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
Dr Howard Dover - Is sales innovation killing the profession?
Dr Howard Dover is a seriously busy guy.
A sales professional, sales coach, database analyst, systems analyst, marketing modeler and university professor all in one.
But as he explains there is …
Aviv Bergman - Sales process helps not hinders
But I have my own special way.
A classic objection poor salespeople make about using process.
Aviv explains that it is not something to be afraid of.
Indeed it should be embraced.
Much about …
Nadia Modla - Sales Prospecting: Have fun!
What makes you 'swipe right' on sales outreach?
Nadia shares her approach that is proving successful for her.
It is based on taking time to understand the individual and crafting a message that d…
Matthew Lakajev - Sales prospecting: Massive action
Matthew fell into sales and before long he was a top performer at Zoom.
It clicked when he realised that the harder he worked the more money he could earn.
He puts his success down to being able …
Stuart Taylor - Sales prospecting: Personalisation and problems
Stuart wrote the book he would have liked to have had in his early years as a salesperson.
Having seen (and made) the mistakes that make the role more difficult he was driven to provide a 'go-to' r…
Louis Sandford - Sales prospecting: Stand out and be different
Louis is pretty straight up with his dislike for boring marketing.
Getting new customers is probably THE most important thing for any business.
But it's not always easy and can be incredibly frus…
Richard Harris - Earn the Right
Richard wears many hats which is indicative that he cares deeply about sales and that it is done well.
In this episode we look at the elements of PQ - partnering intelligence - and discuss how it c…
David Allison - The Death of Demographics
David's favourite title is actually 'Values Activist' and when you hear him talk this makes sense.
He focuses on values because we are all values-driven.
It's what makes us human.
Understanding…
Sales Success Part 3 - Cancel confusion
‘Muddled Mindset’.
This is being misaligned. It can happen at organisation, management and individual level and means that the confusion leads to frustration and wasted effort.
We can counter thi…
Sales Success - Part 2 - Eliminate old school rubbish
'Olde Worlde'. This is being old fashioned.
It is when salespeople are too self-centred rather than customer focused, too technical in their approach or use bad techniques better suited to a bygone…
Sales Success - Part 1 - Avoid stress and waste
‘Busy Busy Busy’ . This is being ineffective. It results in wasted opportunities, is tiring and stressful and means the focus is on the wrong activities to deliver results.
We can counter this by p…
Georgia Watson - Sales enablement - lessons from lego
Imagine being 15% better at selling. Or even just 2%.
Georgia explains how the Sales Enablement function pulls together training, tools, process and culture to help make this happen.
The key is t…
Red Stafstrom - Do introverts sell better?
Red talks about things being 'broken' in the sales industry.
One of these is asking all people to act alike when we don't all think alike.
We explore the differences in how introverts and extrove…
Jeff Riseley - How mental health affects sales performance
Sales people are stressed. Too many of them.
Indeed in the latest Mental Health in Sales report a staggering 63% of salespeople said they were 'struggling' with mental health. An increase on the ye…
Charlotte Lloyd - Why do salespeople need a personal brand?
Sales is changing and Charlotte embraces this by amongst other things focusing on her personal personal brand.
She explains that as well as positioning yourself as the person best suited to work with…
James Church - Lessons from selling to VCs
How is raising funds like selling?
James explains that this is because that is exactly what it is.
As a result selling is a crucial part of the founder's mindset when looking to raise capital.
We dis…
Martin John - How to sell a price increase
What happens when you make a price increase request?
Martin talks us through the process a procurement professional will go through together with ways salespeople can deal with responses they might e…
Lisa Avery - The power of positive psychology
Lisa explains how positive psychology isn't something 'pink and fluffy' but a study of optimal human function.
She explains how 30 years ago some psychologists shifted their focus fron trying to fix …
Graham Drew - Using deep listening skills
How do you listen?
Having worked both sales and procurement Graham is able to help answer this question.
He explains how the reponses to this rarely go deep enough and that this is a reason that busi…
Pritha Dubey - Developing sales intelligence
Pritha has noted that performance change happens when there is an emotional shift in the professionals.
She combines the science of selling with emotional intelligence to build ‘Sales Intelligence’ i…