Selling Through Partnering Skills

Value - it's something every customer wants, but few can clearly define.   Ever wonder why your customers often don't know what "better" looks like, even when they want improved results?   What if you could help them uncover and articulate that value? It's a skill that separates the average salesperson from the exceptional one.   In this episode of Sales Today, we're diving into a core principle of modern selling: helping your customers find their version of value.   Whether it's cost reduction, increased efficiency, or a competitive edge, great salespeople co-create value with their customers, ensuring that what's offered truly resonates.   We'll explore how to ask the right questions, apply insightful frameworks, and use their language to communicate value that sticks.   Highlights: -        The mystery of value: Why customers often don't know what they want, and how to help them figure it out.   -        Uncovering hidden value through deeper questions: What's important to the customer and what's the impact if nothing changes?   -        The value pyramid: Understanding different customer priorities at various levels, from cost savings to competitive advantage.   -        Tools like the SWOT analysis and respect factors that can uncover new ways to help your customer.   -        How to align your sales pitch with what your customer truly cares about by using their words and tying it to real business outcomes.   Actionable tip: Take a moment to write down what you think the customer values, then ask them directly. You'll be surprised by the insights that come from it!   This isn't just about offering a product or service - it's about building trust and positioning yourself as a partner in their success.   Listen now and learn how to make your sales approach truly value-driven.   Connect with Fred: Author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/ABBTOeWAXp0  

No change, no sale.   In this episode of Sales Today, discover why change is the true driver behind every deal - and how the best salespeople use it to create urgency, relevance, and trust.   Explore the RESPECT Framework, a practical tool that breaks down the 7 major external forces influencing customer behaviour:   Regulation Economic Social Political Environmental Competition Technology   Learn how to recognise and respond to these change drivers to lead with insight, ask better questions, and guide customers through uncertainty - ethically and effectively.   Key Topics Covered: Why change is the foundation of sales momentum How to apply the RESPECT framework in discovery conversations Real-world examples of change drivers in action Strategies for shifting from product-pitching to clarity-selling How to position yourself as a trusted advisor, not a vendor   Action Step: Review an active deal or account. Use the RESPECT framework to identify change drivers. Turn insights into tailored discovery questions - and shift the conversation toward strategic value.   Connect with Fred:

Can strategic account planning be the missing piece in your sales success puzzle?   This episode of the Sales Today podcast pulls back the curtain on what it really takes to move from scattershot selling to a focused, strategic approach that drives results.   Account plans often get dismissed as corporate red tape - but when used right, they're your GPS for navigating complex deals with confidence.   Discover how a well-crafted account plan becomes more than a static document - it turns into a powerful ally that fuels every move you make.   Find out why most plans fall flat, and uncover the six pillars that set the foundation for a winning strategy - starting with setting SMART goals that are Specific, Measurable, Achievable, Relevant, and Time-bound.   Gain the tools to map your stakeholder ecosystem, understand influence and power dynamics, and ensure you're always one step ahead in high-stakes conversations.   Whether wrestling with clunky templates or feeling directionless in your sales efforts, this episode delivers actionable strategies to sharpen your planning, deepen your impact, and close more deals - ethically and effectively.   Tune in and start turning your account plans into serious sales assets.    Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/tZF9W_bbw7Q 

Imagine if sales messages could cut through the clutter of a crowded inbox and truly engage potential buyers.   The frustration of sending emails that go unnoticed is all too familiar, and one of the biggest mistakes salespeople make is focusing too much on themselves.   This episode dives into the art of personalising communication to address the unique needs and challenges of prospects, using language that feels relevant and resonates with them.   The goal is to foster meaningful connections by understanding what's happening in the prospect's world.   By identifying key industry triggers and transforming them into opportunities, a framework will be shared to help enhance messaging.   Learn how to integrate relevance, value, and a compelling call to action, turning outreach into a conversation starter rather than more noise.   Tune in to see how a bit of research and a lot of empathy can turn ignored messages into impactful conversations.    Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/ZQo8es8cslQ

What's the secret to crafting a value proposition that truly resonates?   In this episode of Sales Today I discuss how salespeople can create value propositions that go beyond listing features and truly connect with customers.   The conversation focuses on how to link customer pain points to meaningful outcomes, shifting the emphasis from product details to the results buyers actually care about.   Listeners will discover key strategies for identifying the ideal customer profile, addressing real challenges, and becoming a trusted advisor in the sales process.   The episode dives into common mistakes that undermine value propositions and offers practical ways to build messages that stand out and deliver real impact.   Emphasis is placed on moving from self-focused presentations to customer-centric communication - where the message paints a clear, compelling picture of transformation.   The discussion includes practical tools and frameworks that help build trust, encourage collaboration, and keep customer outcomes at the heart of every conversation.   Packed with insights and actionable takeaways, this episode is designed to help sales professionals reframe their value proposition and connect in a way that converts.   A must-listen for anyone looking to elevate their sales game by putting the customer first.

  Tired of wasting time on prospects who aren't a perfect fit?   Top sales teams know the secret: mastering the art of disqualification.   Discover how identifying and embracing your Ideal Customer Profile (ICP) can revolutionise your sales approach.   Forget rejection - it's all about respect and efficiency. Find out why disqualifying the wrong leads is a game-changer for high-performing teams.   Learn from a real-world example with an IT services client who turned their strategy around by focusing on midsize engineering firms, boosting their conversion rates in the process.   What if the ICP wasn't just a marketing tool, but the key to profitable sales conversations?   Uncover how to use your ICP as a daily filter in every call, proposal, and interaction to ensure you're targeting the right customers.   And don't overlook the power of celebrating disqualification - it's the cornerstone of building a team focused on meaningful, high-impact relationships.

What if mastering just 15 elements could transform your sales game from forgettable to phenomenal?   In this episode we embark on a journey through the essential building blocks that can elevate every aspect of your sales process.   These aren't just run-of-the-mill tricks; they're proven strategies that have empowered over 10,000 sales professionals across 37 countries.   Discover how defining your ideal customer profile and crafting a compelling value proposition can slice through the noise and position you as a trusted partner rather than just another vendor.   We unpack the secrets to structuring effective meetings, writing irresistible proposals, and mastering storytelling where your customer is the hero.   Learn to measure customer value in ways that resonate and lead to successful conversions.   With each of these 15 elements, you gain powerful levers to consistently win ethically and build genuine relationships that last.   Subscribe now and share these insights with your team, because this isn't just about improving sales - it's about revolutionising the way you connect with clients and drive results.    Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/1cFd-XWFgs4

What if your sales strategy is missing the mark because you're trying to do too much in a single email?   Leslie Venetz, founder of Sales-Led GTM Agency shares her wisdom on modern sales techniques.   We uncover the art of clarity in communication by focusing on one point per email, preventing message overload.   Leslie introduces her groundbreaking "earn the right" concept, a test ensuring each prospect interaction is meaningful. Plus, gain insights into the underestimated power of repetition - making sure your message not only lands but sticks.   Relevance is king in sales, and superficial personalisation just won't cut it.   Hear personal anecdotes and stories that highlight why parroting LinkedIn profiles or using hollow niceties like "I hope you're well" often backfires.   Instead, we champion authentic relevance, demonstrating a deep understanding of the recipient's role and industry to foster trust from the first word.   Sales communication should start with genuine insights, transforming every outreach into a golden opportunity to connect and engage meaningfully with prospects.   We dissect the importance of grasping a prospect's needs and challenges to elevate engagement and effectiveness in communication.   Discover how to craft impactful micro-campaigns that keep your message concise and targeted across multiple channels, even with limited resources.   With Leslie's expert guidance, learn how to maintain engagement by addressing the true concerns and aspirations of your audience, ensuring your sales approach is not just heard, but remembered.   --------- EPISODE CHAPTERS ---------   (0:00:00) - Modern Sales Approaches and Techniques "Earn the right" concept, repetition in messaging, and valuable insights are crucial in B2B sales communication.   (0:09:22) - Relevance Over Personalisation in Sales How relevance and trust outweigh superficial personalisation in emails, avoiding "I hope you're well" and offering genuine insights.   (0:17:43) - Effective Sales Communication Strategies Understanding customer needs and problems is crucial in sales and change management, highlighting relevance and concise communication.   (0:28:39) - Effective Micro Campaign Strategies Why messages should be sent in a sequence, focusing on one story or problem, with consistency and relevance across channels.   Connect with Leslie:  https://www.linkedin.com/in/leslievenetz/   Follow me: https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/IoJ-TfD4LG8

What if you could revolutionise your lead generation strategy by simply tapping into the power of trust?   Dave Plunkett, founder of Collaboration Junkie, joins us to discuss the concept of nearbound lead generation - a contemporary twist on the traditional word-of-mouth approach.   Dave's insights bridge the delicate gap between inbound and outbound strategies, offering a structured, intentional method for scaling trust-based industries like agencies.   Discover how businesses can train their customer-facing teams to artfully recognise referral opportunities and develop robust systems to support these efforts, turning trust into a formidable growth engine.   Creating a culture of referrals is more than just a buzzword; it's a transformative journey that businesses must embark on to grow beyond the efforts of their founders.   By moving from an organic to a nurtured referral strategy, we explore the art of equipping partners and referrers with precise knowledge and communication tools.   This approach not only reduces friction but also enhances the ease and eagerness with which partners introduce your business to their audiences.   Dave doesn't just talk the talk; he shares how specificity in messaging can catapult credibility and attract the right clients.   By honing in on niche markets, businesses can enhance their referral and partnership strategies, crafting compelling partner value propositions and exploring new markets with flexibility and focus.     --------- EPISODE CHAPTERS ---------   (0:00:00) - Intentional Nearbound Lead Generation Strategies (0:09:09) - Building a Culture of Referrals (0:18:32) - Effective Referral and Partnership Strategies (0:29:09) - Connecting for Collaborative Sales Success   Connect with Dave: https://www.linkedin.com/in/daveplunkett/ Website: https://www.collaborationjunkie.com/   Follow me: https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/qX8p-5vB72Y  

What if your cold calls could turn into meaningful conversations that lead to genuine connections and success?   Nick Jeins, a master of the craft with over 30 years of experience, as shares his insights into transforming cold calling from a mundane task into an art form.   With a focus on the engineering business sector, Nick highlights the critical importance of understanding your prospects' true needs.   Forget about drowning them in product features - it's all about tailored engagement that resonates with their unique challenges.   Nick walks us through a structured approach to cold calling, breaking it down into the essential elements that every sales professional should master: the opener, the hook, and effective questioning.   Learn how to start your calls on the right foot by acknowledging them as cold and then drawing your prospects in with a hook that speaks to common industry issues.   This method paves the way for shifting the narrative from your offerings to their needs, allowing you to uncover hidden issues and offer solutions that genuinely add value.   We also discuss the psychological side of sales calls, where building trust and listening become your secret weapons.   Nick's insights reveal how confidence and sharp communication can transform superficial interactions into productive meetings.     --------- EPISODE CHAPTERS ---------   (0:00:00) - Cold Calling Strategies for Sales Directors Understanding needs, targeting prospects, and fostering genuine engagement in effective cold calling for engineering businesses.   (0:14:17) - Effective Cold Calling Strategies in Sales The art of cold calling in engineering: opener, hook, questioning to engage prospects and provide solutions.   (0:24:34) - Mastering the Psychology of Cold Calling Effective communication in sales involves listening, understanding client needs, building trust, and adopting a client-focused mindset.   (0:35:05) - LinkedIn Content Strategy for Sales Networking Nick shares insights on LinkedIn content creation and networking in the sales community.   Connect with Nick: https://www.linkedin.com/in/nick-jeins-2914642a8/   Follow me: https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/MK_0mm1wsMo  

How do you thrive in a world where buyers are more informed than ever?   In this weeks episode we delve into the transformative power of engaging early in the engineering sales process. Daniel Wendon, Sales Manager at Sulzer, shares his expert insights on how the digital age is reshaping the landscape of engineering sales.   Discover why engaging in the early stages of tender preparation could be the key to increasing your success rate in competitive environments and how failing to do so might leave you sidelined.   The evolution of sales engineers into trusted advisors is a game-changer in the industry. We' discuss how the internet has transformed buyers into self-informed decision-makers, reducing the need for direct interactions for basic purchases. Yet, for complex challenges, these same buyers crave strategic guidance.   This episode uncovers the need for sales engineers to merge technical prowess with strategic business consulting, enabling them to address broader business objectives like carbon reduction commitments.   The insights shared could be pivotal in helping you build meaningful, long-term relationships with clients.   We also confront the hurdles faced by technical sales engineers as they balance technical knowledge with business acumen.   By focusing on external drivers like energy costs and government policies, you'll learn how to craft value propositions that truly resonate with decision-makers.   We talk about the necessity of embracing change, even overcoming the "engineering super ego" that might resist it.   This conversation is all about equipping you with modern tools and techniques necessary to stand out in an ever-evolving market.   --------- EPISODE CHAPTERS ---------   (0:00:00) - The Future of Engineering Sales The digital age has transformed engineering sales, highlighting the need for early engagement and understanding of project intricacies. (0:09:30) - Sales Engineer Transition to Advisory Role Sales in engineering are shifting towards self-informed buyers, requiring sales teams to have both technical and strategic consulting capabilities. (0:19:21) - Navigating Technical Sales Challenges for Engineers Technical sales engineering requires balancing technical expertise with business insights to build trust and align solutions with client needs. (0:29:36) - Embracing Change in Engineering Sales Engineering super ego, marginal gains, continuous learning, evolving sales, managing change, proven methods in sales training.   Connect with Daniel: https://www.linkedin.com/in/daniel-wendon-31b85569/     Follow me: https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/pe1C-qUWdEo

Is the diesel truck on the brink of extinction?   Industry expert Tony Owen brings his extensive knowledge to discuss the monumental shift toward electric trucks in the pursuit of net-zero emissions.   As legislative deadlines loom, manufacturers like Volvo, Renault, and Scania are leading the charge with new electric models, while the pressure mounts to phase out diesel trucks. We scrutinise the scepticism surrounding these ambitious goals and explore the undeniable momentum driven by environmental imperatives.   The market's readiness for electric trucks, especially those under 26 tons, is under the microscope as we navigate the evolving landscape of truck manufacturing.   Tony  sheds light on the hurdles faced by dealerships clinging to diesel sales and the urgent need for educational initiatives to inform customers about the benefits and infrastructure of electric vehicles.   As infrastructure improves, the potential for electric trucks grows, but the shift in mindset among stakeholders presents its own challenges. Strategic conversations and proper training are essential for a smooth transition to electric fleets.   Sales professionals, take note: standing out in the shifting sands of the trucking industry requires more than just adapting to electric vehicles. Tony highlights the importance of continuous learning, firsthand experience, and building meaningful customer relationships.   By becoming trusted advisors and moving beyond transactional interactions, salespeople can carve out a niche for success.   This episode offers insights into navigating the dynamic world of electric truck sales, highlighting strategies for building a strong reputation and thriving in this era of transformation.   --------- EPISODE CHAPTERS ---------   (0:00:00) - Shift to Electric Trucks in Industry Truck industry rapidly shifts to electric vehicles due to global commitments and upcoming legislation for net-zero emissions. (0:14:29) - Transition to Electric Trucks Truck manufacturers are transitioning to electric vehicles, but dealerships and customers need to adjust their perspectives and infrastructure for heavy-duty trucks to improve. (0:24:53) - Navigating the Shift to Electric Trucks Electric vehicles, net-zero targets, misinformation, strategic conversations, and early buying processes are discussed in the transportation sector. (0:34:14) - Standing Out in Electric Truck Sales Salespeople should embrace change and become experts in electric trucks to succeed in the industry. (0:39:38) - Building Reputation for Sales Success Sales industry success relies on building a strong reputation through genuine customer help and proactive relationship-building.   Connect with Tony: https://www.linkedin.com/in/tony-owen-6024a830/   Follow me: https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/K8vzpXvY3BQ

Susie Ashfield, the brilliant author and communication expert, returns with her profound insights into the art of authentic communication.   In this episode, we discuss her latest book, "Just F**king Say It," which encourages confronting communication hurdles with audacity and sincerity.   Susie shares her wisdom on embracing the imperfections that make conversations genuinely meaningful and guides us to see confidence as a fleeting state that doesn't hinder action.   From the raw emotions in public speaking to the power of storytelling, she illustrates how feelings can transform any speech into an unforgettable experience, whether it's a corporate presentation or a wedding toast.   We travel through the nuanced world of building genuine connections, especially in the digital realm like LinkedIn, where staying true to oneself is paramount.   Susie addresses the significance of stepping out of one's comfort zone, even if it means starting with small acts of bravery.   This conversation is an invitation to embrace your true voice, whether sharing your story in a boardroom or a social media post, encouraging listeners to forge real connections through honest and heartfelt communication.   --------- EPISODE CHAPTERS ---------   (0:00:00) - Just F**king Say ItSusie Ashfield discusses embracing authenticity in communication, confidence as taking action, and the holistic approach in her book "Just F**king Say It.   (0:06:15) - Embracing Emotions in Public SpeakingEmotion is crucial in public speaking, storytelling, and marketing, enhancing impact and fostering connections with audiences.   (0:18:25) - Building Authentic Communication on LinkedInEmbrace authenticity and comfort zones on LinkedIn, avoid copying others, and engage genuinely with your audience.   Connect with Susie: https://www.linkedin.com/in/susannahashfield/ Get Susie's Book: https://amzn.eu/d/aIZJK6N   Follow me: https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/iJiUZXmypPs

Can LinkedIn truly revolutionise your sales strategy? Join me and LinkedIn expert Mic Adam as we challenge the misconception that this powerful platform is just about connections and job hunting.   Discover how setting clear objectives and measuring outcomes can transform LinkedIn into a potent tool for achieving business goals. We redefine what it means to be a power user, highlighting the importance of leveraging LinkedIn's full capabilities to achieve tangible results. By aligning your LinkedIn activity with specific objectives, you can turn what seems like a mere networking site into a cornerstone of your sales strategy.   In our conversation, we unravel the potential of employee advocacy and how it can elevate both personal and company reputations. We tackle the common fears and misconceptions surrounding employee advocacy, offering practical steps to encourage authentic engagement.   From reposting company-approved content to developing original posts, we discuss strategies that can empower employees to become genuine brand ambassadors.   We also explore the crucial role of C-suite executives in setting the tone and leading by example, emphasising the impact their participation can have on the company's overall image.   Finally, we address the power of content creation and collaboration in sales. Mic shares practical exercises to build confidence in content creation and the significance of video content in establishing authentic relationships.   This episode is packed with actionable insights and expert advice to help you and your company thrive on LinkedIn.   --------- EPISODE CHAPTERS ---------   (0:00:00) - Maximising LinkedIn as a Tool LinkedIn is a powerful tool for sales professionals to achieve business objectives by setting clear goals and leveraging its full potential.   (0:03:21) - Employee Advocacy on LinkedIn Redefining leads and utilising LinkedIn for business objectives, including employee advocacy and challenges faced.   (0:11:13) - Elevating Company Reputation Through Content C-suite executives' hesitations in sharing content can be overcome by effective communication, leveraging client interactions, and avoiding control.   (0:24:58) - Advancing Employee Advocacy on LinkedIn Building confidence in content creation through reposting, personalised posts, and video for authenticity and relationship-building.    Connect with Mic:  https://www.linkedin.com/in/micadam/   Follow me: https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/jr01T_Jl59Y  

Inspirational business leader and author Leisa Pickles shares her unique insights in our latest episode, spotlighting the often misunderstood world of sales.   As the author of "The Only Salesperson in the Room," Leisa challenges the common reluctance of business owners to embrace their roles in sales, largely due to negative stereotypes.   She recounts her experience at a business conference where few attendees identified as salespeople, sparking her mission to redefine sales as a positive, relationship-building process.   Leisa's goal is to empower business professionals to see sales as an integral and beneficial part of their journey.   Our conversation breaks down the importance of authenticity in sales, especially in a digital-first era where first impressions often occur online.   We explore her strategies for effective communication, stressing the use of clear, jargon-free language, even in high-stakes conversations.   Leisa highlights maintaining control and clarity without falling into the trap of apologetic language or empty pleasantries, providing actionable advice on making impactful impressions in brief interactions.   Her tips for owning conversations are especially crucial for those looking to enhance their sales communication skills.   Feel inspired as Leisa offers practical tips to enhance confidence during calls and discusses alternative prospecting methods like video and voice notes to better engage with audiences.   --------- EPISODE CHAPTERS ---------   (0:00:03) - Challenging Stereotypes in Sales (0:11:55) - Communicating Authenticity in Sales (0:18:41) - Effective Sales Communication Strategies   Connect with Leisa LinkedIn: linkedin.com/in/leisapickles Website: findmetheleads.co.uk/ Get Leisa's book https://amzn.eu/d/aDRL9v9   Follow me: https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/UcuNXIYrbKo

Could imposter syndrome be the hidden obstacle holding you back from sales success?   In this enlightening episode Tara Halliday demystifies imposter syndrome, explaining why it's more than mere self-doubt and how it uniquely targets specific tasks rather than general confidence.   We dive into the surprising revelation that imposter syndrome affects both men and women equally, although societal factors might make women more vocal about it.   Discover why 70% of high achievers find themselves battling this secret self-doubt and how it can impact your career trajectory.   Our conversation with Tara delves into the science of self-perception and the misconceptions surrounding imposter syndrome.   Tara offers fresh insights into overcoming these mental barriers by addressing the root causes like "conditional worth," and introduces practical strategies based on neuroplasticity to reprogram our thinking patterns.   Whether you're publishing work or building your professional reputation, understanding these nuances could be the key to unlocking your potential.   Ending on a hopeful note, Tara shares actionable tips for breaking free from negative cycles by tapping into the brain's ability to change.   Learn how to harness techniques like the "power reset" to manage stress and improve emotional resilience.   Gain confidence through healthier self-comparisons and uncover the role model mindset that fosters personal growth without judgment.   --------- EPISODE CHAPTERS ---------   (0:00:00) - Understanding Imposter Syndrome in Sales Imposter syndrome affects 70% of high achievers and can target specific tasks, not all areas of life.  It can often be confused with lack of confidence, and can hinder personal and professional growth. (0:12:18) - Overcoming Imposter Syndrome Misconceptions Hubris, Dunning-Kruger effect, and imposter syndrome are discussed, with a focus on addressing conditional worth through neuroscience. (0:17:01) - Breaking the Imposter Syndrome Cycle Neuroplasticity allows for building effortless confidence by breaking negative patterns and fostering healthier mindsets. (0:25:25) - Survival Instincts and Brain Programming Primal instincts triggered by societal labelling and rejection, and practical strategies for managing stress and enhancing emotional resilience. (0:29:19) - Building Confidence Through Self-Comparison Comparison can impact personal growth and self-confidence, but flipping it to focus on similarities can foster belonging and self-worth.   Connect with Tara- https://www.linkedin.com/in/tara-halliday-phd/ Website: The Power Reset (to get calm fast) https://bit.ly/ThePowerReset Imposter Syndrome quiz https://bit.ly/ImpostorQuiz Tara's Latest book Outsmart Imposter Syndrome https://bit.ly/OutsmartISBook   Follow me: https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/jt3a9w9uNuI

Jeff Hatten an innovator in the sales world, shares his incredible journey of turning the once drab networking site into a lively stage for humorous and engaging content. Hesitant at first to mix humour with business, Jeff reveals how embracing his unique personality not only captured attention but also brought a much-needed vibrancy to sales communications.   We take a closer look at the inspirations behind his comedic approach, including influencers like Tom Boston, and discuss how Jeff's content breaks away from the mundane norms of professional networking.   Content marketing takes center stage as we discuss how humour and personal insights can build trust and credibility.   By weaving authentic stories and amusing anecdotes into sales pitches and communications, sellers can foster genuine connections with their prospects and clients.   Discover how standing out with personal and educational content, as opposed to traditional company materials, can enhance reputation and credibility.   We also explore the strategic power of humour and personal branding in B2B marketing, highlighting innovative campaigns and the timeless effectiveness of human-created content over AI.   Tune in to see how humour can not only enliven LinkedIn but also transform the way we connect with our audiences.   -------- EPISODE CHAPTERS --------- (0:00:00) - Humour in Sales (0:15:29) - Building Trust Through Content Marketing (0:26:51) - Creating Brand Affinity Through Humour   Connect with Jeff - linkedin.com/in/hattenjeff     Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/k-QTzF7jHDo

Could AI be stifling your creativity?   Join us for an engaging discussion with Zsike Peter, the bold entrepreneur who embraced a "vampire" theme to create a standout brand identity.   Through Zsike's unique journey, we explore the importance of crafting an original and memorable personal brand in today's cluttered digital marketplace. We discuss how daring to be different can capture attention and resonate with like-minded clients, and why larger companies might shy away from stepping outside their comfort zone.   Discussing the challenges of AI-generated content, we highlight the critical balance between efficiency and maintaining a unique personal voice.   While AI offers speed, it risks flattening the creativity and authenticity that make content truly stand out.   As we address the ethical dimensions of outsourcing creativity to AI, we raise concerns about automation bias and the erosion of emotional intelligence in leadership.   What happens to our innate ability to strategise and connect on a human level when we lean too heavily on technology?   This conversation underscores the importance of maintaining emotional awareness in an increasingly automated world.     --------- EPISODE CHAPTERS WITH KEY POINTS ---------   (0:00:00) - Building Your Personal Brand Through Uniqueness Establish a unique personal brand in social media and sales, with a memorable and quirky identity, to attract like-minded clients.   (0:11:18) - Quality Over Quantity in Content Creation AI-generated content poses challenges in maintaining unique tone and voice, diminishing critical thinking skills and drowning out quality work.   (0:26:09) - The Ethical Impact of AI The complexity and potential pitfalls of outsourcing thinking and creativity to AI, automation bias, manipulative chatbots, and the importance of emotional intelligence in leadership.   (0:36:29) - Personal Branding and Content Creation Personal branding is crucial for business success, achieved through consistent content production and authentic social media engagement.   Follow Zsike LinkedIn:  https://www.linkedin.com/in/zsike-peter/ Website: https://www.vampiredigital.biz/   Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/l4rKbZib-PE

Ever felt the weight of imposter syndrome in a competitive industry?   Let us take you on Nia Woodhouse's transformative journey from self-doubt to self-assurance as she navigates the sales landscape with the power of social media.   We unravel the concept of the "duff pancake," demonstrating how those initial, clumsy steps in content creation are not just inevitable but essential for growth.   Discover how Nia found her voice in a male-dominated field, turning timid beginnings into a confident presence on platforms like LinkedIn.   Her story shines a spotlight on the importance of consistency in social selling and the magic that happens when you blend personal insights with professional branding.   Through the art of storytelling, Nia shares her secrets to crafting content that doesn't just inform but also connects deeply with audiences.   We delve into the delicate dance between authenticity and relatability, emphasising how personal stories trump AI in creating content that resonates.   Join us as we explore strategies for overcoming fears in content creation, the pivotal role of mentorship, and the surprising joy found in collaboration.   This episode is a vibrant testament to the power of embracing the creative process and using personal narratives to bridge the gap between seller and customer, ultimately inspiring growth and new opportunities.   --------- EPISODE CHAPTERS WITH SHORT SUMMARIES --------- (0:00:00) - Success in Sales Embracing social media for personal and professional branding, overcoming imposter syndrome, and the value of consistency and collaboration in sales.   (0:12:50) - Content Creation and Storytelling in Sales Confidence and practice are crucial for improving skills in sales and content creation, while sharing personal opinions and stories can connect with audiences and differentiate from AI-generated content.   (0:21:11) - Creating Content With Confidence and Joy How storytelling connects with audiences, overcoming hurdles in content creation, finding joy in collaboration, and embracing authenticity.   Follow Nia LinkedIn:  https://www.linkedin.com/in/nia-woodhouse-02257a168/ Email: nia@mysalescoach.com   Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/4c5euGc6i2w

What sets the good apart from the great in the fast-paced world of sales?   Could it be the mindset with which we tackle both triumphs and setbacks? This final episode of the mini series we navigate the ever-evolving sales landscape where buyer expectations, innovative tools, and fierce competition redefine the game.   At the heart of our discussion is the final component of my book "Ethical Selling"—the importance of learning and growth.   Top salespeople understand that success is a journey, not a destination, and to remain effective, they must embrace continuous learning.   We unpack the concept of a growth mindset, introduced by Dr. Carol Dweck, and discuss how embracing challenges, seeking feedback, and learning from experiences are crucial for staying ahead in today's fast-paced world.   Listen in as we highlight the power of reflection as a tool for personal and professional growth.   By revisiting past experiences—both successes and failures—we can identify what worked, what didn't, and what we can do differently next time.   This reflective practice is straightforward yet powerful, enabling us to continually improve and thrive.   We contrast this with a fixed mindset, where abilities are seen as unchangeable, and setbacks are perceived as personal failings.   Embrace the growth mindset to rise above the rest and harness every challenge as an opportunity for improvement.   This episode is packed with insights to help you stay resilient, relevant, and on the path to success.   Links and Resources: Get a copy of my Book: Ethical Selling on Amazon Collaborative Selling Scorecard: Take the Free Assessment Connect with Fred: LinkedIn Profile Watch this episode: Watch on YouTube

Ever wondered how to secure a deal without compromising your integrity or relationships?   In today's episode on the Sales Today podcast we unravel the secrets of adaptive negotiation that goes beyond the old-school notion of win-lose tactics.   This episode is your guide to mastering negotiation skills that are both ethical and effective, ensuring win-win outcomes that build trust and long-term partnerships.   I share how tapping into the power of flexibility and understanding customer goals can lead to better offers and repeated business.   Through enhanced listening and questioning techniques, learn how to identify tradable variables and establish clear walkaway points, all while maintaining a collaborative mindset.   Continuous growth is key in staying ahead of the competition and the need for ongoing learning to maintain that competitive edge.   Explore strategies that encourage ethical selling practices and keep sales professionals relevant in today's fast-paced market.   --------- EPISODE CHAPTERS ---------   (0:00:00) - Adaptive Negotiation for Win-Win Outcomes Adaptive negotiation in ethical selling involves win-win outcomes, flexibility, preparation, and understanding customer needs.   (0:14:29) - Continuous Sales Growth Strategies Continuous learning and ethical selling practices are crucial for top salespeople to stay competitive and relevant in the market.   Links and Resources: Get a copy of my Book: Ethical Selling on Amazon Collaborative Selling Scorecard: Take the Free Assessment Connect with Fred: LinkedIn Profile Watch this episode: Watch on YouTube

Can you imagine transforming your sales strategy from transactional to truly collaborative?   On this fifth episode of the Sales Today mini series, I share how adopting a partnership mindset can revolutionise your sales approach.   Building upon the core themes of my book, "Ethical Selling," we unpack the significance of shifting from 'me' to 'we,' and why buyers in complex B2B environments seek partners rather than mere vendors.   Discover how fostering relationships based on trust, understanding, and mutual success not only secures long-term achievements but also makes you an indispensable part of your client's journey.   We uncover the art of co-creating solutions that align with clients' long-term goals, enhancing your value as a sense-maker.   With insights drawn from over two decades of experience, this conversation is filled with practical advice on how to act like a partner and enhance your sales effectiveness.   Whether you're aiming for upsell opportunities or looking to solidify renewals, learn how collaboration can be your key to unlocking potential and creating lasting business success.   Step into the future of sales and see how thinking and acting like a partner can elevate your impact in the sales world.   Links and Resources: Get a copy of my Book: Ethical Selling on Amazon Collaborative Selling Scorecard: Take the Free Assessment Connect with Fred: LinkedIn Profile Watch this episode: Watch on YouTube     

Is decision-making as a buyer really as easy as it seems?   Today, I address the challenges buyers face in our VUCA world—Volatility, Uncertainty, Complexity, and Ambiguity.   This episode is a leg of our journey through the ethical selling terrain, inspired by my book "Ethical Selling." We're diving into how sales professionals can step away from the shadows of fear-based tactics and embrace a more enlightened approach that builds trust and empowers customers.   Think of us as guides on a hike, illuminating the way with clarity and confidence, leaving the ultimate choice to our customers.   In this discussion, I highlight the pivotal role of the ethical seller in crafting a secure and informed buying experience.   We'll explore the importance of giving customers the right information to make confident decisions, free from the pressures of manipulation.   The goal is to differentiate as a modern, professional salesperson by simplifying complexities and fostering long-term relationships built on trust.   Tune in to learn how to become a sense-maker in the sales process, guiding clients through options without making the choice for them, and ensuring that decisions are not just momentary but lasting and fulfilling.   .Links and Resources: Get a copy of my Book: Ethical Selling on Amazon Collaborative Selling Scorecard: Take the Free Assessment Connect with Fred: LinkedIn Profile Watch this episode: Watch on YouTube

Ever wondered why the price conversation dominates your sales meetings?   In this third episode of the mini series I discuss the mystery of how a value-centric approach can transform your sales strategy.   Shifting the focus from cost to value isn't just smart - it's essential in today's saturated market.    I share actionable strategies to help you become a partner in your customer's journey, rather than just another vendor.   Discover the power of understanding customer outcomes, communicating in their language, and using tools like ROI calculators to paint a vivid picture of your solution's impact.   Plus, hear the inspiring story of a sales team that ditched the product pitch and embraced customer outcomes, proving just how powerful this approach can be.   I also dive into the heart of ethical selling, revealing how to empower customers to make confident, pressure-free decisions.   It's not solely about closing the deal; it's about building trust and creating a supportive environment where customers feel assured in their choices.   .Links and Resources: Get a copy of my Book: Ethical Selling on Amazon Collaborative Selling Scorecard: Take the Free Assessment Connect with Fred: LinkedIn Profile Watch this episode: Watch on YouTube

In this second solo episode of the Sales Today Ethical Model mini series, I explore the crucial role of transparency and integrity in ethical selling.   Drawing insights from my book, Ethical Selling, I break down the foundational elements of building trust in sales relationships.   Discover how honesty about product strengths and limitations, coupled with staying true to one's moral compass, can transform business interactions.   Imagine a world where sales professionals prioritise trust over quick wins - where transparency and integrity guide every transaction, ultimately leading to stronger, lasting customer relationships.   I share the insightful trust equation from the esteemed book, The Trusted Advisor, authored by three Harvard Business professors. This equation sheds light on the mechanics of trust, emphasising credibility, reliability, and intimacy, while cautioning against self-orientation.   This episode is a call to action for sales professionals to focus on doing the right thing for customers, ensuring that ethical practices are at the heart of every successful sale   .Links and Resources: Get a copy of my Book: Ethical Selling on Amazon Collaborative Selling Scorecard: Take the Free Assessment Connect with Fred: LinkedIn Profile Watch this episode: Watch on YouTube  

This week on the Sales Today podcast I kick off a solo series dedicated to exploring the ethical model at the heart of my book, Ethical Selling.   This episode focuses on the power of empathetic communication in sales. We discuss why empathy isn't just a nice-to-have but an essential tool for understanding customers on a deeper level, enabling us to listen first and sell second.   By being detectives of emotions, we can build trust and uncover the real drivers behind customer decisions, leading to more meaningful and effective sales conversations.   Tune in as we explore practical strategies for incorporating empathy into your communication, such as active listening and asking meaningful questions.   I share insights on the importance of truly focusing on what customers say - and what they don't say—using the two-to-one communication ratio.   By leveraging not only your ears but also your eyes and feet to observe and understand customers' environments and perspectives, you can enhance your ability to engage with them empathetically.   Links and Resources: Get a copy of my Book: Ethical Selling on Amazon Collaborative Selling Scorecard: Take the Free Assessment Connect with Fred: LinkedIn Profile Watch this episode: Watch on YouTube

What happens when the discipline of an endurance athlete meets the dynamic world of sales?   Join me as I sit down with Jakob Thusgaard, founder of YourSales, who shares his journey from sporty ambitions to actionable habits, fuelled by revelations from "Atomic Habits."   Discover how he transformed his fitness routine by setting realistic goals and celebrating small victories, and how these principles can revolutionise your approach to sales.   Our conversation unpacks the power of consistent, incremental progress and the parallels between personal growth and professional achievements in sales.   As sales roles continue to evolve, Jakob and I address the implications of specialised roles like sales development representatives and account executives.   We delve into the potential pitfalls of compartmentalisation and emphasise the strength found in mastering the full sales funnel independently.   Through personal anecdotes, we reflect on the narratives we create about our roles and remind early-stage salespeople about the risks of rushing promotions before they're ready.   Our insights aim to cultivate self-awareness and prepare sales professionals for sustainable success.   Finally, we explore why loving the core activity of your profession can make all the difference.   We discuss how passion for the craft, not just the product, fuels long-term success and ethical practice.   By finding purpose in both the exciting and mundane aspects of sales, professionals can achieve greater happiness and integrity in their careers.   Listen in as we underscore the importance of alignment and integrity, offering a roadmap for lasting fulfilment in the sales field.   Connect with Us: Guest: Jakob Thusgaard - https://www.linkedin.com/in/thusgaard/   Website: https://yoursales.com/   Host: Fred Copestake  - https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/1mkLqLCErCM

In today's episode I am joined by Charli Hunt, the innovative founder of Lime One, to delve into the nuanced world of LinkedIn.   The conversation offers valuable insights into overcoming common pitfalls like "pitch slapping" and highlights strategies for authentic engagement and effective outreach on the platform.   Key Topics Discussed: Understanding "Pitch Slapping" on LinkedIn (0:00:00 - 0:08:31): Charli explains the detrimental practice of "pitch slapping," where users send unsolicited sales pitches immediately after connecting. The discussion highlights how this approach can harm genuine professional relationships and the importance of engaging authentically to stand out in the B2B landscape.   Strategic Engagement and Value Creation (0:08:31 - 0:20:32): Explore the art of engagement on LinkedIn, with tips on building a community through thoughtful interaction with posts from industry leaders. Learn how to balance value-driven content with promotional messages to boost visibility and enhance professional reputation.   Evolving Outreach Strategies (0:20:32 - 0:25:59): We reflect on the declining effectiveness of cold emails and discuss personalised outreach techniques on LinkedIn. Discover the potential of personalised video messages and the importance of creative persistence in capturing and maintaining attention.   Effective Engagement Without Solicitation (0:25:59 - 0:34:00): Learn about the pitfalls of seeking engagement through direct messages and the significance of creating compelling content that naturally attracts interaction. Charli emphasises personalising content to resonate with specific audiences and the value of genuine interactions over artificial engagement.   Key Takeaways: Avoid "Pitch Slapping": Build relationships before attempting to sell, and focus on authentic engagement to create meaningful connections.   Engage Thoughtfully: Interact with others' content to boost visibility and foster a sense of community, rather than just gaining followers.   Personalise Outreach: Utilize personalized approaches like video messages to stand out in a crowded digital landscape.   Value-Driven Content: Balance informative content with promotional posts to effectively communicate your services while providing value.   About Our Guest: Charli Hunt is the founder of Lime One, a LinkedIn tool designed to help professionals transition connections from LinkedIn into actionable sales opportunities.   With a focus on authentic engagement, Charli provides training and insights to enhance LinkedIn strategies.   Connect with Us:   Guest: Charli Hunt - https://www.linkedin.com/in/charli-hunt/ Website:  https://thelime.one/   Host: Fred Copestake  - https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/JfSHhHcjt48  

Veteran sales coach and founder of Human Aligned Selling, Steve Myers, joins us for a transformative conversation on the evolution of sales strategies over his impressive 42-year career.    With Steve's invaluable insights, we explore how the internet and technology have shifted the salesperson's role from a product-focused expert to a master of human connection.   Our discussion underscores the enduring significance of emotional intelligence in sales success, stressing that while product knowledge is essential, the ability to connect personally with clients is the key differentiator in today's marketplace.   We also tackle the intriguing topic of AI in sales, highlighting its limitations in building trust and fostering genuine relationships.   We dive into the transition from feature-based to solution-based selling, illustrating how truly understanding clients' emotional and behavioural needs can be a game-changer.   Sharing personal experiences, we discuss practical tools like NLP and improv that can enhance communication skills, pushing sales professionals to continually learn and adapt to maintain their edge in this competitive field.   Our conversation takes a thoughtful turn as we examine the concept of equal business stature in client interactions.   We emphasise the importance of creating partnerships where both parties appreciate each other's time and expertise, encouraging salespeople to shift their mindset from subservient to collaborative.    Loved this episode? Take a moment to rate and review the podcast. Don't forget to check out the Collaborative Selling Scorecard (link below) to see how your sales approach measures up in today's ever-changing environment!   -------- EPISODE CHAPTERS --------- (00:00) - The Evolution of Sales Strategies (15:09) - Building Emotional Connections in Sales (30:53) - Establishing Equal Business Stature in Sales   Connect with Steve - https://www.linkedin.com/in/stevemyers0/   Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/iwclMvo_i3Q

Welcome to the Sales Today podcast.   In this special episode, I'm celebrating the launch of my third book, Ethical Selling.   Listen in as I talk about the natural progression from collaborative and hybrid selling to an ethical approach that balances the needs of customers, companies, and sales professionals.   I address why ethical selling is the future, bust myths about it being "too hard" or "too soft," and provide actionable insights into implementing it in your sales practice.   Along the way, discover the ethical model and how its principles can elevate your sales game to create a win-win-win scenario.   I also introduce the Institute of Ethical Selling, a new initiative to certify and support ethical sales professionals worldwide.   What You'll Learn in This Episode: Why ethical selling is becoming essential for success. How the ethical model works alongside existing sales methodologies. Practical strategies for empathetic communication, transparency, and building trust. Insights into the Institute of Ethical Selling and how it supports sales professionals. My personal journey in sales and how it shaped my passion for ethical practices.   Links and Resources:   Buy my Book: Ethical Selling on Amazon   Collaborative Selling Scorecard: Take the Free Assessment   Connect with Fred: LinkedIn Profile   Watch this episode: Watch on YouTube    

Discover the secrets to ethical selling and transform your approach by tuning in to our enlightening conversation with Sam Dunning, founder of Breaking B2B.   Learn how to build trust and credibility with potential clients through the art of providing valuable content during the sales follow-up process.   By sharing targeted podcasts, videos, and articles, you can effectively address your prospects' specific needs and challenges, thereby encouraging them to choose your services.   Sam also shares insights from his expertise in B2B SEO and website strategy, offering tips on how to capture your target audience's attention and improve your organic search rankings.   Turn in as we discuss the evolution of sales techniques and reflect on the shift from aggressive, commission-driven methods to a more customer-focused, ethical approach.   Drawing from personal experiences in high-pressure sales environments, we address the importance of aligning services with client needs and nurturing long-term relationships.   This episode highlights the critical shift from pushy tactics to understanding and prioritising clients' best interests, which not only safeguards your reputation but also paves the way for sustainable success.   Learn how to leverage existing company content and create personalised content to stand out in the crowded market.   We also discuss the role of transparency in building trust, from being upfront in discovery calls to offering constructive feedback.   With practical insights and real-world examples, this episode is a must-listen for anyone seeking to refine their B2B marketing and sales approach while maintaining an ethical and impactful presence in the industry.     -------- EPISODE CHAPTERS --------- 00:00) - Modern Approach to Ethical Selling (04:24) - Evolution of Ethical Sales Approach (16:59) - Effective Sales Strategy and Ethical Approach (26:46) - Personal Branding and Transparency in Sales (31:09) - Transparency in Sales Process   Connect with Sam LinkedIn:  https://www.linkedin.com/in/samdunning/ Website: https://www.breakingb2b.com/   Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/TueaS3bz_Ao

Unlock the secrets of ethical selling and transform your approach with insights from Fred Copestake's new book ‘Ethical Selling - How to win more business by doing the right thing'.   Discover how honesty and integrity not only enhance trust but also pave the way for long-term success without compromising profits. Embrace the shift from outdated pushy tactics to a more empathetic, value-driven methodology that fosters genuine connections.   By harnessing emotional intelligence, you can elevate your sales game, ensuring your interactions are transparent and collaborative, ultimately leading to win-win outcomes for you and your clients.   Navigate the intricate world of high-stakes sales with frameworks like PIRATE and RAPID, blending technology and a personal touch to maintain authenticity.   The book highlights the significance of aligning your sales career with personal values. Dive deeper into ethical selling principles, and learn how small, intentional changes can boost your effectiveness and fulfillment.   In a nod to the future this episode is brought to you using the power of modern technology as AI Assistants take control of analysing the content and recording their ‘conversation'.   Despite advances in technology the human side of selling remains of utmost importance. Enjoy the two combining!   (Episode produced using Google NotebookLM)   Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/UedHCwYpozw

Ethical selling: Help prospects identify as your customer   Martin Stellar, author of "Sales for Nice People," joins me to share his unique perspective on aligning sales practices with personal values, leading to genuine success.   Drawing on 30 years of experience in understanding human nature and psychology, Martin reveals how his journey from a monastery to a tailoring business taught him that quality alone isn't enough for sales success.   Emphasising that sales can be an act of service, Martin encourages entrepreneurs to embrace their integrity and transform their approach to selling.   We address how focusing on serving others can overcome the challenges of traditional sales mindsets and result in fulfilling and profitable outcomes.   We also explore the refreshing concept of collaborative and ethical selling, highlighting the "same-side selling" approach where buyers and sellers act as partners rather than opponents.   Martin explains how fostering authentic interactions energises buyers, allowing them to naturally gain confidence in their decisions.   By embracing a non-linear sales framework centered on listening and understanding the buyer's journey, we redefine the traditional focus on closing deals.   Instead, we highlight opening opportunities and facilitating personal growth for both buyer and seller, underscoring how serving others can lead to transformational sales experiences.    -------- EPISODE CHAPTERS ---------   (00:34) Modern Sales Techniques for Nice People (05:18) Perceptions of Sales and Entitlement (14:22) Same-Side Selling Dynamic in Sales (18:27) Let Buyers Decide, Avoid Over-Enthusiasm (23:49) Trust-Building Sales Conversations (26:23) Understanding Buyer Transformation (29:46) Building Trust Through Permission-Based Sales   Connect with Martin LinkedIn:  https://www.linkedin.com/in/martinstellar/ Website: https://martinstellar.com/    Website:   https://salesflowcoach.app/ Get Martin's Book:  https://martinstellar.com/book/   Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/GJYWMnHzekQ

Is ethical selling the secret sauce for sustainable success in sales?   In today's solo episode, I challenge the myths and misconceptions surrounding ethical selling.   Prepare to have your beliefs shifted as we explore the Goldilocks dilemma, where ethical sales practices strike the perfect balance—not too hard, not too soft.   Discover how small, positive changes lead to significant gains in both sales outcomes and workplace happiness, crafting a win-win-win scenario for customers, companies, and salespeople alike.   I also address how ethical selling not only aligns with sales targets but enhances profitability through customer loyalty and referrals.   I share insights on building trust and understanding customer needs to lay a solid foundation for repeat business and lasting success.   Worried that ethical selling might dilute your assertiveness or persuasiveness?   Think again. We reveal how these skills can be harnessed to create meaningful conversations that truly benefit the customer.   Stand out in the "sea of sameness" with ethical selling as your powerful tool for achieving remarkable results and sustainable business growth.   Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/jBlTmuk_wrw

What if ethical selling is neither a burden nor a compromise, but a powerful tool just waiting to be harnessed?   In this solo episode, I share insights from my book, focusing on how ethical selling is often perceived as either too challenging or too lenient.   Through the Goldilocks analogy, I argue that ethical selling is, in fact, "just right," offering a competitive edge by creating a win-win-win situation.   By aligning the interests of the customer, the company, and our own conscience, we can achieve a sustainable and balanced approach.   I address the significance of transparency and ethical sales practices, highlighting the role of mutual action plans in delivering promised outcomes for customers.   Understanding that value is subjective, I stress the need to comprehend customer needs and the potential of AI in enhancing sales strategies while respecting customer autonomy.   Key topics include ensuring buyer safety, qualifying customers, and fostering collaborative relationships with a partner mindset.   We also touch on the concept of partnering intelligence (PQ), highlighting elements such as trust, interdependence, and adaptability as vital components in building successful customer relationships.   -------- EPISODE CHAPTERS --------- (0:00:02) - The Goldilocks Dilemma Ethical selling offers a competitive advantage by aligning interests and values, with a focus on practical application and mutual benefits.   (0:11:59) - Value-Centric Sales and Customer Relationships Transparency, ethical sales practices, mutual action plans, AI, buyer safety, qualifying customers, and fostering collaborative relationships.   Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/ln6elIm3vWA

Luke Tomlinson, Category Manager at MS3, joins me for a captivating conversation on the transformative power of procurement.   We unravel the outdated notion of procurement as just a back-office function and spotlight its potential to be a driving force for business value.   With a focus on ESG, risk management, and supply diversification, we discuss how procurement, when collaborating with sales teams, can transcend simple cost management to become a cornerstone of business innovation and success.   Understanding the buying journey is no longer optional but essential for both sales and procurement professionals.   We look into the importance of early engagement in the sales process, emphasising how this alignment can lead to more effective decision-making and streamlined operations.   By balancing the art of being right with the necessity of being liked, procurement professionals can reshape their roles, gaining respect and influence within their organisations.   Through learning from salespeople, procurement can enhance its effectiveness, contributing to a more harmonious and productive business environment.   We also explore the nuanced relationship between transactional and strategic supplier partnerships and the vital role of personal connections and trust in developing strategic partnerships.   This episode offers a wealth of knowledge on modern sales techniques and how procurement can leverage these insights to create mutually beneficial relationships with sales teams.   -------- EPISODE CHAPTERS ---------   (0:00:00) - Collaboration in Procurement and Sales Procurement's evolving role involves collaboration with sales to create value beyond cost management.   (0:13:54) - Building Relationships Between Sales and Procurement Understanding the buying journey, aligning with procurement, changing perceptions, and collaborating effectively for smoother sales processes.   (0:22:25) - Strategic Partnerships in Procurement Transactional vs. strategic supplier relationships, importance of personal connections, and creating value beyond cost considerations in procurement.   (0:31:09) - Understanding RFPS in Procurement and Sales Nature's RFPs: Invitations, winning potential, buyer's stage, early involvement, due diligence, aligning with client's needs and procurement processes. websites, and fun and educational content.   Connect with Luke:   Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/wu4IH5aLkac

What if your sales strategy could genuinely benefit your customers while meeting company goals?   Zac Thompson and Jack Frimston founders at WHAM (We Have A Meeting) uncover how ethical sales practices can reshape the industry.   We kick things off by challenging traditional, often manipulative sales methods and discussing how a buyer-centric approach prioritises the customer's needs over mere deal closures.   They share their vision of a sales world driven by intent and collaboration, not coercion, and the ethical dilemmas that arise from company targets and shareholder pressures.   Have you ever considered the ethical implications of control in sales?   This episode addresses the importance of granting potential customers the freedom to say no and how this can foster trust and honesty in the sales process.   We break down the psychological factors at play, such as the brain's biases and need for equilibrium, and why respecting these elements is essential for ethical sales.   Learn about the concept of "mini contracts" that align with the customer's buying journey, ensuring they never feel pressured or manipulated, creating a more honest and collaborative sales environment.   Imagine if effective communication and emotional intelligence were taught in schools.   Zac introduces this revolutionary idea, inspired by Julian Treasure, advocating for communication and social skills training in education.   Jack highlights the often-overlooked skill of listening, highlighting the importance of being present and empathetic in every interaction.   Tune in for valuable resources and engaging content, and don't forget to subscribe and take the free collaborative selling scorecard to evaluate your sales approach in today's market!.     -------- EPISODE CHAPTERS WITH SHORT KEY POINTS --------   (0:00:00) - Ethical Sales Ethical sales prioritise helping clients over closing deals, with a buyer-centric approach and consideration of company targets and shareholder pressures.   (0:11:35) - Control and Influence in Sales Control in sales process, ethical implications, respecting psychological factors, regular checkpoints, ethical influence over manipulation, building trust and integrity.   (0:24:15) - Effective Communication and Emotional Intelligence Communication and social skills, including listening and EQ, should be taught in schools and training programs.   (0:31:21) - Sales Consultancy and Connection Platforms Nature's consultancy work with WHAM, engaging LinkedIn content, resources on websites, and fun and educational content.   Connect with Jack: www.linkedin.com/in/jack-frimston-5010177b/ Connect with Zac: www.linkedin.com/in/zac-thompson-33a9a39b/ Website:  www.wehaveameeting.com Website: www.asalesconsultancy.com   Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/Pw39pCyizIw

 Join us on this episode with guest, Adam Wallace, author of '(Re)Value', as we uncover the hidden psychology of selling expertise across different industries.   Adam sheds light on the critical importance of identifying problems your clients might not even recognise they have, expanding your conversations and avoiding the common trap of rushing to solutions.   Learn how understanding where people spend their time and money can reveal their authentic motivations, providing a roadmap to more impactful sales strategies.   Ever wondered how focusing on just 75 customers could skyrocket your portfolio from 3 million to 20 million?   Adam breaks down the power of targeting micro niche markets and how laser-focused attention on a select customer group can create trust and compelling solutions.   We also discuss why transparency and honesty are not just ethical obligations but strategic necessities for optimising resources and delivering unparalleled value.   Discover how articulating the unique challenges of your niche can make your business irresistibly magnetic to potential customers.   We also tackle the complexities of modern sales, from the art of "tactical empathy" to mastering the crucial handoff from sales to delivery.   Adam reveals how to connect deeply with buyers by truly understanding their perspectives and ensuring that promises made during sales translate seamlessly into delivery.   And don't miss our exploration of untapped market value, focusing on the profitable yet often-neglected grumpy customers.   Learn practical strategies for uncovering hidden opportunities that can lead to better margins and more successful business outcomes.   -------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------   (0:00:00) - Understanding Customer Value in Sales Psychology of selling, identifying problems, understanding value, human drive for better outcomes.   (0:13:23) - Niche Marketing and Sales Strategy Targeting a micro niche market, understanding unique problems, and ethical selling can grow a portfolio from 3 to 20 million.   (0:18:25) - Sales Strategy and Customer Value Understanding Understanding buyer relevance and tactical empathy in modern sales, emphasising handoff to delivery for consistent outcomes.   (0:28:16) - Unlocking Untapped Market Value in Sales The dynamics of customer segmentation, valuing grumpy high-paying customers, and shifting focus for better business outcomes.   Connect with Adam Website: Buy Adam's book – (Re)Value:   Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/qr0tJhPdfIQ

What happens when sales meets engineering in the packaging and warehouse automation industry?   George Brown, an executive recruiter specialising in this niche sector, joins me to reveal the unique qualities that make sales professionals successful in such a technically demanding field.   We explore why an engineering background is essential, equipping sales experts with the technical know-how to address complex client pain points and build credibility.   Ever wondered how engineers transition to sales roles within large-scale projects?   We discuss the common career progression from engineering to customer-facing positions, the challenges engineers face in this shift, and the importance of acquiring sales skills.   George shares how bridging the communication gap between sales teams and engineers can lead to more effective collaborations and ultimately, successful sales.   Building a winning sales team is no small feat. Using football analogies, we dissect the roles and responsibilities within a business unit, highlighting the significance of teamwork in achieving project goals.   George also shares invaluable tips on identifying key characteristics for sales success, such as technical expertise, a robust professional network, and confidence.   Tune in for practical advice and personal experiences that will enhance your approach to sales and help you secure your next big opportunity.     -------- EPISODE CHAPTERS ---------   (0:00:00) - The Relationship Between Sales and Engineering Successful salespeople in packaging and warehouse automation need engineering background to understand and solve client pain points.   (0:08:18) - Transitioning From Engineering to Sales Engineers often transition to sales roles without formal training, creating a gap in pitching solutions effectively.   (0:13:15) - Sales and Engineering Communication Gap Sales teams and engineers face challenges in large-scale projects due to gaps between sales expertise and technical knowledge, emphasising the importance of teamwork and collaboration.   (0:18:49) - Building Successful Sales Teams Teamwork and understanding roles are crucial for project success, with engineers as defenders and salespeople as strikers.   (0:27:00) - Identifying Key Characteristics for Sales Success Game plan, technical expertise, networking, and confidence are crucial for success in engineering sales.   Connect with George LinkedIn:  https://www.linkedin.com/in/george-brown678/ Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/3aceUkoxWf0

The belief that relationships drive sales in the engineering industry is outdated.   Tune in to hear Mark Rathore discuss a modern approach to engineering sales, where laser-focused problem-solving and leveraging past successes for credibility take centre stage.   We share insights on how advancements in transportation, automotive, and renewable energy are not only transforming industries but also improving human lives.   Plus, we'll touch upon the concept of "flattening the curve" in engineering sales and how engineers can capitalise on their problem-solving skills to excel in marketing their innovations.   Understanding revenue distribution and client management is crucial for engineering and manufacturing businesses.   This episode illuminates how visualising revenue spread through graphs can uncover that a large portion of revenue often comes from a small set of clients.   We address the balancing act of maintaining loyalty to long-term clients while attracting higher-value prospects.   We also examine the common pitfalls businesses face after initial growth and offer strategies to sustain momentum and mitigate risks, ensuring the longevity of their success.     Finally, we discuss the importance of emotional drivers in motivating small businesses to grow beyond their comfort zones and share personal anecdotes on how fear of losing their current lifestyle can spur engineers into action.   -------- EPISODE CHAPTERS WITH KEY POINTS ---------   (0:00:00) - Modern Engineering Sales Approach Engineering sales are driven by problem-solving, credibility, and urgency, with a focus on advancements in transportation, automotive, and renewable energy.   (0:05:55) - Scale Strategies for Growing Businesses Visualising revenue spread and client spend, balancing loyalty and growth, and reaching initial milestones in engineering and manufacturing businesses.   (0:15:03) - Scaling Success Through Pipeline Management Comfortable lifestyle can hinder growth in small businesses, but fear of losing it can drive change.   (0:24:50) - Revolutionising Engineering Sales Techniques Engineers with technical expertise and successful project histories face unique challenges when thrust into sales roles, but can leverage their problem-solving abilities to excel.   Connect with Mark LinkedIn:  https://www.linkedin.com/in/markrathore/ Watch Mark's Bell Curve Video:  https://www.paage.io/c3vulll   Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/Mu2DzZWkCHE

Have you ever wondered why engineers, despite their technical brilliance, often find sales so challenging?   Join me and special guest, Mark Rathore, a chemical engineer who transitioned into a sales expert as he takes us through his intriguing journey from technical roles to mastering business interactions.    You'll gain insights into the distinct neural pathways that separate engineers from salespeople and understand why engineers, despite their deep technical knowledge, often find sales challenging..   We also explore the uncomfortable but essential process of sales training and personal development.   Mark introduces the concept of "absorption latency," illustrating how new skills need time to take root, especially for methodical thinkers like engineers and architects.   Through analogies like switching the hand you wear your watch on, Mark addresses the need for persistence through discomfort to achieve meaningful growth.   We also celebrate the increasing presence of women in sales roles, adding a rich layer of diversity and strength to the industry.   Finally, we look into the psychological hurdles and limiting beliefs that engineers often face when transitioning to sales.   Mark shares his experiences and strategies on overcoming these barriers, highlighting the importance of practice and repetition.   This episode is packed with valuable insights for anyone looking to bridge the gap between technical expertise and sales success.   --------- EPISODE CHAPTERS WITH KEY POINTS ---------   (0:00:00) - Engineering Sales Brain Circuitry Theory Engineers struggle with sales due to differences in brain circuitry, explored through anecdotes and theories by a chemical engineer.   (0:13:49) - Navigating Sales Training and Absorption Latency Embracing the unknown in sales training and personal development, absorption latency, diversity of women in the industry.   (0:17:06) - Overcoming Engineering Mindset in Sales Highly competent professionals face challenges transitioning to sales, including ego barriers and limiting beliefs, requiring practice and coaching for growth.   (0:23:03) - Navigating Mental Absorption in Sales Effective training, absorption latency, counterintuitive approach, self-awareness in thinking processes, sales and business development roles.   (0:27:04) - Engineering Mindset in Sales Resistance Technical professionals struggle in sales roles due to lack of expertise, leading to internal conflict and misinterpretations of conversion rates.   (0:32:35) - Understanding Conversion Rates in Sales Nature's conversion rates are often overestimated, highlighting the importance of accurate data and thorough sales planning and strategy.   Connect with Mark LinkedIn:  https://www.linkedin.com/in/markrathore/   Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/mDo-8xhnTvI

What happens when high-performing salespeople are thrust into leadership roles without formal training?   Join me on this episode where I am joined by Richard Cogswell, the author of "The Cultural Sales Leader," as we uncover the reality behind this common industry practice.   Richard shares the crucial elements of successful sales leadership, including the importance of structured training and the pitfalls of jumping into leadership unprepared.   We explore strategies for creating cohesive sales plans that align with both financial goals and customer needs.   Plus, Richard introduces the concept of servant leadership, showing how empathy and strategic thinking can drive exceptional team performance.   We also address the critical process of diagnosing issues quickly and empowering team members to excel.   Richard provides compelling real-life examples, such as a dramatic turnaround in Singapore, to illustrate these principles.   Don't miss our discussion on the essential components of first-time leadership training that can set up new managers for success.   Make sure to connect with Richard on LinkedIn for more of his expert insights, and subscribe to the Sales Today podcast to stay ahead in your sales career.     --------- EPISODE CHAPTERS WITH KEY POINTS ---------   (0:00:00) - Leadership Learning in Sales Leadership is a learned skill, often overlooked in sales, highlighted by author Richard Cogswell's book on structured training for first-time managers.   (0:13:51) - Effective Leadership in Sales Team Transitioning into leadership roles without training, lack of go-to-market plans, servant leadership, and supporting newly promoted leaders.   (0:23:43) - Developing First-Time Sales Leaders Servant leadership, flexibility, empathy, diagnosing issues, aligning values, positive work environment, management training for first-time leaders.   Follow Richard LinkedIn:   Website: Get Richard's Book:   Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard   Watch this episode on YouTube  

What if your personal brand could speak volumes even when you're not around?   Join me as I welcome Neil Bhuiyan, the visionary founder of Happy Selling, to reveal the secrets of building an impactful personal brand in the digital age.   Neil shares his expert insights on the pivotal role of Sales Development Representatives (SDRs), breaking down their responsibilities in both inbound and outbound capacities and highlighting their critical importance in driving a successful sales pipeline.   We also tackle the tricky terrain of maintaining authenticity while crafting content on platforms like LinkedIn.   From the mental health impacts of seeking social media validation to the power of sharing genuine personal stories, we explore how salespeople can humanise their brand without losing sight of customer needs.   Neil's "happy selling" philosophy offers a refreshing take on making sales fun and engaging, providing practical strategies and varied content ideas to keep your social media posts fresh and captivating.   Tune in to elevate your personal brand and sales approach.   --------- EPISODE CHAPTERS WITH KEY POINTS --------- (0:00:00) - Personal Branding for Salespeople (0:10:38) - Balancing Personal Branding With Authenticity (0:21:29) - Strategies for Engaging Sales Content   Follow Neil LinkedIn:  https://www.linkedin.com/in/neilbhuiyan/ Website: https://www.happyselling.io/     Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/STruzxUfOac

How can AI revolutionise your sales strategy and give you a competitive edge?   Join me as I interview The Brindis Bots, a team of AI assistants engineered to transform the collaborative selling process.   Yes... I am talking to AIs!   Discover the Ideal Client Profiler, who excels at pinpointing and analysing client pain points and desired outcomes.   Then, hear from the Value Prop Builder, who offers invaluable insights on crafting compelling value propositions that set your business apart.   Message Master brings it all together by creating engaging social media posts and professional emails, tailored to various audiences and platforms.   I also highlight the importance of aligning with key stakeholders through the expertise of Account Planner, and learn how Value Tester can refine the proposition.   But that's not all, the episode continues with the Presentation Creator, Storyteller, and Review Builder, who are dedicated to enhancing your sales approach through impactful communication.   Presentation Creator shares pro tips for designing effective presentations that hook your audience and keep them engaged.   Storyteller teaches us how to weave ideas into captivating narratives using proven storytelling frameworks.   Finally, Review Builder ensures your reviews are balanced, insightful, and value-driven, providing clear recommendations for your clients.   Tune in to learn how these AI assistants can revolutionise your sales process, adding real value and fostering meaningful customer interactions.   This is a different episode to normal when our guests are human. Lets us know what you think.   Access the Brindis Bots here (no sign up required) https://www.collaborativeselling.co.uk/brindis-bots     Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/jyy_xG4L3yA

What if you could turn a sales slump into an opportunity for growth?   Join me as I welcome Helen Tebay, the ‘Sales Lady' herself, to share the secrets behind overcoming sales slowdowns.   Tune in as we dive straight into the heart of why sales may stall, highlighting the need to review past activities and understand how recent actions impact current outcomes.   By focusing on the separation of business challenges from personal worth, we explore how adopting problem-solving questions can transform panic into productivity.   Sales can often feel like an emotional rollercoaster, but it doesn't have to be that way.   Helen shares how to navigate these highs and lows by allowing yourself to experience emotions without self-judgment.   We discuss the concrete steps to regain control, such as leveraging LinkedIn, attending networking events, and revisiting what worked during peak business periods.   This episode is packed with practical advice on reconnecting with your network and understanding their current struggles to drive sustained business growth.   Mindset and intentional actions play a critical role in achieving sales success. Helen talks about the importance of having a long-term vision that withstands short-term setbacks and caring deeply about client results.   We also address common pitfalls like inaction and the false sense of accomplishment from merely deciding to act.   By maintaining resilience, seeking feedback, and focusing on value creation, you can better serve your clients and enhance your sales strategies.   Tune in for practical advice and hard-earned tips to enhance your sales strategies and maintain a positive outlook.   --------- EPISODE CHAPTERS WITH KEY POINTS ---------   ((0:00:00) - Navigating Sales Slumps With Action Sales slump and anxiety in micro service-based businesses, recognising causes and shifting mindset to overcome challenges.   (0:06:49) - Overcoming Sales Slumps Through Action Business owners can overcome slumps by allowing emotions, problem-solving, and revisiting successful practices.   (0:13:18) - Engaging Customers in Sales Slumps Nature's importance in staying aligned with customer needs, reconnecting with potential customers, and overcoming sales slumps.   (0:23:33) - Taking Action in Sales Slumps Mindset is crucial for business success, with a focus on intentional actions, long-term vision, client results, and resilience.   (0:30:59) - Lessons Learned in Sales Growth Tips for sales success, drawn from personal experiences and client work    Follow Helen LinkedIn:  https://www.linkedin.com/in/helen-tebay-586947127/ Website: www.saleslady.co.uk Free Sales Evaluation Toolkit: https://mailchi.mp/d19fdb50a858/free-sales-evaluation-tool   Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/4mp8v3gPPaE

What if practicing negotiation skills could lead to significant financial gains and professional growth?   Join me as I explore this and more with Philip Brown, founder of the Negotiation Club, who brings his unique perspective from the world of sports and coaching.   Philip breaks down the essential elements of effective negotiation practice, emphasising the crucial roles of the negotiator, the practice partner, and the observer.   We discuss the often-overlooked gap between theoretical knowledge and actual application, shedding light on how consistent, deliberate practice can bridge this divide.   Imagine a sports team that never practices on the field—how would they perform during a game? This analogy perfectly captures the importance of moving beyond preparation to active participation in negotiations.   We also discuss the intricacies of negotiation, focusing on the dynamic interplay of communication, questioning, listening, and making proposals.   Resistance to basic practice is a common barrier but we highlight how fostering a practice-oriented culture can be transformative.   From entering negotiation competitions to using unconventional discount percentages, we share practical methods to improve negotiation skills and achieve substantial financial benefits.   Whether you're an experienced negotiator or a newcomer, this episode offers invaluable insights into mastering negotiation through continuous, focused practice.   Tune in to discover how small adjustments and a commitment to practice can lead to long-term success in any professional setting.   --------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------   (0:00:00) - The Importance of Practicing Negotiation Skills Practice is crucial in mastering negotiation skills, with three key players: negotiator, partner, and observer.   (0:13:34) - Mastering Negotiation Through Practice Practice and active engagement are crucial in successful negotiation, as preparation alone is not enough.   (0:19:49) - The Power of Negotiation Practice Consistent practice is crucial for mastering skills, from education to training, and fostering a practice-oriented culture for long-term success.   (0:27:30) - Improving Negotiation Skills Through Practice Improving negotiation skills through practice, unconventional discounts, and mastering fundamental techniques can lead to financial benefits.     Follow Philip LinkedIn:  linkedin.com/in/the-negotiation-club Website: https://www.thenegotiationclubs.com/   Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/P1AkTGeGKfI

Have you ever wondered how personal branding can skyrocket your sales?   Learn from Sophie Milliken MBE, the brilliant mind and founder behind Moja, who shares her extraordinary journey from top salesperson to personal branding expert.   Sophie reveals how intentionality and planning are key to enhancing your profile and overcoming common barriers like time constraints and imposter syndrome.   Discover why becoming more visible in your industry can simplify your sales efforts and open up a world of opportunities.   Authenticity and visibility are more than just buzzwords—they're essential elements of a powerful personal brand.   We discuss the hesitation many feel about sharing content on LinkedIn and how the unseen interactions can make a significant impact.   Sophie and I break down real-life success stories, demonstrating how consistently addressing customer problems can transform you into a trusted expert.   Plus, learn the art of shining the spotlight on others, which can make your brand more relatable and genuine.   Take a look at Sophie's new book, "From Unknown to Unforgettable: How to Build a Personal Brand that Goes Beyond the Bio," which complements this episode with actionable strategies.    Join us for an episode filled with invaluable tips, light-hearted moments, and a wealth of knowledge that promises to elevate your sales profile and visibility.   --------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------   (0:00:00) - Raising Sales Profile for Success Boost sales by intentionally enhancing your profile in the industry, addressing barriers like time constraints and imposter syndrome.   (0:06:26) - Building Visibility and Personal Brand - Authenticity and visibility are important in building a genuine personal brand, illustrated by a LinkedIn success story.   (0:11:32) - Elevating Personal Brand and Visibility Understanding customer struggles and sharing relevant insights can ease sales and build trust for successful business relationships.   (0:20:04) - Maximising Content Impact for Visibility Leverage daily interactions to create valuable content, repurpose core pieces, stay focused on core message, and make content relatable.   Follow Sophie LinkedIn:  https://www.linkedin.com/in/sophie-milliken/ Website: https://www.sophiemilliken.co.uk/ Take the Moja Quiz: https://profile-scorecard.thisismoja.com/profilescorecard   Follow me https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/cajMzwZFvcs

What if simplifying your sales process could boost your success?   Join me as I welcome Will Barron, founder of Salesman.com to share his expert insights.   Will discusses the often-overcomplicated world of sales to reveal that the primary goal of any call outreach should be simply to book meetings.   By treating sales as a logical sequence of steps that align with the buyer's journey, both sellers and buyers can benefit from a streamlined decision-making process.   We explore the intricacies of the B2B sales process, emphasising the importance of stripping away unnecessary noise and focusing on the core needs of your clients.   Will shares his perspectives on removing opinions from the equation and setting clear constraints, allowing for more effective and straightforward communication.   We reveal the secrets behind effective sales strategies and the value of a well-researched value proposition.   Will explains how to transition from a product-centric mindset to truly understanding what your product offers to your customers.   We also discuss the significance of learning from top performers, reverse engineering their success, and the pivotal role of securing meetings through cold outreach.   This episode promises to transform your approach to sales, making it both more efficient and effective.   .--------- EPISODE CHAPTERS  ---------   (0:00:00) - Simplifying Sales Process and Mindset Sales processes should focus on booking meetings and aligning with the buyer's journey, avoiding unnecessary steps or product pushing.   (0:05:50) - Simplifying the B2B Buyer's Journey How the sales process is simplified by aligning with clients, setting clear constraints, and maintaining straightforward communication.   (0:19:11) - Effective Sales Strategies and Mindset Cold outreach aims to secure meetings, act like a doctor to understand buyer's problems, follow a step-by-step sales process, target right opportunities, and sell valuable products.   (0:24:27) - Reverse Engineering Sales Success Learning from top performers in sales involves understanding customer needs, prioritising meetings, and bridging the gap between current and desired states.   Follow Will LinkedIn:  https://www.linkedin.com/in/willbarron/ Website: https://salesman.com/   Follow me: https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/7DCSnRliFmQ

What if creating a more ethical and transparent supply chain was as simple as following a five-step process?    In today's episode I sit down with Aaron Lee, founder of Alchem Trading to discover his innovative CLEAN framework for chemical distribution.   From sourcing bulk chemicals for water treatment to those used in cosmetics, Aaron discusses the complexities of global supply chains.   Understand the pivotal role of reliability, regulatory adherence, and the ethical considerations of responsible consumption within the chemical industry.   Aaron shares how smaller companies can carve out a niche by focusing on specialised chemistries often overlooked by larger players.   Discover why positioning yourself as a problem-solver and maintaining visibility can make you indispensable to your clients.   This is more than just selling a product; it's about building relationships and being the go-to expert when challenges arise.   Tune in to learn how to make your mark in the ethical, transparent, and highly competitive world of chemical distribution   .--------- EPISODE CHAPTERS  --------- (0:00:00) - Ethical and Transparent Chemical Distribution (12 Minutes)   This chapter explores the five fundamental steps of the clean framework for chemical distribution.  We discuss the importance of clarifying customer needs, ranging from finding alternative sources to ensuring market competitiveness.   (0:12:28) - Creating a Clean Chemical Framework (7 Minutes)  Aaron shares the creation of the CLEAN framework for chemical distribution, designed to build reliable, ethical, and sustainable supply chains. Frustrated with the complexity often added by distributors, he developed this five-step process. ‘Clarify Locate, Evaluate, Agree, Nurture' This structured approach ensures efficiency and ethical practices in chemical distribution.   (0:19:57) - Sales Strategies in Chemical Distribution (12 Minutes) We explore how niche markets and specialised chemistries can be more accessible to smaller companies, as larger distributors may overlook them due to their size. The conversation highlights the significance of providing reliable service, transparency, and leveraging a global network, rather than merely selling a product. Additionally, we discuss how positioning oneself as a problem-solver and offering valuable insights can attract clients, even if they don't initially need your services. The importance of relationship-building, being present at the right time, and maintaining visibility so clients think of you when issues arise.   Follow Aaron LinkedIn:  https://www.linkedin.com/in/aaron-lee-73823074/ Website: https://www.alchemtrading.com/   Follow me https://linktr.ee/fredcopestake   Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/EU52m4knyzA

Want to know the secrets to building an unstoppable dream team and revolutionise your sales approach?   In this final episode of 'SquiggleThink' with Paul Fernandez, we uncover the ideal structure of a sales team, inspired by the precision and effectiveness of special forces units.   Discover the four specialist roles crucial for mastering "SquiggleThink," the complex, non-linear buying journey.   Whether you're looking to generate demand, qualify leads, or conduct impactful sales meetings, you'll learn how to adapt these roles to fit any industry or business structure.   Say goodbye to the traditional handoff model and hello to a seamless, personalised customer journey.   We delve into the advantages of having a single point of contact throughout the entire sales process, enhancing customer satisfaction and retention.   Learn how overlapping roles, such as account managers and customer success managers, can ensure continuous engagement post-purchase.   Get practical tips on how to support your salespeople in their marketing efforts, creating a cohesive and satisfying customer experience that keeps clients coming back.   We break down the critical synergy between sales and marketing, offering strategies to amplify your company's message effectively.   Understand the dynamics between different sales roles and the sales cycle, and recognise the pivotal role of founders and executives in generating demand and setting foundational strategies.   Tune in to find out how to build your own dream team and elevate your sales approach in today's dynamic market.   --------- EPISODE CHAPTERS  ---------   (0:00:00) - Building the Dream Team Building a dream team involves demand generation, lead qualification, and sales, inspired by special forces structure.   (0:14:09) - Continuous Sales Process and Customer Happiness Maintaining a seamless customer journey through integrated and personalised sales and customer success, with continuous engagement and support.   (0:19:13) - Synergy Between Sales and Marketing Sales dynamics, roles, and strategies vary by industry, with collaboration between sales and marketing teams being crucial for success.   Watch this episode on YouTube https://youtu.be/ze-OUWvnOTk   Follow Paul LinkedIn:  Website:  Leadcrafters Scorecard:    Follow Fred Linktree:  Websites:  Collaborative Selling Scorecard: 

Have you ever questioned why your sales and marketing efforts aren't quite hitting the mark?   In this episode with Paul Fernandez, we uncover the transformative power of "Squiggle Think," a concept that navigates the chaotic customer buying journey and aligns sales and marketing for maximum impact.   With the strategic use of technology like ScoreApp, we reveal how to gain invaluable insights into your prospects and personalise your marketing strategies to perfection.   We dive into the world of interactive technology and its incredible potential to enhance your sales processes.   Learn how comprehensive software packages can create engaging, gamified scorecards that not only streamline operations but also significantly boost conversion rates.   By understanding customer behaviours and leveraging performance marketing, email campaigns, and content marketing, we discuss a four-step process that helps users self-diagnose their problems and discover the perfect solutions.   We also explore foundational sales strategies that are essential for success.   From understanding your Ideal Customer Profile (ICP) to using benchmarking tools for customer success, we cover it all.   We also discuss the importance of value graphics and customer archetypes to improve messaging and training effectiveness.   Whether you're an experienced sales professional or just starting out, this episode is packed with actionable insights and practical tips to help you use technology strategically and achieve outstanding results.   --------- EPISODE CHAPTERS  ---------   (0:00:00) - Using Technology for Modern Sales Strategies Align sales and marketing efforts, use technology strategically, and gain insights with ScoreApp for personalised marketing in the messy buying journey. (0:09:22) - Enhancing Sales With Interactive Technology Streamline processes with comprehensive software for interactive scorecards, strategic promotion, self-diagnosis, and lead segmentation. (0:13:40) - Utilising Tech for Sales Success ICP, tech tools, segmentation, benchmarking, video, customer journey, engagement, conversion rates, supportive tool, not leading with it. (0:24:02) - Value Graphics and Customer Archetypes Craft effective scorecards with non-intrusive yet substantial questions, understand client behaviours and timelines, align with value archetypes for effective training and communication. (0:28:12) - Marketing Strategies for Intent-Based Sales Understanding purchasing behaviours of younger generations, four buyer types, value graphics, personalised messaging, "be found" and "go find" platforms, and buying data in performance marketing. (0:41:40) - Sales Meeting Success Strategies Challenges in sales meetings, moving beyond crutches, lead generation, effective techniques, and personalised support available.   Watch this episode on YouTube https://youtu.be/8sL4vqK_p8c   Follow Paul LinkedIn:  Website:  Leadcrafters Scorecard:    Follow Fred Linktree:  Websites:  Collaborative Selling Scorecard: