Sales Today

Dave is all about partnerships & collaboration. He explains they are not only of one the most enjoyable ways to work, but they push things forward in the most effective way.

We talk about what makes a collaborative mindset and how focus on a greater good plus honesty are key factors.

But effective collaboration does not happen by accident so systems/process/checks are also important.

It is interesting how knowledge is something that you can give away yet retain it and we wonder why people don't share more.

Inevitably the conversation turns to lead generation and business development and how effective collaboration is far greater than the sum of its parts, creating an impactful ecosystem where everyone benefits.

Do you think like a partner and make the most of the opportunities it can bring?

Learn more at: https://linktr.ee/fredcopestake

Jon understands how stand-up comedy works and brings this to the world of sales. The best comedians make it about their audiences and trigger their emotions.

By discussing relatable topics - and highlighting common truths about life's struggles (like marriage, dating, raising kids or smelly socks) - comedians are able to capture and hold their audience's notoriously-hard-to-capture attention.

Customers (or 'micro-audiences') are no different. A single joke (or 'humour') that highlights a problem a salesperson solves can grab attention, shine a light on a challenge, trigger an emotional reaction, and make them more credible and memorable. This helps them to start new conversations across various outreach channels.

Can you convert pain to punchlines to pipeline?

Learn more at: https://linktr.ee/fredcopestake

Wesleyne is a 'recovering chemist' who transitioned into an international sales manager leading teams of technical sales reps so understands the challenge of that role. She now focuses on helping others in Science, Technology, Engineering and Manufacturing succeed in selling.

We discuss what makes this type of sale different and how technically minded people can adapt. It can be hard to articulate to the customer what they need to understand especially when the information required is different to what a salesperson is comfortable talking about.

But is this challenge unique to STEM industries?

Learn more at: https://linktr.ee/fredcopestake

Ben is back! This time with his coaching hat on to elicit a story from Fred. After a reminder of why the method is so powerful, he explains the process and then uses it in real life signposting the stages. Is Fred clear on his customers? What is the old way and what has changed? Can he create a deep enough subconscious shift to stimulate a desire to do something different? You be the judge!

Telling prospects not to buy the entire package straightaway... is this crazy? Chris explains that while it may initially cost him in commission he also knows that the customer is guaranteed to fail if they buy everything at once. It is all to do with having to deal with too much change. Even when they want to move fast it is best to go in phases. He explains that he wants them to be successful in the long-term as it is a partnership they are building. This is about mutual trust - in his area of expertise and that they are open and willing to work collaboratively. How can you adjust to your customer's best interests? Learn more at: https://linktr.ee/fredcopestake

Are you a strategist, change agent and decision architect? If you are selling B2B at a senior level you need to be. Douglas shares some of the principles and frameworks he has outlined in his book written as a result of his own sense-making. Sales professionals need to understand the overlapping external, organisational and interpersonal dynamics that present themselves with every opportunity. Genuine strategic conversations with an appreciation of change plus lessons from behavioural economics are the order of the day. A mindset advantage based on understanding likeability, mutuality and objectivity can be used to supercharge success. How can you become a trusted advisor? Learn more at: https://linktr.ee/fredcopestake

This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is different about selling in the area and what the best companies and salespeople do to adapt. Mohamed is a marketer 'with a twist' and we talk about the importance of tailoring content to suit the target audience. When communicating with customers, it is key they feel the message is for them so language and how it is presented are important. With different nationalities represented in the region, this takes some thinking. Learn more at: https://linktr.ee/fredcopestake

It was a dumpster fire. This is how a CEO described a salesperson attempting to be a 'challenger' and failing dismally (though the story is fairly amusing). In her role as evangelist for this style of selling Jen Allen takes us through what Challenger is and what it is not. We discuss why such a powerful approach is badly applied so often and what to do to avoid this. Research and respectfully 'second guessing' are the order of the day. Is this you or are you a butthead? Learn more at: https://linktr.ee/fredcopestake

Are you average or elite?

Antoine shares his thoughts on what salespeople can do to reach the top of their game. He sees 'leading with problems' as a key way of beginning customer interactions to show you are different by having a focus on them.

We talk about what 'personal branding' actually means for a salesperson and what to do about it as well as how elite performers take ownership of their own learning.

Learn more here: https://linktr.ee/fredcopestake

This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is different about selling in the area and what the best companies and salespeople do to adapt. Yulia shares her experience working as a Sales Coach and we explore how learning can be turned into results. We address the myth of the 'natural born' salesperson and how the deliberate application of things known to work delivers a faster route to success. The key to implementation is not just information. Learn more at: https://linktr.ee/fredcopestake