Podcast appearances and mentions of fred copestake

This episode is a live recording of Fred Copestake's show for the Alchemie Network where he shares insight on sales with procurement professionals.   Fred kicks off the Sales Today: Procurement Special Series with a time-travelling journey through the evolution of sales - from the efficient, process-driven methods of the 1950s to today's collaborative, value-led partnerships.   Expect punchy takeaways, entertaining side notes, and hard-earned wisdom from someone who's trained over 10,000 salespeople in 38 countries. This episode explores:   Why process still matters (and what it looks like now) How psychology shaped the sales styles of the 1960s Why the 1980s created the ‘sleazy' salesperson stereotype What really sparked the shift to consultative and value-based selling How AI and modern tools can help salespeople be smarter and more human The power of partnering skills and what procurement should look for   Fred also shares a few tools, a couple of cheeky jokes, and some serious thoughts on how procurement and sales can truly work together - without trickery, tension, or tug-of-war.   A must-listen if you want to spot great sales behaviours, avoid the dodgy ones, and create better buying relationships.   Join the Alchemie Network for FREE to connect with other forward-thinking professionals and get access to more events like this.   Connect with Fred on Linkedin https://linktr.ee/fredcopestake   Watch this episode on YouTube https://youtu.be/BJsuQDRxE_o  

Fred Copestake is a renowned sales expert and author who's revolutionizing the way we think about ethical selling in business. As the author of three books, including his latest “Ethical Selling,” and founder of the Institute of Ethical Selling, Fred is pioneering the movement towards more transparent, integrity-driven sales practices. His practical approach transforms ethical […] The post Fred Copestake: Lead with the flaws – it builds trust! Ethics becomes crucial when pressure is high. appeared first on Salesman.com.

Are your sales strategies leaving opportunities on the table? Discover how ethical selling builds trust, drives repeat business, and creates win-win-win outcomes for everyone involved.In this episode, Fred Copestake shares actionable insights on aligning your values with your sales approach, differentiating yourself from competitors, and achieving sustainable success.Packed with practical tips and strategies, this full-length podcast is perfect for independent business professionals selling high-ticket products or services who want to create predictable, ethical growth.In this episode, you'll learn:✅ Why ethical selling is the future of sales.✅ How to build trust and long-term relationships with clients.✅ The power of win-win-win outcomes and how they benefit your business.Whether you're a business owner, sales professional, or leader, this episode will help you elevate your sales approach and deliver lasting results.

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

In this episode, James welcomes Fred Copestake, a fellow sales coach and author, to discuss the importance of ethical selling in today's business landscape. They delve into how sales professionals can effectively add value to their clients by focusing on understanding their needs rather than simply pushing products. Fred emphasizes the significance of building genuine relationships, particularly with gatekeepers, and outlines strategies for engaging with decision-makers in a meaningful way. The conversation highlights the evolving nature of sales, driven by technology and the need for a consultative approach, urging salespeople to adapt and embrace these changes. Listeners are encouraged to reflect on their own sales practices and consider how they can incorporate ethical principles to foster better relationships and achieve long-term success.Takeaways: Building strong relationships with gatekeepers is essential for gaining access to decision-makers. Salespeople need to focus on understanding customer needs before pitching their products. Effective sales require genuine empathy and communication skills to engage clients meaningfully. Sales professionals should look beyond product training and prioritize understanding customer problems. Utilizing technology and tools can enhance the personal connection in sales conversations. Ethical selling involves aligning your values with those of your clients for mutual success. Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast and of course, be sure to leave us a review and contact us with what you would like James to cover in future episodes.

Today, the Jeffs are chatting with Fred Copestake of Brindis about the importance of thinking like a partner, addressing customer problems, and the critical distinction between implementing knowledge versus merely acquiring it.You can purchase a copy of Fred's book Hybrid Selling here!Follow Us on Facebook, Instagram, or LinkedInGet in touch InnovationJunkie.comWant to WATCH the podcast? We're on YouTube! Check it out now

... it really is MY birthday today

In this episode of The Digital Manufacturer, host Mark Flynn is joined by Fred Copestake, founder of Brindis, a sales consultancy focused on modern collaborative selling. They discuss innovative approaches to sales in the manufacturing and engineering sectors, emphasising the importance of understanding customer problems, using digital tools, and focussing on outcomes rather than products.

Host: Philip Brown, Founder of The Negotiation Club Guest: Fred Copestake, Sales Trainer and Founder of Brindis "You will be amazed at the variety of negotiation questioning techniques in your negotiations, and they all take practice" Episode Overview: In this enlightening episode, Philip Brown engages in a thought-provoking conversation with Fred Copestake, a seasoned sales trainer and the founder of Brindis. Fred introduces a powerful questioning technique that negotiators can use to steer discussions and uncover deeper insights. This technique revolves around “thinking” questions, encapsulated in the acronym TED, which stands for “Tell me…”, “Explain…”, and “Describe…”. These questions are designed to encourage the other party to open up, providing richer, more detailed responses that can be crucial in negotiation settings. Key Takeaways: 1. Understanding TED Questions: Tell me…: Use this prompt to invite the other party to share their perspective or story. Explain…: This encourages a deeper dive into the reasoning or rationale behind their statements. Describe…: This helps to paint a vivid picture and gain clarity on specifics. 2. Application in Negotiations: How TED questions can reveal underlying interests and motivations. Strategies for integrating these questions seamlessly into your negotiation dialogue. Real-world examples of how TED questions have led to successful negotiation outcomes. 3. Practice Makes Perfect: Listening to expert advice is valuable, but practicing these techniques is invaluable. Regular practice sessions help you internalise these skills, making them second nature in real negotiations. Listening is NOT good enough... it take PRACTICE! Listening to this podcast is a great start, but the true power of these techniques comes from practice. To hone your negotiation skills and effectively implement TED questions, join The Negotiation Club as a Club Member. Our regular practice sessions offer a unique opportunity to practice with others, receive feedback, and continuously improve. By becoming a member, you can engage in monthly meetings where you can apply what you've learned, share experiences, and grow as a negotiator. Don't miss out on this chance to transform your negotiation abilities from theoretical knowledge to practical expertise. Join The Negotiation Club today and take your skills to the next level! Tune in now and start mastering the art of negotiation with the TED questioning technique. ***GOLD Membership*** ***STUDENT Membership*** Negotiation Podcast Card: "TED" The goal of these podcasts is to provide the opportunity to practice and this is best achieved using Negotiation Cards.... welcome to the latest Negotiation Tactic Card "TED"

Send us a Text Message.Fred Copestake is a best-selling author, podcaster, instructor, thought leader, sales leader, strategist, and a great friend! He joins us today for the third time to talk about Ethical Selling (coincidentally the title of his new book) and the keys to achieving great customer outcomes.Fred is able to focus on tactics that everyone practices or teaches and make them applicable in every sales call scenario. He teaches "implementation" on top of "instruction".Contact Fred on LinkedIn or through this website: Fred CopestakeScott SchlofmanMike Williams#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Tune in to a riveting episode of the Business Influencers Show as host Chris Salem engages in a compelling conversation with Fred Copestake, renowned author, trainer, coach, and Founder of Brindis. Gain invaluable insights on boosting sales by adopting a partner mindset. In this special interview, they delve into the strategies and mindset shifts that can revolutionize your approach to sales. Don't miss this dynamic discussion on how to "Sell More By Thinking Like A Partner." Host: Chris Salem - Renowned corporate trainer, prosperity coach, keynote speaker and award winning author. Guest : Fred Copestake - author, trainer, coach, and Founder of Brindis You Can Reach Fred Copestake @ linkedin.com/in/fredcopestake #TALRadioEnglish #BusinessInfluencers #SalesStrategies #FredCopestake #ChristopherSalem #Brindis #touchalife #TALPodcast

"As a salesperson, hopefully, you are being coached. Either you're a network, your buddies or manager, or just somehow get some support to help you think about doing stuff right" - Fred Copestake in today's Tip 1656 Do you mess up your selling? Join the conversation at DailySales.Tips/1656 and learn more about Fred! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

"The more we've got where we know we're doing something that makes a difference, the more relaxed we can be that we're doing the right thing." - Fred Copestake in today's Tip 1638 Do you do the right thing? Join the conversation at DailySales.Tips/1638 and share your thoughts! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

In this episode, host Colin Mitchell welcomes Fred Copestake, author of "Hybrid Selling" and "Selling Through Partnership Skills," to discuss the changing landscape of B2B sales. They explore the concept of hybrid selling and how it has transformed sales in the digital age. Fred emphasizes the importance of equipping salespeople with the skills to stay relevant and meet the evolving needs of customers. He also highlights the value of understanding customer pain points and providing a personalized and valuable experience.Follow the Host:Collin Mitchell (Partner, Leadium)Our Episode Guest:Fred Copestake (Author, Hybrid Selling and Selling Through Partnership Skills)Sponsored By:Leadium | The leader in outbound sales appointment setting*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

"Think about how are we doing stuff to identify issues, rather than trying to force a solution, rather than trying to push ourselves onto people." - Fred Copestake in today's Tip 1613 Are you being selfish with your customers? Join the conversation at DailySales.Tips/1613 and learn more about Fred! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

Get ready to transform your sales approach with Fred Copestake as I dissect the common pitfalls that even seasoned professionals stumble into and reveal the keys to becoming a more effective and efficient salesperson.   Promise yourself that you'll never waste your time, energy or potential again as we pull back the curtain on the five major mistakes that hinder your sales: inefficiency, lack of customer understanding, self-centered selling, outdated methods and poor process use.   Let's shift gears and embark on a journey to revamp your sales strategies for optimum results.   Discover how to mould your tactics around the customer's needs, plan better, and harness the power of process to maximise opportunities and curtail workplace stress.   I also delve into the concept of aggregated marginal gains, demonstrating how minor modifications can fuel your sales results.   Take the collaborative selling scorecard for you to assess your approach.    Tune in for a transformative sales experience and start driving your success!    --------- EPISODE CHAPTERS ---------   (0:00:00) - Improving Sales Techniques and Results (0:06:55) - Improving Sales Strategies and Alignment (0:14:56) - Maximising Sales Performance and Motivation    --------- EPISODE CHAPTERS WITH SUMMARIES ---------   (0:00:00) - Improving Sales Techniques and Results (7 Minutes)   I discuss five mistakes that salespeople make and how to avoid them. I talk about how salespeople can be wasteful with their time and effort, not know their customers well enough, talk about themselves too much, use out-of-date tactics, and have poor use of process. I also discuss how salespeople can become more effective and efficient by being customer-focused, modern, and using collaborative selling. Finally, I talk about how salespeople can tap into their intrinsic motivation to be more successful.   (0:06:55) - Improving Sales Strategies and Alignment (8 Minutes)    We explore how busy salespeople can be more effective, modern and aligned. We look at how preparation, planning and using process can help to maximise opportunities with customers and reduce stress in the workplace. I discuss the concept of aggregated marginal gains and how making small changes can make a big difference in sales results. We examine how to focus on customer needs and use a structured approach to conversations to drive the right behaviour.   (0:14:56) - Maximising Sales Performance and Motivation (1 Minutes)   I discuss the importance of creating clarity and structure for salespeople to help them be successful and motivated.   I talk about the mistakes that managers make when not providing direction and how to create a model that works.I also share tips on how to make the most of our time and effort when selling. Finally, I invite listeners to take the collaborative selling scorecard to assess their approach in today's environment.    Follow me  https://linktr.ee/fredcopestake    Take the Scorecard  https://collaborativeselling.scoreapp.com/    Watch this episode on YouTube   https://youtube.com/@FredCopestake     

"We need to give them the ability to stop being so confused about what it is they're actually trying to sell. We can do this." - Fred Copestake in today's Tip 1407 Can you do this? Join the conversation at DailySales.Tips/1407 and check out the links! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

Fred Copestake is Founder of Brindis, as well as the bestselling author of 'Hybrid Sales' and 'Selling Through Partnering Skills'. Fred discusses his experiences and training mantra this week. Everything from treating customers as partners to leading the sales presentation with the 'flaw'. https://symcotraining.co.uk/podcast/ (c) 2022 Symco Training Ltd.

Make sure you are relevant. Sales professionals need to be increasingly aware of what they say and do. This episode gives an overview of the VALUE Framework introduced in the book 'Selling Through Partnering Skills' that encourages salespeople to work with a partnering mindset to develop a more collaborative approach. In the spirit of practising what we preach the YouTube version tries out new tech that can be used to up the video-selling game. Check out Fred Copestake Youtube and the Collaborative Selling Scorecard Learn more at: https://linktr.ee/fredcopestake

There's a phrase in the military called ‘softening the target'. It means prepping your target for the main effort so you have a better chance of success. In sales, there's no better way to prep a prospect for a conversation than to allow them to get to know you ahead of time and show them you're competent and bring relevant solutions. Fortunately, all of that can be done inexpensively with video. We sat down with Fred Copestake to learn how he advises his sales clients how to systemize great prospecting video, and it's all in this week's Bulletproof Selling podcast!

About Fred Copestake: Fred is a consultant, trainer, coach, and expert in helping sales professionals from all over the world improve their performance and unleash their full potential.He is the Founder of Brindis, a leading sales training consultancy, and author of Selling Through Partnering Skills: A Modern Approach to Winning Business and Hybrid Selling.Over the last 22 years, he has traveled around the world 14 times and visited 36 countries to work with over 10,000 salespeople. His focus is on how salespeople can develop a more modern and collaborative approach to working with customers.He has learned the 3 universal challenges of salespeople that he calls Busy Busy Busy, Oldie Worldly, and Muddled Mindset, and how to counter them using modern frameworks and mindsets.In this episode, Nancy and Fred discuss:Selling Through Partnering Skills: Salespeople's 3 main challenges and partnering intelligence (PQ) theoryHybrid Selling: Adapt to changes in selling. Sales professionals need to know how to use multifaceted, collaborative, and customer-centric selling strategies to stay relevant into the future.Key Takeaways: Busy Busy Busy is focusing on the wrong activities resulting in wasted opportunities and effort. Become more effective through planning and process.Oldie Worldly refers to old methods which simply do not work anymore. Today it's about being customer-focused. Self-centered strategies are fit for a bygone era of selling.Muddled Mindset is misalignment. Develop clarity within the organization, encourage coaching by management, and allow individuals confirmation that the way they work is making consistent with top performance.A top trend to adopt right now is video. Shifts in sales today also include a focus on helping more and co-creation. Consultative still works but the future is about collaboration.“We need to be comfortable with change. I mean, salespeople, we sell change that way. If we're not comfortable with it, if we don't understand it, it's hard for us to really help people change themselves.” - Fred Copestake Connect with Fred Copestake:LinkedIn: https://www.linkedin.com/in/fredcopestake/App: https://collaborativeselling.scoreapp.com/Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/Click on this link to download a FREE digital copy of The Inside Sales Solution: https://form.jotform.com/212374882793164 Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com

What a time to be in sales! It was already challenging enough and then a new set of challenges develop that sales professionals have to address to stay effective. This podcast explores those challenges and suggests ways salespeople can adapt to stay relevant. Take the Collaborative Selling Scorecard Take the Hybrid Selling Scorecard Learn more at https://linktr.ee/fredcopestake

Fred Copestake is the founder of Brindis, a sales training consultancy. He is the author of two books: Selling Through Partnerships and Hybrid Selling.  In this episode, Fred and I talk about his latest book, Hybrid Selling. Through his book, Fred helps sellers understand the modern sales environment and EVOLVE (his framework) to become high performers. shares how your brain makes decisions and how this will impact your sales process.  You can assess your Hybrid Selling readiness using: https://hybridselling.scoreapp.com/ You can learn more about Brindis at: https://brindis.co.uk/ You can connect with Fred at: https://www.linkedin.com/in/fredcopestake/ You can find the video version of this podcast, plus many more interviews and topics like financial acumen and analysis on my YouTube channel https://www.youtube.com/channel/UCGQejy1U3NlAxvhWNg--VRw.  Follow me on LinkedIn where I regularly share advice for professional sales https://www.linkedin.com/in/moeedamin/ and sign up for my weekly newsletter via https://www.proverbialdoor.com/  Finally, if you want to learn more about how my programs and services can help you and your team raise your sales & commercial success then you can contact me via enquiries@proverbialdoor.com 

Fred Copestake is the Author of Hybrid Selling. He is an experienced consultant, trainer, coach, and expert and in this episode, you will learn how Fred helped sales professionals around the world to improve their performance and unleash their full potential. We also deep dive into the evolution of sales.Connect with Fredhttps://www.linkedin.com/in/fredcopestake/Connect with Jeffhttps://jgsalespro.com/https://www.linkedin.com/in/jeffgoldbergsalescoach/

In this episode of 3PL Live, host Jeremy Thone speaks with author Fred Copestake about his two books, Hybrid Selling and Selling Through Partnering Skills. One of my favorite concepts Copestake speaks about is "busy busy busy" for sales reps. This concept is where representatives are working hard but not working strategically. We also explore the ideas of writing books or doing big projects and Copestake's creative process. He used puppets for storytelling for his book Selling Through Partnerships. 3PL Live

On this episode of the Salesman Podcast, Fred Copestake shares what hybrid selling is, why it's the future of our profession and how to start leveraging it to win more deals. Fred is the founder of Brindis sales training and best-selling author of ‘Hybrid Selling' and ‘Selling Through Partnering Skills'. Coming soon. Transcript: Coming soon.

In Conversation with Fred Copestake, Author, “Hybrid Selling”. He speaks to Subhanjan Sarkar in this episode on his book, Hybrid Selling The post Bizcast: Bits about books – In Conversation with Fred Copestake, Author of the book “Hybrid Selling”. appeared first on Business Podcast Network.

Hybrid Selling - Keeping yourself relevant in the future. Look at the new challenges and stop getting away with doing the minimum for the customer. There is so much more that need to be done to meet the expectations of the customer.Hybrid Selling FrameworkE - Essentials (basic foundations - collaborative selling)V - Virtual Selling (video, social selling, and AI)O - Opportunity Management (understanding information of the sale)L - Leading Customer (guiding through the sales process in the way they need)V - Value Selling (what does value actually look like to the customer)E - Expand the Relationship (work together with customers for delivery)Mike suggests that the largest miss is the ‘O' and understanding all the information. This includes who the players are, what are they looking for and mapping all the information together. When uses correctly, it is very powerful but it is not always maximized.Fred Copestake  https://linktr.ee/fredcopestakehttps://calendly.com/fredcopestake How good is your Collaborative Selling? Take the test:https://collaborativeselling.scoreapp.com/ Are you ready for Hybrid Selling? Take the test: https://hybridselling.scoreapp.com/Get in touch with us and join the conversation:mike@TheSellingPodcast.comscott@TheSellingPodcast.com

If you are not treating your clients as partners, then you are going to quickly lose out. In this interview, Fred Copestake shares the 6 Partnership Intelligence approaches that are vital to your sales process. Fred Copestake is a consultant, trainer, coach and expert in helping sales professionals around the world to improve their performance and unleash their full potential. With his unique style and pragmatic approach, Fred has worked in more than 35 countries delivering projects that range from implementing a European academy for a leading beer brand, developing sales skills in the Middle East for global healthcare companies, and introducing account development and sales leadership models in Latin America and Europe for IT and engineering multinationals. You can learn more about Fred at: https://brindis.co.uk/ https://www.linkedin.com/in/fredcopes... You can also find the video versions of some of our podcasts, plus many more topics like financial acumen and analysis on my YouTube channel https://www.youtube.com/channel/UCGQejy1U3NlAxvhWNg--VRw.  You can also follow me on LinkedIn where I regularly share pertinent advice for professional sales https://www.linkedin.com/in/moeedamin/ and sign up for my weekly newsletter via https://www.proverbialdoor.com/  Finally, if you want to learn more about how my programs and services can help you and your team raise your sales & commercial success then you can contact me via enquiries@proverbialdoor.com

What is #HybridSelling? Why should you care? How should we be defining hybrid selling? How does the E.V.O.L.V.E. framework help you to focus on your highest value activities? Fred Copestake, founder of Brindis, a growth consultancy, has made his #HybridSellingHealthCheck available for free here https://hybridselling.scoreapp.com/ . How do you stack up? Fred's new book, "Hybrid Selling" is out now - https://tinyurl.com/HybridSelling  He's also author of "Selling With Partnering Skills" Contact Fred on linkedin.com/in/fredcopestake Website: linktr.ee/fredcopestake  (Links) Twitter: FredCopestake -- Contact me on marcus@laughs-last.com if you fancy getting jiggy on your sales operation

Salespeople across the world face challenges in all different types of selling. This episode covers the areas in which salespeople can improve and adapt to change. Learn more at https://linktr.ee/fredcopestake 

► What is Hybrid Selling? Fred Copestake is the Founder of Brindis, A Sales Training Consultancy. Fred's also Host of the podcast; 'Sales Today', and has just launched his second book ‘Hybrid Selling', which is on sale right now!

The ‘Selling Through Partnering Skills' podcast has rebranded and expanded to ‘Sales Today'! Listen for: What salespeople should/shouldn't be doing How salespeople can build trust How content creation can help salespeople How to use video in selling How we can improve our digital selling …and much more! Learn more about Sales Today and Selling Through Partnering Skills here: https://linktr.ee/fredcopestake 

"These are some of the elements that understanding hybrid sales and the mixture of the different sales approaches that it brings can offer salespeople a huge opportunity both for success with their customers, but success for themselves, their own career." - Fred Copestake in today's Tip 1098 Why now? Join the conversation at DailySales.Tips/1098 and share your thoughts! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

"Yes, there's a lot involved, but that's the way sales is going, that salespeople are going to have to be more accomplished, they're going to have to tap into more resources to be able to stay relevant and to future proof themselves. That's why hybrid selling is so important." - Fred Copestake in today's Tip 1097 What's your thought about this? Join the conversation at DailySales.Tips/1097 and pick up a copy of Fred's new Hybrid Selling book on Amazon! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

Harry and Larry talk about leading customers. That Salespeople are change agents and should think and act as such by challenging the status quo. They know that customers want to do things differently and that it is not always easy for them. They appreciate that the more comfortable they are with change themselves, the easier it it to help customers manage their changes. They talk about change as an opportunity.   ARE YOU READY FOR THE NEXT EVOLUTION OF SALES?   Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers.   Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success.   The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships   It starts with a story about two salespeople who have challenges to face as their world evolves around them.   This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy.   Buy the book here: linktr.ee/fredcopestake    To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/

In this episode, Harry and Larry reflect on how opportunity management is different to account management, but that there are plenty of similarities. They talk about how it focuses on a specific project or an identified chance to win business and that it is all about information. They see how it is understanding what they know and what they don't know and that by recognise that there are things they need to understand better, they can take steps to find out and make better decisions.   ARE YOU READY FOR THE NEXT EVOLUTION OF SALES?   Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers.   Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success.   The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships   It starts with a story about two salespeople who have challenges to face as their world evolves around them.   This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy.   Buy the book here: linktr.ee/fredcopestake    To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/

ARE YOU READY FOR THE NEXT EVOLUTION OF SALES?   Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers.   Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success.   The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships   It starts with a story about two salespeople who have challenges to face as their world evolves around them.   This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy.   In this episode, Harry and Larry discuss the essentials for success. These include understanding and selling benefits, prospecting, managing sales calls, writing proposals and presenting live. These activities are still fundamentally the basis for good, solid selling.   Buy the book here: linktr.ee/fredcopestake   To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/

Harry and Larry talk about expanding relationships and reach as what they do as professional salespeople. They discuss how expanding a relationship is about starting off on a project, working on some initial opportunities and delivering on those by ensuring the customer enjoys the success they are seeking.   ARE YOU READY FOR THE NEXT EVOLUTION OF SALES?   Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers.   Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success.   The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships   It starts with a story about two salespeople who have challenges to face as their world evolves around them.   This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy.   Buy the book here: linktr.ee/fredcopestake   To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/

Harry and Larry discuss how virtual selling and the associated skills are important for they way they need to work. They talk about how they can operate using the tools and the techniques offered by modern technology.   ARE YOU READY FOR THE NEXT EVOLUTION OF SALES?   Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers.   Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success.   The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships   It starts with a story about two salespeople who have challenges to face as their world evolves around them.   This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy.   Buy the book here: linktr.ee/fredcopestake   To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/

Harry and Larry talk about value selling having been around for a while. However, that does not make it any less important today. As salespeople, they know they must understand what value is but talk about how they can't really know what value is until they work out what it means to the customer. Once this is established, they can share insights and ways of working that are going to help.   ARE YOU READY FOR THE NEXT EVOLUTION OF SALES?   Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers.   Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success.   The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships   It starts with a story about two salespeople who have challenges to face as their world evolves around them.   This podcast gives a unique insight into the writing process as the author shares his original recordings used to generate the copy.   Buy the book here: linktr.ee/fredcopestake   To learn more about your approach to Hybrid Selling take the test here: https://hybridselling.scoreapp.com/

According to Fred Copestake, social selling is using the platforms and technology available to you to create a personal brand and start conversations. Digital selling is using technology to continue conversations. The use of video (synchronous or asynchronous) is a piece of the puzzle that's often neglected. Hear why Fred thinks that's a huge mistake in this episode of Sales Reinvented! Outline of This Episode [1:08] The difference between digital and social sales [1:49] How to improve digital and social selling [2:36] Fred's perfect digital selling strategy [3:50] The attributes of a great digital seller [4:51] Tools, techniques, and strategies to improve [7:55] Top three digital selling dos and don'ts [9:58] What not to do when recording a video Fred's perfect digital selling strategy Fred's digital selling blueprint is built around video. What do you need to do on video? What's the purpose? To communicate or achieve a goal, right? Salespeople need to be equipped with the time and skills to utilize video with their prospects and customers. The use of video in digital sales is what will keep them engaged and move the sales process forward.  Tools, techniques, and strategies to improve Fred recommends Vidyard all the time as an asynchronous video option. It's free and easy to use. If you're talking synchronous video, you'll need Zoom, Teams, etc. Then you need to figure out where and how to apply it. Where can it be used in the process? With prospecting? After-meeting follow-ups? To send a proposal?  What is the video trying to achieve? Fred emphasizes that you must be succinct and punchy. You can get a lot across if your video is well-constructed. Another expert tip? Fred recommends investing in a great microphone to make sure you're recording great audio. If people can't hear you, they check out and lose concentration. The perceived credibility of the speaker also lowers if they can't hear you.  Top three digital selling dos and don'ts Fred shares some great dos and don'ts:  Get a good microphone. Don't mess about with childish backgrounds in your videos. Use a natural background that is tidy. Avoid moving off-screen or out of the shot. You are on the video all the time—act like it.  Encourage your customer to have their video on. People will feel more engaged and it's closer to the real-life environment.  Don't miss out on the opportunity to do things that some salespeople are holding back on. It's still in its infancy and you need to take advantage of video. What NOT to do when recording a video Fred decided to embrace sending video emails, especially because it's something that he preaches. He was trying to get a guest on his podcast to talk about virtual selling. In fact, he was sending a video to Tyler Lessard, one of THE experts on digital selling. So he recorded a video using Vidyard.  Fred tried to be clever in his video and hid behind his chair, saying, “People are scared, please come on, share all of these great tips…” He sent the video without reviewing it. Turns out, he sent the video without sound. He sent a silent video of him cowering behind a chair. He prepped for the video, reflected best practices—making it relevant and personal—but forgot to double-check before he sent it. Tyler did end up on his podcast, Fred jokingly saying it was likely out of pity more than anything else.  It's all about preparation and follow-through. He thought about what he was going to say, how he was going to say it, and the purpose behind it (what he wanted to achieve). It was punchy and short and interesting. Give yourself a moment to prepare—and execute—well.  Resources & People Mentioned Vidyard Selling Through Partnering Skills Tyler Lessard Connect with Fred Copestake Brindis Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED

"The way to become more effective is to prepare to plan and choose process." - Fred Copestake in today's Tip 1004 Do you prepare a plan and choose a process? Join the conversation at DailySales.Tips/1004 and check out the links! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

IN THIS EPISODEDo you tell your clients that you work in partnership? What evidence do you have to reassure them that the statement is, in fact, true? What are the qualities of a good partnership? Does your team possess the skills required to forge strong win:win relationships, built on trust, transparency, transparency, comfort with change and interdependence and a focus on the future? In this episode, I invite Fred Copestake, a sales consultant and trainer specialising in complex B2b sales environments, to get into this topic with me. He has spent the last 22 years travelling around the world to develop salespeople, in over 200 companies, to move from the transactional selling styles of yesteryear, into the collaborative selling styles of today and shaping the ‘business partners' of the future. HIGHLIGHTS FROM THIS EPISODE:  As you will by now know, here at KAMGuru we are big believers in fostering a ‘valued partner' relationship with your most important customers/clients. Partnering with your clients should be more than just a statement, more than something you simply ‘say' on your website. It should be lived in the values, attitudes, behaviours, and skills within your teams and consistently demonstrated in your most important customer relationships. In my discussion with Fred, we dig into his concept of ‘PQ – Partnering intelligence'. (He has even written a book on it).  We talk about what the concept is, and what qualities we should be developing and demonstrating in our key account relationships. You will hear us talk through: The three biggest challenges that senior leaders will see when they look at their sales teams. As Fred describes - are your teams: Displaying ‘busy busy busy' behaviours where busyness is getting in the way of business? Are they thinking in the ‘olde worlde' ways and struggling to see new, and change, as a force for good and opportunity? Do they have a ‘muddled mindset' where the focus switches as we get closer to month-end and the targets take over? How we need to get comfortable with serving the customer whilst working together as equals - with mutual trust and respect. How do you feel about the notion that the customer isn't, in fact, king (despite the old saying) and that we should see them as respected peers who are there to work with us to deliver mutually beneficial win:win growth? What the future of selling could look like in this fast-moving and ever-changing marketplace we work in. KILLER QUESTIONS SEGMENTIn each episode we ask you, our listener, a killer question that is designed to get you reflecting on your business, your KAM Culture and where changes in thinking and behaviour could lead to increased customer success. In this episode we asked Fred to give us his killer question which was: “Why would you NOT use partnering intelligence to build relationships with your most important customers?” There you have it. It's logical to just naturally want to build PQ into your sales skills toolkit – isn't it? Quick ref to a link we mention in our discussion:Fred mentioned his PQ (Partnering Intelligence) Self Audit which you can take. Find out your Sales PQ https://www.throughpartnering.co.uk/pq-self-audit-2/ (now using this diagnostic tool.)   FIND OUT MORE ABOUT MY GUEST: FRED COPESTAKEFred is the founder of Brindis, a sales training consultancy based in the UK. He is a Sales Consultant, Trainer, Speaker and Author with a special focus on teaching selling through partnering skills. He has worked with 10,000+ salespeople in 200+ companies across 36 countries. His work is concentrated on sales professionals working in complex B2B environments. Some of his projects have included: implementing a European sales academy for a leading beer brand; developing sales skills for global healthcare companies in the Middle East; and introducing account development and sales leadership models in Latin America and Europe for IT and engineering...

Do you need street smarts for sales and what's the best way to pick up new tricks? The past is our best teacher. In this new episode of INSIDE Inside Sales, Darryl and Fred Copestake, best-selling author, sales coach, and founder of Brindis, will take you on a walk down memory lane and give you a crash course on using old-school sales tactics. From the ‘50s to the present day, you'll get a recap of the tried and true techniques such as AIDA, mirroring, FAB, as well as objection-angling, and understanding what value is. Learn how to grow your numbers with these sales-boosting tactics and find out what the ‘20s are all about on this episode of INSIDE Inside Sales! https://info.vanillasoft.com/subscribe-to-the-inside-inside-sales-podcast (Subscribe to the INSIDE Inside Sales Podcast!)

Over the last 22 years Fred has traveled round the world 14 times visiting 36 countries and worked with over 10,000 salespeople! Goes without saying that this is well worth listen.

In this episode we have a fantastic discussion with Fred Copestake. Fred is an insightful author and podcast host of "Selling Through Partnering Skills." He reached out to us after listening to our podcast episode on the new sales model and had several pieces he wanted to add.Along with his six elements of Partnership Quotient (PQ), we discuss the VALUE framework:Validate - How to check fit for doing businessAlign - How we can work together                                                Leverage - How to make a sales approach                                     Underpin - How to present, prove and agreeEvolve - How to develop the business    Fred shares the steps to move sales through the this framework. Buyers have more information and likely know what they are looking for in a solution. How does the modern day seller work in that environment? Fred explains how this is done by putting the buyer as the hero and working with the customer... in other words, collaborative selling!Connect with Fred on  LinkedIn Profile (and mention The Selling Podcast when you conncect!):https://www.linkedin.com/in/fredcopestake/Fred Copestake's Materials (Podcast, Books, etc)https://linktr.ee/fredcopestakeFollow us, Like us, and Mention us on all the social media sights! Join the conversation. Thanks!

Olivia Fuller: Hi, and welcome to Book Club, a Sales Enablement PRO podcast. I'm Olivia Fuller. Sales enablement is a constantly evolving space and we're here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. So, you’ve likely heard of IQ or the intelligence quotient, which measures our logic and reasoning abilities. And you’ve also likely heard of EQ, which measures our emotional intelligence. But what about PQ? In his new book, “Selling Through Partnering Skills”, Fred Copestake explains how partnering intelligence is a critical third layer of skills that salespeople need to be successful today. When people know how to build effective partnerships, it can lead to increased trust, collaboration, and more. So, we’re so excited to have Fred join our podcast today to share some of the key insights from his book. Fred, can you please introduce yourself to our audience? Fred Copestake: Sure. Yeah. So, Fred Copestake. Congratulations, you got the name right. I get cupcakes, snowflake, chopstick, but Copestake, you’ve got it. Now, I’m the founder of Brindis, so I’m a sales training consultancy. Over the last 22 years, I’ve been around the world 14 times, 36 countries, I’ve worked with over 10,000 salespeople. So, I’ve been involved into helping salespeople get better for quite a long time. And so, that’s why I put the ideas into the book to make sure that we’re sharing stuff and keeping up to date with the latest, if you like. OF: That’s great. So, your book talks about the importance of PQ or that partnering intelligence that we mentioned, but what does it mean to have partnering intelligence and why is that important for sales? FC: PQ. So, if you think of IQ, any Q, people probably know these, and PQ is like the lesson and cousin, if you like. It was sort of back in the nineties where I studied then did some research around this, that you found that people are involved in politics and business alliances have got these elements. I mean, these elements, it’s great because we can recognize them, we can understand them, we can train them and then they break down with these six things. First is trust. So, trust is foundation with your relationships, trust is about being able to communicate well. Another one is win-win orientation. And again, we talk about that in sales a lot. We talk about mutual benefit, we talk about how people negotiate, how we can compromise, how we can problem-solve. We talk about self-disclosure and feedback. So, this is like giving part of yourself. So, talking about what it is that you need and equally feeding back to customers, and maybe even challenging them saying, you know, helping me to help you sort of thing. We talk about comfort with interdependence. So, as we start working with somebody, we do become interdependent with them. So, we have to give up elements of control, which is another important thing for professional sales. Comfort with change, again, I’d say professional salespeople need to be all over change. We're change agents to a degree. And then future orientation, we want to be looking forward in the stuff we’re trying to do with our customers, rather than always looking backwards and making these decisions based on past, we’re trying to sort of look at things going ahead. So those 6 things, it’s PQ. And then, so for me, that just really spoke for anybody involved in professional sales that’s something that we would want to be thinking about. OF: That’s fantastic. So, as you mentioned in the book, you discuss six different elements of PQ and one of those is trust. So, let’s dig into that piece a little bit more. What does trust have to do with successful partnership? FC: So, trust, like I said, it is the foundation for all relationships. Better trust will get us better communication. If we communicate better, then we’ll start to understand people better. And so, the things that we say we’re going to do, we can do, people can become more reliable, we can become more credible because people will know that we know our stuff. We can work out where we’re comfortable sharing information with people, when I’m coming into it with them really the thing with trust is we can work out is somebody doing all these things that they’re saying and promising for themselves or really for the partnership, what’s the degree of their orientation towards themselves. So that’s for me sort of how trust breaks down. When we look at the ten C's, the ten C's, again, you can split into two areas. So, we can look at the sort of the areas which are more to do with the relationship that we need to build when we’re building trust and then equally there are things that have to do with task. So, there are two parts of the ten C's. OF: That’s great. So, another thing that you discuss in your book is the value framework, which helps salespeople really put those partnering skills into action. So, can you tell our audience what the value framework is? FC: The value framework. So, if you imagine it on the one hand, you’ve got your PQ, you’ve got the partner skills and you’ve got those six elements I talked about. On the other hand, you’ve got sales best practice. There’s a lot of good stuff out there. We don’t need to throw the baby out with the bathwater. You know, there’s like there are loads of good things. People have their favorite sort of questioning techniques. They’ll have ways in which they go about doing certain things and key account management, structures they use. All that looks good, we don’t need to lose that. But what we need to do is to bring it together with this concept of partnering skills and that’s what the value framework does, but that’s what kind of emits these things together. Where very basically the V is about validating. So, it’s making sure that the right opportunity, the right customer, it’s somebody that we can work with and we can collaborate with, it takes two to tango if you like. A is about aligning. So, then this isn’t doing your homework. This is thinking, okay so I reckon this is a good opportunity. I think I can add some value here. So, what might that value look like? How can I start to think a little bit like them put myself in their shoes start to really work out this is where we could do some stuff together, so that you’re well prepared to go to have valuable meetings, and that’s the L, leverage part, leverage that information, leverage insight, help people think, work together, so that we can start to put together decent propositions, a good proposal, and underpins prop up what it is that we were saying we can do together. Prove it, have a plan to do that. And so that E, evolve, the relationship and the things we did, it can start to evolve. So, that’s what the value framework is, validate, align, leverage, underpin, and evolve. And it brings all that good thinking that we’ve got into very practical way of applying it and making it work. OF: Fantastic. So why does that value framework approach have an impact? Maybe what are some of the things that you’ve seen with how it’s been successful? FC: The value framework I actually developed out of another one, which was customer success management. So, customer success is about delivering outcomes, isn’t it? And so, I looked at that and thought, you know what? We keep saying, these things are different, they’re very close together, sales customer success motion. I love taking learnings from different areas and thought that’s about delivering and so this was what the framework for delivering on sales has got to look like. So, that’s why I take that and sort of had, a bit of a tweak with the original one that I based that on. And so that’s why we know it works. And, I think it’s so important because if you look at this shift in selling from where we were just talking about, maybe consulting and solving problems, which is great, that’s a good, solid foundation to being value-based again, I’ve got no problem with that, but they’re more now for foundations and that we need to be getting this collaborative mindset to really be making a difference in the way that we need to operate today. We need to be more customer-focused rather than just thinking my sales process, my sales ways of operating, I am going to do this stuff. Going back to the expression I used before, it takes two to tango. Customers we know are more advanced down buying cycles. We know that the information's available. We know that they’ve got their own ways of working. So again, the key salesperson is going to work that out and start to kind of align and do things in a way that’s collaborating for that. And again, not really skills, the mindset, the practical application of it, help people to do that. OF: That’s great. So, another thing that you talk about in your book is the evolution of the sales profession, and you actually go through some different periods in time and the different trends or fads that were going on in sales at that time. But just given the many business changes that we’ve seen in the world just over the last few months, how have you seen the sales profession evolve recently, and then maybe how do you think sales will continue to evolve in the next year or even beyond? FC: Certainly, I mean, virtual selling, it was kind of there anyway, the technology was certainly available, I guess that for whatever reason, maybe partly the sales person, maybe to a degree the customer, the other buyer didn’t really want to engage in it so much. It was forced on us. And so, how to do things, sort of using the technology available, using video conference and the rest of it. And what I’ve seen is that people have done that, they've done it okay. And the people have done it around with dining room tables and everything, and, and this insight into people's more sort of personal life and things has been eye-opening, and that's a lot for building relationships, I think. But going back to sort of the professional selling piece, everyone’s been okay at it. But the professionals that are professional that care about what they do, have started to do things which are raising the bar. They’re looking at how can they use the technology to get better at the way they do this stuff? How can they collaborate better? I forget if the tech does lend itself to better collaboration and not just the video conference stuff, but if you think about the platforms, how you can share things, you can create stuff together. You don’t need to be stood around a whiteboard to do a good whiteboard. You could argue a digital whiteboard is better because rather than go, “Oh yeah, I’ll draw this thing,” it’s like, there you go I put the picture I wanted in there. You go and get the document that you wanted to share. So, it’s not just scribbling on the screens and things. We’re seeing this level of virtual interaction and virtual selling really start to rise. I think that’s what will continue over the next year or so. I saw some McKinsey figures just recently where they said that 65% of customers are saying, actually it’s just as effective working that way, quite a high number. So, there’s this opportunity to keep pushing that bar and raising it. So, this is all good stuff. Now, the other thing that I’m seeing that people still resisting. Now it’s going to go back to normal, I’m going to be okay, my stuff is far too important to do over a VC or whatever. That gap is getting bigger. And so, the people that are sort of here and not moving with time to even be okay at it, but positively trying not to, I’m going to get lapped. I think the other thing that is something we’ll start to see and people just like, “Oh yeah we can get rid of people because our customers don't want this.” And we're picking people that I can work with because they get this stuff and I can pay better. OF: That’s fantastic insight. Well, Fred, thank you so much for joining us today. And to our audience, we absolutely recommend picking up his new book, “Selling Through Partnering Skills.” So, thanks so much again, Fred, for taking the time to share some of your insights with our audience. FC: That's my pleasure. Thank you for inviting me. OF: Absolutely. To our audience, thanks for listening. For more insights, tips, or expertise from sales enablement leaders, visit salesenablement.pro. If there’s something you’d like to share or a topic you’d like to learn more about, please let us know. We’d love to hear from you. Interested in learning more about your partnering intelligence? Take the PQ Self Audit here using the code: PQSALES