirement for a company to continue operations and how salespeople can demonstrate their value by being aware of external factors that may affect their customer's business. We also discuss how to prioritise investments when internal and external requirements must be taken into consideration, and how salespeople can make an impression on executives by being aware of the current climate.

(0:39:26) - Pleasure and Gratitude in Sales Conversation (1 Minutes)

Jacques shares his tips on how to identify the issues that buyers are facing and use those insights to craft a personalised approach that will resonate with them. He also provides advice on how to communicate with buyers in a way that helps them understand the value of what you have to offer, and how to keep the conversation going throughout the sales process. The importance of collaboration in sales is also discussed, and how to leverage it to create effective customer relationships.

Follow Jacques

https://www.linkedin.com/in/jacques-sciammas/

https://sellingtoexecutives.com

[email protected]

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtube.com/@FredCopestake

Are you tired of the same old sales strategies, the endless chase after numbers, the mismatch between what you offer and what your buyers expect? Do you want to elevate your connections and accelerate pipeline conversions? Then you're in the right place. This episode invites you into the world of 'story selling' with sales leadership expert, Bernadette McClelland. She discusses the essence of story selling and its profound impact on augmenting connections and accelerating conversions. Drawing from her vast experience Bernadette lays out this philosophy to deepen customer relationships in today's connection economy. Bernadette pushes the boundary and motivates sales professionals to shift their mindset and disrupt their buyers' thinking. Reflecting on the evolution of economies and buyer expectations, she discusses how salespeople need to break away from the conditioned way of selling. She delves into the pressing need to align with the buyer's story rather than merely selling. Additionally, she highlights the benefits of adopting a coach approach to better understand your buyers, equipping you to be better prepared for each conversation.

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

(0:00:00) - Story Selling in Modern Sales Approach (0:11:52) - Shift and Disrupt (0:20:25) - Shifting Sales Mindset and Sales Approach

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:00) - Story Selling in Modern Sales Approach (12 Minutes)

Bernadette McClelland discusses a concept of story selling, which is a philosophy rather than a methodology, and looks to augment existing methodologies such as spin, challenger, and MET.

The story selling philosophy is beneficial for sales professionals as it helps to elevate their connections and accelerate their pipeline conversions.

(0:11:52) - Shift and Disrupt (9 Minutes)

We discuss how salespeople need to move away from the conditioned way of selling and shift and disrupt their buyers' thinking.

We explore the evolution of different economies, from the hunter-gatherer to the industrial economy and the knowledge economy, and how we are now in the connection economy.

We also consider the statistics that only half of businesses are making their numbers, as well as the mismatch between what salespeople are offering and what buyers are expecting.

Finally, we reflect on how salespeople need to move away from simply selling and look to shift and disrupt the customer's thinking in order to make an impact and create a successful business.

(0:20:25) - Shifting Sales Mindset and Sales Approach (12 Minutes)

We discuss the need to give ourselves permission to think and how this can be beneficial for brain health.

We also explore how drawing on flipcharts or using talk tracks can help salespeople challenge their buyers more effectively.

We emphasize the importance of tapping into a coach approach to understanding buyers' stories and priorities and how this can help us become better prepared for conversations.

Follow Bernadette

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

https://shiftanddisrupt.com/

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 Paul Fuller, CRO at Membrain, unravels the differences between a sales methodology and a sales process.

Discover how sales methodology is all about the collection of skills and conversations necessary to engage the customer and move them forward, while the process is about the order of steps that leads the customer to the best outcome.

Get a glimpse into Membrain, a unique CRM that lets you craft your tools around your sales methodology.

In our engaging conversation, we also explore the importance of balancing automation and effectiveness in the sales process.

Paul shares his insights on the value of weekly sales reports for self-reflection and improvement, and how adherence to a well-established process can foster impactful creative work.

Listen in for some top-notch sales tips, from creating pauses in your sales process to the use of scorecards and the value of preparation.

Don't miss this opportunity to elevate your sales game

EPISODE CHAPTERS ---------

(0:00:00) - Exploring Sales Methodology and Process

(0:14:36) - The Balance Between Automation and Effectiveness

(0:29:31) - Best Sales Tips

CHAPTERS SUMMARIES ---------

(0:00:00) - Exploring Sales Methodology and Process (15 Minutes)

Paul explains the difference between a sales methodology and a sales process.

A sales methodology is the collection of skills and conversations required to engage the customer and help them move forward, while a process is the order of steps needed to help the customer get the best outcome.

We also discuss Membrain, a CRM that enables users to craft their tools around a sales methodology.

(0:14:36) - The Balance Between Automation and Effectiveness (15 Minutes)

Paul shares his experience with the weekly sales report and how it can help provide self-reflection and an opportunity to improve.

We explore the importance of process and methodology when it comes to sales, and how it can help drive repeatable success.

We learn about the importance of not just having our own way and how submitting to an established process can help build impactful creative work.

We also discuss how those who learn the process and methodology and then innovate on it are the ones that make the most impact.

(0:29:31) - Best Sales Tips (6 Minutes)

We discuss how to create pauses in a sales process, from taking the time to write out a value statement, to using scorecards to qualify and disqualify prospects, to having pre-call planning meetings, to challenging yourself to be the best.

We also share how to be thoughtful in your process, from being transparent about methodologies to being prepared for customer enquiries.

Follow Paul

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

https://www.membrain.com/

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtube.com/@FredCopestake

Gear up to learn tried-and-true sales prospecting strategies and discover how to overcome challenges in this episode!

Collin Mitchell, VP of Sales at Leadium, offers his expert advice and insights into what it takes to succeed in sales organisations.

We dive into the world of data, exploring its crucial role in prospecting, and caution against relying solely on AI, emphasising the irreplaceable value of human interaction.

Collin underscores the importance of business acumen, urging salespeople to understand their prospects' problems fully before making contact.

We also delve into the delicate art of crafting engaging messages for outbound marketing campaigns.

Collin shares his wisdom on tailoring messages to the audience, keeping it concise to hold attention, and encourages the shift from booking meetings to starting conversations.

We highlight the importance of testing and optimising outbound campaigns, and Collin weighs in on the effectiveness of the SDR and BDR models.

He provides keen insights on the potential advantages of outsourcing these teams.

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

(0:01:01) - Sales Prospecting Strategies and Challenges

(0:14:55) - Effective Messaging in Outbound Outreach

(0:23:30) - Power and Challenges of Personalisation

(0:32:10) - Sales Transformation Podcast and Daily Sales Management

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:01:01) - Sales Prospecting Strategies and Challenges (14 Minutes)

We explore the importance of prospecting and discuss the fundamentals of what sales organisations need to do to have success. We emphasise the need for good data and how AI can't always replace human connections. We also emphasise the need for business acumen for salespeople to be successful when reaching out to prospects. Finally, we stress the importance of preparation and understanding the problems of prospects before reaching out.

(0:14:55) - Effective Messaging in Outbound Outreach (9 Minutes)

We focus on the importance of crafting effective messaging in outbound marketing campaigns. We discuss the need for personalising and customising messages based on what is known about the audience, and how to ensure that messages are concise and grab attention. We also stress the importance of testing and optimising outbound campaigns and changing the mindset from booking meetings to starting conversations. Finally, we explore the effectiveness of the SDR and BDR model and discuss the benefits of outsourcing SDR and BDR teams.

(0:23:30) - Power and Challenges of Personalisation (9 Minutes)

We discuss how taking the time to research the target customer can result in more effective messaging and how using the right tools can help to personalise messages at scale. We also talk about the importance of understanding the customer's market, pain points, and technologies to help create messaging tailored to them. Finally, we explore the debate between writing individual messages or using a combination of research and tools to create personalised messages.

(0:32:10) - Sales Transformation Podcast and Daily Sales Management (1 Minutes)

We discuss the importance of having a great team and a routine to manage your daily activities when it comes to sales. We emphasise the need for having a support system, as well as the tools and resources that can help you to personalise and customise your messaging.

Follow Collin

https://www.leadium.com/resources/podcasts/sales-transformation

http://leadium.com/

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

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtube.com/@FredCopestake

You can have the best idea, product, or message in the world, but unless you can communicate in a way that 'wows' your audience, you may as well not bother!

Susie Ashfield shares advice including the 'Golden Rule' she uses with executives to help them becoming more engaging and indeed stop alienating people they are trying to impress.

We talk about the annoying habit of 'dumbing up' presentations and how to best answer "What do you do?" questions.

Many mistakes can be avoided when we think about what it is we are trying to communicate and do it in the clearest and simplest terms we can.

Yet many people will over complicate their message in an attempt to look clever.

Are you talking about what you want or what the audience needs to hear?

Take the Scorecard

Connect with Susie on LinkedIn / website

For sales teams, win-loss analysis is the practice of capturing and analysing the reasons why you win and lose sales opportunities.

It's like 'video day' for sports professionals.

Great teams use film to review past performance (their own and their competitors) to uncover ways to improve performance in the future and increase the probability of success.

Cam England explains how win-loss analysis is the process of going back and looking at past wins and losses to uncover the trends and insights that can influence future success rates.

Effective win-loss analysis helps companies identify and prioritise critical product gaps, enhance sales training and messaging, improve marketing effectiveness, and foster strategic alignment.

Yet not many sales teams are set up to do this and miss out on learning the vital information that could make difference.

How would you benefit by knowing what your customer actually thinks?

Take the Scorecard

Connect with Cam on LinkedIn

Free win-loss interview

Some salespeople will miss out.

That is the bold prediction of Moeed Amin and it's hard to argue with his reasoning.

This thinking is based on experience plus a now habitual use of AI to take it to the next level.

Our conversation turns from using these tools not just in sales to all parts of life.

A deliberate plan to become increasingly comfortable with the technology and reap the rewards.

By using this assistance we improve not just our productivity (3 hours research in 30 mins) but also the value we can bring to customers by 'helping them see round corners'.

But will these benefits just become table stakes?

Take the Scorecard:

Connect with Moeed on LinkedIn

Link to Website

What do the top 1%ers do to win more business?

Doug C Brown has studied this and shares the five key elements that anyone can do to be more successful.

We discuss talking to the actual buyer and saving precious time that can be wasted when 'happy ears' are listening to the wrong person.

We also speak about the importance of building a relationship on trust/respect/liking (in that order).

Some potential customers may have a problem that they don't actually want to resolve or that the salesperson fails to talk about by missing the 'human ROI'.

Indeed the opportunity may not big enough for them to bother addressing.

Are you asking the right questions to move sales forward.

Take the Scorecard:

Connect with Doug on LinkedIn

Not generating enough quality leads from your LinkedIn efforts?

Sam Rathling is uniquely placed to help B2B sales professionals build sales pipeline by leveraging her background in Enterprise selling and Corporate Sales and sharing how to use Sales Navigator.

We talk about the fundamentals of using the platform and how many salespeople get caught out by self-centred or misguided centralised marketing driven activity.

A personal brand does make a difference and carefully blended content and engagement makes a valuable addition to a salesperson's toolbox.

Many of the tools and techniques such as video and voice notes are underused, so giving an opportunity for individuals to stand out.

LinkedIn is a data rich site and with the right knowhow outbound prospecting can receive a huge boost.

Are you missing a trick by not learning what good social selling looks like?

Take the Scorecard:

Connect with Sam on LinkedIn