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Sales Today episodes
- Rob Turley - High Volume is DeadWill a RevOps hitman have strong opinions? You'll see.
Rob Turley thinks, sees, and understands things differently. He is a disruptor in the sales and marketing space whose opinions are often considered unpopular because they shatter the deepest-rooted paradigms. His life goal is to optimize how we connect and do business at a real and human level.
Rob has dedicated his career to destroying the traditional sales and marketing practices by transforming them into high-precision processes, both effective and optimized.
He talks about cutting-edge AI technology that works as a hyper-targeting and qualification engine that redefines the meaning of having an Ideal Customer Profile (ICP). Is it really possible to identify who will resonate with you, your value proposition, and who will most likely become a best-fit customer before engaging with them?
Key insights include:
Avoid brand damage
People based sales
Certainty and skill
Learn more at https://linktr.ee/fredcopestake
44 min - Jamie Martin - Psychology of SalesJamie has a background steeped in psychology and a fascination in how people think and communicate. He uses this to help salespeople adapt their way of working to be more effective in today's enviroment. Modern techniques must meet established ways of selling to drive success.
Can using LinkedIn make a difference to acheiving results? It does if you know how!
Learn more at https://linktr.ee/fredcopestake
41 min - Paul Ruppert - Humility and Agility
Slow is smooth, smooth is fast. This is one of the adages Paul uses when thinking about how to approach sales and business in general. Prior to entering the private sector he served over a decade in policy and political roles as an assistant to a US Senator which involved being adaptabel, understanding different perspectives and problem solving - much like selling.
Innovation is change and those able to drive that are a valuable resource.
Invariably a focus on the desired outcomes for all parties provides the necessary stimulus.
Learn more at https://linktr.ee/fredcopestake
46 min - Nigel Baldwin - Creating RevenueNigel talks about having the right mindset for sales and about how we think being an important part of success.
An intention to serve drives our levels of understanding and how we can develop business.
We talk about if being different is enough of a differentiator, and why keeping things simple but effective is often the best approach along with the power of asking why more often.
Does this interview miss anything?
Learn more at https://linktr.ee/fredcopestake
36 min - Hybrid Selling: New Challenges and Solutions with Fred CopestakeSalespeople across the world face challenges in all different types of selling.
This episode covers the areas in which salespeople can improve and adapt to change.
Learn more at https://linktr.ee/fredcopestake
16 min - Leigh Ashton - Sales Growth MindsetYour mind is a like a warehouse in darkness - and Leigh helps shine the light.
Most successful salespeople operate with a growth mindset that allows them to learn, develop and better serve their customers. With usually more than one way to do something, it is key to understand where you are and how to progress.
A curiosity about neuroscience, psychology and even quantum physics allows salespeople to think differently. Reflection and practice has an impact on how individuals improve.
How can sales leaders encourage this and drive results?
Learn more at https://linktr.ee/fredcopestake
Connect with Leigh at https://www.linkedin.com/in/leighashton1/
Podcast sponsored by Remaster Media.
43 min - Fred Copestake - Why Sales Today?
The 'Selling Through Partnering Skills' podcast has rebranded and expanded to 'Sales Today'! Listen for: What salespeople should/shouldn't be doing
How salespeople can build trust
How content creation can help salespeople
How to use video in selling
How we can improve our digital selling
…and much more!
Learn more about Sales Today and Selling Through Partnering Skills here: https://linktr.ee/fredcopestake
12 min - Tom Mills: Procurement - Just Like SalesTom is passionate about changing the image procurement has, and is on a mission to share information to help alter the current perception. He explains why it is a function that should not be avoided and that by proactivly involving professionals in this area better outcomes can be achieved faster.
There are many surprising similarities between Procurement and Sales which Tom throws open to promote better understanding.
There are huge opportunities for a salesperson taking what he describes as a 'refereshing approach'. Will you?
Learn more at https://linktr.ee/fredcopestake
38 min - Andy Paul - Stop Being So Salesy
Much selling today is old fashioned and doesn't work because buyers don't like it. Yet salespeople persist in using these techniques.
Andy explains how this makes even less sense as it many of the practices are unnatural and defines this as 'Selling Out'.
He offers far more effective ways for approaching sales - 'Selling In' built on the far more human pillars of Connection, Curiousity, Understanding and Generosity.
Have you got the mindset and perspective to sell in a way more conducive to modern success?
Learn more at https://linktr.ee/fredcopestake
43 min - Rob Geraghty - Virtual PresentationCan virtual presentations be better than those delivered in real life? Rob believes they can be... but usually they aren't. Working in this way requires a different understanding of engagement, reading the room and managing technology which, when done well, can have a real impact.
To improve in this increasingly important area does not always require radical change as the 62 'micro skills' Rob starts to introduce demonstrate.
Virtual and the use of video offer some excting options for sales professionals that not all will take... will you?
Learn more here: https://linktr.ee/fredcopestake
Podcast sponsored by Remaster Media.
41 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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