Sales Today

Make sure you are relevant. Sales professionals need to be increasingly aware of what they say and do.

This episode gives an overview of the VALUE Framework introduced in the book 'Selling Through Partnering Skills' that encourages salespeople to work with a partnering mindset to develop a more collaborative approach.

In the spirit of practising what we preach the YouTube version tries out new tech that can be used to up the video-selling game.

Check out Fred Copestake Youtube and the Collaborative Selling Scorecard

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.

Corina shares how she fell in love with the region and why she dedicates herself to helping others understand the potential of working there and how to do this effectively.

Her advice is to focus on relationships which can be established by seeking a better understanding of people and culture. The key to everything is keeping an open mind.

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

David talks about how selling has evolved in line with technology and how professional salespeople must now adopt more of 'sales sherpa' approach to guide customers on their journey. This starts early and relationships can be front-loaded through the provision of insight using digital media. In the quest to stay top of mind salespeople should remain clear about what they want to communicate and be known for. Check out the cameo role of drumming alter ego D. Fish and think about what your 'propersonal' content will be. How many coins will you commit to having on your desk? Check out David's special page 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. Anirvan talks about why many Western companies fail when even when great opportunities present themselves. He underlines the importance of relationships and how the region not having a singular culture makes this more complex. Patience is a virtue and this is particularly important when conducting business where personal and professional are so closely entwined. 'Slow down to speed up' is good advice in this area. Learn more at https://linktr.ee/fredcopestake

"Be yourself" is not always good advice, especially when selling to people unlike you. Ben shares a mental algorithm anyone can use to improve their communication, messaging and storytelling. By blending thinking about trust/patience/stakes/hierarchy it is easier to define what to say and how to say it. It is a way to become the person you need to be in that moment, We talk about how this lends itself to better storytelling and why this is an increasingly hot topic. Ben also provides a simple yet incredibly powerful structure to construct a story to help customers understand the better way. What is your story?

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. Zach has worked in 135 countries and shares his experience of selling in the region. He talks about the 'mechanics of sales' and cultural differences that can be faced. His advice is to be constantly aware and able to make the right choices in actions that will build relationships.

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

Link to Zach's website: https://www.globalsalesmentor.com

What a time to be in sales! It was already challenging enough and then a new set of challenges develop that sales professionals have to address to stay effective. This podcast explores those challenges and suggests ways salespeople can adapt to stay relevant.

Take the Collaborative Selling Scorecard

Take the Hybrid Selling Scorecard

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. Levent talks about localisation and the importance language plays. He explains why even a little acknowledgement of the customer's language immediately starts talking to their heart. Learn more at https://linktr.ee/fredcopestake

Chris has a background that lends itself to effective video making and now occupies a unique place on the sales and content marketing spectrum. He wants to get to the bottom of what works and defines that as professional, not the stuffy corporate efforts that get little or a negative response. Being funny and understanding improv makes a difference, as does being natural and showing a human side. We consider both outbound and inbound activity and the right material for each. But what about selling and Tik Tok? Does it make sense? 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. Zaid talks about the adaptations needed around language, culture and trust. He explains how pressure will have negative consequences but patience is rewarded.