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Sales Today episodes
- Trust or Bust - Closing
In 'Trust or Bust: Closing', Moeed Amin and Fred Copestake discuss trust and its importance in professional sales. They talk about common mistakes, and what salespeople should really be doing. In this episode, they focus specifically on closing a sale.
Connect with Moeed on LinkedIn, and find your host Fred Copestake at https://linktr.ee/fredcopestake.
18 min - Trust or Bust - Presenting
In 'Trust or Bust: Presenting', Moeed Amin and Fred Copestake discuss trust and its importance in professional sales. They talk about common mistakes, and what salespeople should really be doing. In this episode, they focus specifically on the role of presentation within sales.
Connect with Moeed on LinkedIn, and find your host Fred Copestake at https://linktr.ee/fredcopestake.
27 min - Tobi Ogundipe - Student Sales Academy Takeover
Tobi, a graduate of Loughborough University in Economics and founder of Diverse., talks with the Student Sales Academy.
21 min - Tom Williams - Mutual Action Plans Get a Makeover
Tom Williams is a man on a mission - to help salespeople do things differently to make a difference.
In this episode breaks down a tool that will WOW customers. He explains how 'Outcome Enablement Plans' bring massive benefit to all parties, and shares how to construct and use one.
Key insights include: The 7 component parts, Positioning and using MAP/OEPs with new and experienced buyers, and Factors to improve success in use.
Connect with Tom on LinkedIn, and with your host Fred Copestake at https://linktr.ee/fredcopestake.
46 min - Martin Moore: B2B = Belly to Belly
Martin Moore talks about being human in our interfaces with customers and discusses the importance of delivering the right message to all stakeholders. He shares how understanding value at all levels allows for premium pricing, and how change can lead to opportunity through correct communication.
Key insights include: build customer personas, romance the change, and drive activity through inner purpose.
Connect with Martin on LinkedIn, and your host Fred Copestake at https://linktr.ee/fredcopestake.
Podcast sponsored by Remaster Media.
36 min - Trust or Bust - Questioning
Moeed Amin and Fred Copestake discuss trust and its importance in professional sales. They talk about common mistakes, and what salespeople should really be doing. In this episode, they focus specifically on the questioning phase of sales.
Podcast sponsored by Remaster Media.
21 min - Philip Brown - Procurement: An Insider's View
Phil shares some secrets from a career spent in procurement. He talks about what is actually happening and why. Systems are in place for a reason and cannot be ignored. Salespeople can recognise these and indeed use that understanding to make progress and add value.
Key insights include: passing ships in the night, balancing risk and value, and ask about the process.
Connect with Philip Brown on LinkedIn, and with your host Fred Copestake at https://linktr.ee/fredcopestake.
Podcast sponsored by Remaster Media.
46 min - Trust or Bust - Opening
Moeed Amin and Fred Copestake discuss trust and its importance in professional sales. They talk about common mistakes, and what salespeople should really be doing. In this episode, they focus specifically on the opening of a sale.
Podcast sponsored by Remaster Media.
19 min - David Meerman Scott - Fanocracy
Turn fans into customers and customers into fans. David Meerman Scott is the author of 12 books much loved by marketeers from which salespeople can also take a huge amount from. David and Fred talk neuroscience, communication, and narrative medicine.
Key insights include:
Show you are passionate... about something!
Show you are in the same tribe
Understand the customer's full story
Connect with David on LinkedIn, and your host Fred Copestake at https://linktr.ee/fredcopestake.
https://www.davidmeermanscott.com/blog/create-calls-to-action-in-clubhousePodcast sponsored by Remaster Media.
40 min - Tania Malan - Student Sales Academy Takeover
STUDENT SALES ACADEMY TAKEOVER: Tania is an advanced nurse practitioner in aesethetic medicine, and a graduate of the University of Pretoria and Buckinghamshire University.
She talks about the mindset of an eternal student, and how sales skills transpire through everyday life.
31 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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