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Sales Today episodes
- Justin Leigh - True Influence & Bold ThinkingJustin Leigh shares key elements of his INSPIRE model, including how to build relationships FAST with new people and why modern sales success needs BOLD thinking. Mindset plays a key element and salespeople need to feel that deserve to be infront of customers. Leading with insight can help remove the unintentional blinkers and prove to be the real point of differentiation. Connect with Fred at linktr.ee/fredcopestake, and visit Justin on LinkedIn! Podcast sponsored by Remaster Media.49 min
- Rajiv Nathan - Que Pasa?
Rajiv 'RajNATION' Nathan takes time out from his Rap-preneur and MC duties to share his thinking on how salespeople can be more effective.
A big fan of storytelling, Raj explains a structure that can be used to explain what you do from a customer's perspective.
He talks about how #video is a great way to convey #sales messages and how customers can be primed to ask your #competitors questions that make you look good!
Connect with Fred at linktr.ee/fredcopestake
Connect with Raj on LinkedIn
Head to www.startuphypeman.com/fred-copestake to get your free pitch guide!
Podcast sponsored by Remaster Media.
48 min - Selling IT - How Salespeople Delight
Salespeople can be successful by: - Talking to me about industry challenges in my market and finding out more about the current challenges. - Deciding before they sell to me, will it fit... and be brave enough to say "you know what... I can't help you, but let's stay in touch." - If they do can help me, get me the best deal first time, with a solution to fix my problem and do it right first time.
Podcast sponsored by Remaster Media.
20 min - Sam Dunning - Have Fun in Discovery
Sam Dunning explains why the discovery phase is his favourite part of the sale, and shares his approach to making this a solid foundation for what will follow.
Agreements made and information shared at this stage can be used throughout the process and when used alongside tools like Mutual Action Plans can have a positive impact on selling.
Many of his lessons are hard earned and his story of how he sold LinkedIn is not to missed!
Key insights include: use an upfront contract, search for a trigger event, and agree deliverables.
Connect with Sam and Fred on LinkedIn!
Podcast sponsored by Remaster Media.
39 min - Selling IT - How Salespeople Annoy
In this episode, Scott Wilson-Benner and I explore the mistakes salespeople often make, including:
1. The 'Best Price Pitch. - If you're going to give me a price, give me the price!
2. The Con - Exaggerating a situation to sell a product.
3. The Condescending Pitch. - I have this product, have you heard of it.. no.. well then you're an idiot. You must buy this now.
'If they get past the first three, the next challenge most never ask themselves is will their product solve my problem, do I have a problem? Does the product fit? What are my aims? Will it add value?'
Connect with Scott and Fred on LinkedIn!
Podcast sponsored by Remaster Media.
17 min - Selling IT - Understanding the IT DirectorThe role of the IT Director and associated challenges are based around
- Mentoring the IT team, ensuring we continue to deliver value to the business.
- Strategic business planning and IT planning, including budgeting.
- Analysing new sectors and legislative changes for opportunities to build new solutions for our clients.
- Ensuring the ongoing security, stability and efficiency of IT systems through the support function.
- Ensuring the ongoing delivery of services, client and internal projects through the development function
Podcast sponsored by Remaster Media.
20 min - Ian Meharg - Assess the Impact
Ian uses his front row seat in selling to share his thoughts on what works in selling and the thread that runs winning through sustainable, profitable business.
He highlights how we can move from confrontational to collaborative to be more successful, and talks about about how humility can be a key component of any sales activity.
Connect with Ian on LinkedIn, and with your host Fred Copestake at linktr.ee/fredcopestake.
Sponsored by Remaster Media.
41 min - Tom Williams - Create Virtuous Circles
Being more collaborative allows us to kickstart longer term relationships while delivering on the 'microsteps' along the journey to success. Whilst being charming is all very well, building trust has more elements to it including being explicit about the wins for all parties - 'after all we're not communists'.
Key insights include: be proud of the whole selling team, the power of 'if statements' at all stages of the sale, and three types of enablement salepeople must understand!
Connect with Tom on LinkedIn, and with your host Fred at linktr.ee/fredcopestake.
Podcast sponsored by Remaster Media.
45 min - Armand Brevig - Procurement: Opening the Black BoxArmand is a seasoned procurement professional with an understanding of selling, lifting the lid on what this function does and why. He discusses old and modern approaches and shares the human side to the role. Packed with practical tips, this episode gives an interesting perspective on who the 'Trusted Advisor' needs to be. Get his insight guide to the procurement black box here at www.procurementcube.org/selling.
Key insights include: rattling the value proposition, don't bother with RFPs, and what buyers fear most.
Connect with Armand on LinkedIn, and with your host Fred Copestake at linktr.ee/fredcopestake.
Podcast sponsored by Remaster Media.
42 min - Fred Copestake - Challenges of Modern Selling
In this episode, Fred talks through the challenges faced by salespeople today. From being busy and ineffective, through to an old fashioned self-centred approach, Fred discusses how you can overcome these challenges through great preparation, clear focus, and more, to have a positive impact on your sales results.
10 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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