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Sales Today episodes
- Willy Bolander - Aces HighWilly Bolander is a Sales Professor at Florida State University. Alongside talking about PQ, he gives a fascinating insight into sales education in the US college system. The preparation some of the students go through is something that many full time sales professionals could learn from. Some practice advanced skills with the number of role plays they complete going into triple digits. Willy's take on how sales can be developed as well as his own unique journey is well worth listening to, with important points including: Create something that didn't exist Be concientious and competent Vulnerability is not a sign of weakness Connect with Willy on LinkedIn, and connect with your host Fred Copestake at https://linktr.ee/fredcopestake.54 min
- Trent Peek - There Is No Finish Line
This week's podcast features Trent Peek, Group Director at CCM.
Key points of the episode include:
- Avoid selling for the wrong reason
- Explore your weaknesses together
- We can't stand still
Connect with Trent on LinkedIn, and with your host Fred Copestake at www.linktr.ee/fredcopestake
28 min - Ariel Feyderov - Sellosophy
Ariel Feyderov is the sales and business development manager at Tektronix and the author of Sellosophy.
Some key points from the podcast:
- Sales is an exchange of values
- Following recipes or learning to cook?
- If you have a why, you can bear any how
Connect with Ariel on LinkedIn, and connect with your host Fred Copestake through https://linktr.ee/fredcopestake.
41 min - Move Over Virtual, Here Comes Hybrid
This podcast special episode features an overview of the EVOLVE model, showing why it's time for virtual selling to move over for a hybrid approach.
13 min - Justin Michael - TQ Meets PQIn this episode, Fred speaks to Sales Technologist, Futurist and Author Justin Michael about what we might look forward to in 2021 and beyond... he told me what is happening NOW and it is well worth a listen. This episode includes: - McGyver your stack - Leverage tech to elevate selling - Beware amplifying garbage Connect with Justin on LinkedIn and learn more about The Salesborgs, a B2B driven community with a focus on sales and technology.40 min
- Alexander Low - Should Salespeople be Worried?This episode features Alexander Low who gave some great insights and solid practical advice on what we can use to make our selling more effective. Alexander is a change consultant focused on delivering revenue, with a background in property and a particular interest in technology. The episode features: - Take control of your destiny - Augment the humaness - Understand the art of the possible Connect with Alexander on LinkedIn and social media!39 min
- Simon Hares - Why? ... Because!
'Why? ... Because!'
In this episode I was lucky enough to speak to the founder of SerialTrainer7, Simon Hares.
Simon is an international sales trainer and coach with over 20 years' experience.
Key points include:
- We are not the centre of a customers life
- Beliefs manifest in conversation
- Don't be a cock!
You can connect with Simon on LinkedIn, and visit his SerialTrainer7 website to find out more. Connect with your host, Fred Copestake, at linktr.ee/fredcopestake.
37 min - Michelle Hecht - Changing the Narrative of Selling
This episode features Michelle Hecht, sales trainer and coach at The Sales Rebellion. With twenty years of corporate sales experience, Michelle has revitalised her career path to pursue coaching and training with a focus on humanism and authenticity.
Key points include: We are emotional but complex creatures, Everything is transitional, Mitigate the potential of short term loss. Connect with Michelle on LinkedIn and by email: [email protected]. Connect with your host, Fred, at www.linktr.ee/fredcopestake.
32 min - Steve Potiphar - We Are Lucky to Live in This TimeThis episode features Steve Potiphar, founder of Impact on Performance - Sales Gym. With a background in sales, he has worked his way up through the field of healthcare / medical technology. He then began working in sales performance and gained a new perspective of sales across multiple sectors. He has now brought together his experience of sales performance, sales leadership, consulting and coaching to develop his own company, Sales Gym. We discuss how the elements of partnering skills can be used to create good salespeople. Key insights from this episode include: - Sales training doesn't work - The world doesn't revolve around you - People who sell, or salespeople? Connect with Steve on LinkedIn, and join the Sales Gym community. Full episode available on LinkTree @fredcopestake.29 min
- Mark Schenkius - Are You a Blue or Red Negotiator?
This episode features Mark Schenkius - sales trainer, and author of 'The Other Side of Sales.'
Mark has fifteen years experience in procurement, working with Mars across technical and strategic divisions. He then set up his own company, ROI10, who now provide training and development support to professionals within sales and procurement. Alongside this, he lectures part-time in business economics.
We discuss how the elements of partnering skills can be used to develop buyer relationships, and gain a greater understanding of buyers.
Key insights from this episode include:
Ignore what buyers say
The best question in 15 years
Procurement has left sales behind
Connect with Mark on LinkedIn and visit his website www.roi10.com to learn more.
36 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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