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Sales Today episodes
- Larry Long Jr - Get Zapped With IntentionalityLarry is a bundle of energy and positivity intent on a mission to help people get unstuck and not only discover inner greatness but also embrace and live it wholeheartedly. He shares how his Midweek Motivation Minutes have morphed into seven pillars to develop as a person and sales professional. These include storytelling, learning from strikeouts and you are what you eat. We talk about his definition of sales and how to commission breath can be avoided by ceasing to be a 'me-monster' and becoming a 'go-giver'. He outlines his #3MinuteChallenge. Will you take him up on it? Listen to the new episode here: https://linktr.ee/fredcopestake36 min
- Daoud Abu Qasheh - Selling in the Gulf: Personal ConnectionThis 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 unique about selling in the area and what the best companies and salespeople do to adapt. Daoud shares his thoughts and clear passion for sales based on a successful career built on an approach that localises best practices and ensures a strong relationship. Learn more at https://linktr.ee/fredcopestake26 min
- Carles Espert & Marta Piera - Sales Skills Are Life Skills
Carles and Marta are studying International Business at NTU and have been working on a project to help fellow students and young professionals recognise how important the ability to sell is in whatever career path is chosen. They reflect on some of the things they have learned, including what has surprised them about how professional salespeople approach the role and the importance of the skills required to achieve this. What have they learned that you could also apply? Listen to the new episode here: https://linktr.ee/fredcopestake
23 min - Harry Spaight - Selling With DignityHarry Spaight wonders whether 'sales is broken' whether it is the tactics used that are driving buyers to avoid contact with salespeople. There is a concern that when they do interact the whole experience is distinctly underwhelming. We can do better. The way we work to understand what value means should be a joy and pleasure to all parties. His approach to selling is based on service (not being subservient) and he illustrates this with the story of his own mission and living on a tropical island. Out of the elements that make selling with dignity possible, have you got the most important? Learn more at https://linktr.ee/fredcopestake42 min
- Simon Bowen - Buyer Safety and Visual ModelsSimon Bowen is a visual models expert who excels in simplifying complex sales and positioning salespeople as the 'sage'. He explains that by moving from verbal to visual speeds up the process with deeper understanding and an ability to show more tangible outcomes. There has been a shift in markets and sales are changing with those who are able to make the customer feel safe most likely to be the ones with continued success. We talk about the new type of sales funnel where degrees of safety are the new measures as sellers align to the buyers' underlying psychological needs. It is an approach where salespeople must ditch the ego and be prepared to defend their customers. Are you noble enough to accept the challenge?45 min
- Ryan Reisert - Don't Be Scared of the Phone
Ryan Reisert is much more than 'Just an SDR'. He is thoughtful and uses his methodological approach from a maths background plus research into language and human nature to become an expert in the art of cold calling. Over a successful career, he has developed ways to establish the right mindset and honed techniques for maximum effect. He shares ideas on creating the right mental state as well as skills that uses to improve his strike rate. Does scripting a call make sense? Find out as Ryan shares what works for him and the teams he builds.
Learn more at https://linktr.ee/fredcopestake
39 min - David Hoffeld - Sell More with Science
David is the author of the groundbreaking books 'The Science of Selling' and the recently published 'Sell More With Science'. He has pioneered a revolutionary sales approach based on research in neuroscience, social psychology and behavioral economics that has been shown to radically increase sales. He talks about how buying decisions are made and how smart sales people will align their activity accordingly. The elegant yet simple '6 Whys' framework is a fantastic way to understand this and can be transformative when applied correctly. David speaks from a postition of well earned authority havnf reviewed over 500 studies and papers to get greater understanding on the subject. When he says that customers love working like this it has scientific backing as does the question he suggests to force thinking about value. Are you ready to take an unfair advantage using science? Learn more at https://linktr.ee/fredcopestake
49 min - Minson Vo - Everything is a NegotiationMinson's life pivots around negotiation. He believes that negotiation is fundamentally human interaction. This means that every conversation happens because people want or need something from one another, whether this is consciously, subconsciously, verbally, or nonverbally. Therefore, he believes it can be synonymous with conversation, persuasion, and conflict resolution. Despite still being a university student, he is purpose driven. He explains that today's world is filled with hate and violence because leaders, groups, and individuals around the world fail to communicate. Or, if they do, it's to manipulate, threaten, or hurt and by teaching the young to negotiate, we can solve the world's biggest problems decades before they even occur. That is why he's dedicating his life to teaching, speaking about, and diffusing the art of negotiation. If human conflict is inevitable, and we expect to have tense social, institutional, and political conflict in the future, then why do we have to wait till then to give people the tools necessary to fix them? Whilst what he talks about is relevant in the commercial world it goes way beyond that.
Learn more at https://linktr.ee/fredcopestake
37 min - Rachel Shi - Get your Selling up to DateRachel is a consultant, coach and sales professional who specializes in helping salespeople win more by becoming the best versions of themselves. Having started her career as a creative, she applies design thinking to the craft of sales, and believes that a career in sales is the biggest lever to transformative personal growth. She shares thinking on modernising sales using technology including social media, video and understanding the wider tech stack available to salespeople to professionals. What changes can you make to stay relevant? Learn more at https://linktr.ee/fredcopestake41 min
- Adem Manderovic - Selling Ahead of its TimeEnforced time to reflect has given Adem a remarkable insight in how to turn sales around and use techniques ahead of their time. Can you send a fully tailored proposal to a prospect before you have even met them? He thinks so and shares how with modern technology amazing things are possible to those who want to believe. This thinking is at the forefront of what can be done... though many choose to disbelieve it. Do you? Learn more at https://linktr.ee/fredcopestake45 min
About Sales Today
From the publisher's feed
'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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