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
- 212
- Years Active
- 2022 - 2025
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…
Drew D'Agostino - Adaptive Selling
Drew explains how ‘Adaptive Selling’ is the ability of a salesperson to change their communication style, the content of their pitch, and their overall approach while interacting with prospects, base…
Brittany Baldwin - Tick Tock Sales
Brittany Baldwin has a simple philosophy, she aspires to inspire before she expires.
Her mission is spreading the message that selling is simple and there’s nothing complex about having conversations…
Aidan McCullen - Dealing with change
Aidan is Transformation Consultant in Innovation, Leadership, Neuroscience, Cognitive Bias, Culture and Mental Agility as well as a speaker, podcast host and retired professional rugby player.
He tal…
Todd Caponi - Selling with sincerity, science and structure
Todd is a Transparency Nerd, Sales & Science Amalgamator and a Sales Historian and also a second time guest on the show.
This time the conversation turns to sales leadership and how he dealt with pro…
Bob Moesta - Demand Side Selling
Bob Moesta is a founder, maker, innovator, speaker and now a professor.
He is the pioneer of ‘Jobs To Be Done’ Theory.
He has worked on and helped launch more than 3,500 new products, services and bu…
Dave Plunkett - Developing a collaborative mindset
Dave is all about partnerships & collaboration. He explains they are not only of one the most enjoyable ways to work, but they push things forward in the most effective way.
We talk about what makes …
Jon Selig - Using comedy techniques to sell more
Jon understands how stand-up comedy works and brings this to the world of sales. The best comedians make it about their audiences and trigger their emotions.
By discussing relatable topics - and high…
Wesleyne - The Science of Selling STEM
Wesleyne is a 'recovering chemist' who transitioned into an international sales manager leading teams of technical sales reps so understands the challenge of that role. She now focuses on helping oth…
Ben Elijah - Bonus episode: Live Storytelling Coaching
Ben is back! This time with his coaching hat on to elicit a story from Fred. After a reminder of why the method is so powerful, he explains the process and then uses it in real life signposting the s…
Chris Von Huene - Don’t Sell Everything at Once
Telling prospects not to buy the entire package straightaway... is this crazy? Chris explains that while it may initially cost him in commission he also knows that the customer is guaranteed to fail …
Douglas Cole - How to Influence Corporate Buyers
Are you a strategist, change agent and decision architect? If you are selling B2B at a senior level you need to be. Douglas shares some of the principles and frameworks he has outlined in his book wr…
Mohamed Alyousuf - Selling in the Gulf: Emiratizing Content
This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is different about selling in the area and what…
Jen Allen - When Selling Goes Wrong
It was a dumpster fire. This is how a CEO described a salesperson attempting to be a 'challenger' and failing dismally (though the story is fairly amusing). In her role as evangelist for this style o…
Antoine Marsden - How to Become an Elite Seller
Are you average or elite?
Antoine shares his thoughts on what salespeople can do to reach the top of their game. He sees 'leading with problems' as a key way of beginning customer interactions to sho…
Yulia Neicovcean - Selling in the Gulf: Always Be Learning
This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is different about selling in the area and what…
Fred Copestake - Collaborative Selling using the VALUE Framework
Make sure you are relevant. Sales professionals need to be increasingly aware of what they say and do.
This episode gives an overview of the VALUE Framework introduced in the book 'Selling Through Pa…
Corina Goetz - Selling in the Gulf: Be Curious
This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is different about selling in the area and what…
David J.P. Fisher - Hyper-connected Selling
David talks about how selling has evolved in line with technology and how professional salespeople must now adopt more of 'sales sherpa' approach to guide customers on their journey. This starts earl…
Anirvan Sen - Selling in the Gulf: Respect Relationships
This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is different about selling in the area and what…