Sales Today
‘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
- Update frequency
- every 6 days
- Average duration
- 31 minutes
- Episodes
- 211
- Years Active
- 2022 - 2025
Cracking the Code of Sales Prospecting
Gear up to learn tried-and-true sales prospecting strategies and discover how to overcome challenges in this episode!
Collin Mitchell, VP of Sales at Leadium, offers his expert advice and ins…
How C-level execs engage their audience
You can have the best idea, product, or message in the world, but unless you can communicate in a way that ‘wows’ your audience, you may as well not bother!
Susie Ashfield shares advice including t…
What is win-loss analysis?
For sales teams, win-loss analysis is the practice of capturing and analysing the reasons why you win and lose sales opportunities.
It’s like ‘video day’ for sports professionals.
Great teams use…
Sell better by combining AI and neuroscience
Some salespeople will miss out.
That is the bold prediction of Moeed Amin and it's hard to argue with his reasoning.
This thinking is based on experience plus a now habitual use of AI to take it …
5 components to close sales faster
What do the top 1%ers do to win more business?
Doug C Brown has studied this and shares the five key elements that anyone can do to be more successful.
We discuss talking to the actual buyer and…
Social selling hidden secrets
Not generating enough quality leads from your LinkedIn efforts?
Sam Rathling is uniquely placed to help B2B sales professionals build sales pipeline by leveraging her background in Enterprise selli…
Negotiation using a SMARTnership approach
Contrary to popular belief, commercial negotiation is not about acquiring a toolbox of clever tactics to secure victories.
Rather, it revolves around creating success for oneself without compromisi…
Align yourself for next level sales
What is holding you back?
There are some common mistakes Shane Ray Martin sees on sales and negotiation.
When we move too fast, we not only miss things but remove the opportunity to ‘out care’ t…
AI in sales - Obsolete humans or enhanced workforce?
Are you scared for your job?
Today salespeople are needed for various types of selling.
Anton Dobrzhanskiy and Miro Putkonen explain how while some types of selling, like transactional, could bec…
Cold calling the C-Suite
Is your cold call structure fit for purpose?
If you are trying to call senior executives it might not be.
Martin Stevens shares both why and how he goes for the top.
Based on a playbook that dete…
What can salespeople learn from actors?
How does a professionally trained actor apply their craft in the world of sales?
Scott Purves shares how he uses skills developed in one profession help those develop in another.
Some of the tech…
How your money mindset impacts sales success
Why does money have such an emotional effect?
Jason Graystone explains how it is fundamentally linked to survival and how mismanagement can cause our brain to act in a way that is not conducive to …
What your customer wants and can't tell you
Customers are weird.
They don't do what they say they will do and don't act how we think they ‘should’.
Melina Palmer is a sales conversion expert with a personal mission to make business more ef…
Karen Green: Buyer-ology: Know your buyer, sell more and sell better
The good news is corporate buyers are human!
They want to avoid potential pain which may include loss of control, loss of approval, loss of status or even losing their job.
Getting it wrong coul…
Denise Murtha Bachmann - AI in sales - Stay human
What a time to be an AI enthusiast!
Denise has been this for over 15 years and is watching with interest the explosion of attention that artificial intellience has received since ChatGPT hit the wo…
AI in sales - The RAPID Research model
Use it or lose out!
There is massive excitement about the effect of AI in sales though not so many people are talking about how to actually use it.
Plenty of hype but no real applications unless …
Steve Hall - Selling at C-level in 2023
Is selling to senior executives different?
Steve talks through how and why plus what to do.
It is worth paying attention as research shows that salespeople are not very good at it (according to t…
Rory Sadler - Your sales proposals are boring!
What if there was a better way to present information to customers?
Imagine sharing things that they needed to know as they make their way on increasingly difficult buying journeys?
Rory discusse…
Fatima Mai Sheriff & Javi Caballero Esteso -Sales Skills - Life Skills
Why are the skills associated with sales so important in everyday life?
In this special episode Javi and Fatima, two students on an internship, share their learning on how the skills sales professi…
Rebecca Tasetano - The power of community
Get the party started.
Rebecca shares how being from a family of clowns has equipped her for a role today in creating and building communities.
We discuss how humans are wired to gather in tribes…