Podcasts about hybrid selling

Most sales presentations fail because they're all about you.   Customers don't care about your awards, your company map, or your tech stack- until they know you get their world.   In this episode I share how to flip the script and deliver customer-focused presentations that engage, build trust, and make decisions easier.   What you will learn:    Why traditional presentations lose the room - and how to fix that  The 6-part structure to build compelling, customer-first presentations  How to open with a hook that gets immediate attention  When (and how) to prove your solution with just enough detail  The critical role of questions - and how to use them throughout  Do's and don'ts to keep your message clear, relevant, and action-driven   Action step: Take one upcoming sales presentation and rebuild it using the 6-step structure: Hook, Challenges, Solution, Benefits, Proof, Next Steps. Remove the “about us” intro. Make it theirs. Present to solve, not to boast.    Bonus resource: Take the free scorecard in the show notes   Clearer structure. Stronger engagement. Better results.    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/vqDwk1ujaOk

Proposals don't close deals on their own - but bad proposals can definitely kill them.   Today I'm sharing exactly why most sales proposals fail and how you can turn yours into a tool that helps your customers make confident buying decisions.   Too many proposals read like company brochures, filled with “we do this” and “we do that.”   That approach rarely works because it's all about you, not the customer.   In this episode, I walk you through a simple but effective six-part structure that keeps the customer at the centre of your proposal.   When you get this right, your proposal will reinforce the value you've discussed, build trust, and make it easy for your customer to say yes.   I also share my pricing approach using the “retaliation in first” concept -  a simple technique that helps address pricing concerns before they arise.   I explain why every proposal must make perfect sense to decision-makers who may not have been involved in earlier conversations, and how you can write yours to achieve exactly that.   By the end of this episode, you'll know how to create customer-focused proposals that help you close deals faster, with fewer objections and more confidence.   If you're in B2B sales, enterprise sales or any consultative selling role, you can take this framework and start applying it straight away.   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/tOdypn2i4pI

Most sales meetings don't fall apart because of price, product, or even the competition. They fail because there's no structure -  no clear flow, no engagement, no direction. And when that happens, buyers check out, momentum disappears, and indecision takes over.   In this episode of Sales Today, I'm sharing a simple yet powerful framework that will help you take control of your meetings and drive real progress: the AIDA model. It's been around for decades, but there's a reason it's still used - it maps perfectly onto how people think and make decisions.   We'll explore how to grab a buyer's attention right from the start, build genuine interest by asking smarter questions, create desire by painting a compelling future state, and drive action by closing with clarity and purpose.   I'll also cover some of the most common mistakes salespeople make in meetings - from rambling intros to vague endings - and show you how to avoid them.   Rather than hoping your next meeting goes well, this episode will help you design it to succeed. You'll come away with a clear process: how to prepare a strong opening hook, the right kinds of questions to ask, how to visualise the value you bring, and how to confidently define the next step.   If you want better outcomes from your meetings -  more clarity, more confidence, and more momentum - this is the place to start.   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/QV-0F_DojM4

Deals aren't won by the best pitch - they're won by the best questions.   Sales conversations that lead to results are built on curiosity, not monologues. This episode reveals how strategic questioning transforms average chats into meaningful, high-impact dialogue.   What you will learn: The 8 must-use question types that uncover real needs How to sequence your questions to guide, build trust, and create clarity Key traps to avoid – from interrogation mode to emotional blind spots Why silence is more powerful than you think The one move that instantly raises the quality of any sales conversation Action step: Before your next sales call, prepare two open questions, two probing questions, and one high-gain question. Use them with intention – and watch how quickly the conversation improves.   Ready to test yourself? Take the free scorecard in the show notes.   Smart questions. Better outcomes. Listen now.   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/LxRxPiYp6DA

Today's buyers aren't struggling with a lack of information -they're overwhelmed by it.   Reports, webinars, emails, stats… it's a constant barrage. But what they really need is someone who can help them cut through the noise and bring clarity to complexity.   In this episode of Sales Today, I explain what ‘insight' actually means in modern B2B sales - and why it's more than just sharing clever stats or flashy trends.   The conversation explores how sales professionals can shift from simply offering options to actually reframing how customers view their own challenges and opportunities.   I share a simple yet powerful framework - Trend, Impact, Action - that enables sellers to deliver insights that are timely, relevant, and genuinely useful.   I also share actionable strategies for uncovering these insights without turning into a full-time researcher.   Whether it's spotting patterns in current customer activity, tracking competitor moves, or understanding industry shifts, there are practical ways to surface meaningful ideas that drive value.   Of course, delivering insight effectively is just as important as the insight itself.   This episode breaks down five golden rules for sharing insights with humility, clarity, and empathy. These include asking for permission, making it specific and personal, tying insights to both emotional and business impact, and inviting collaboration - always positioning the customer as the hero of the conversation.   When used well, insight becomes a catalyst for trust, momentum, and truly differentiated sales conversations.   WEEKLY CHALLENGE: Ahead of the next sales call, sales professionals are encouraged to identify one insight that could shift the customer's current perspective. Using the Trend–Impact–Action framework, prepare how it will be introduced, and ask for permission to share it. The result? A conversation that feels less like a pitch - and more like progress.   Connect with Fred:

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:

Worum geht es? Hybrid Selling war während der Pandemie in aller Munde – aber was ist daraus geworden? In dieser Folge sprechen Matthias Huckemann und Moritz Wiese über den aktuellen Stand, Herausforderungen und echte Erfolgsfaktoren für die Umsetzung im Vertrieb. Themen der Episode • Warum Hybrid Selling gerade jetzt wieder relevant ist • Die größten Stolpersteine in der Umsetzung • Wie Unternehmen Hybrid Selling wirklich produktiv nutzen können • Warum es mehr als nur virtuelle Meetings braucht Warum reinhören? „Wenn man sich überlegt, dass Vertriebler oder Außendienstler oftmals 50.000 Kilometer pro Jahr fahren, bedeutet das, wie wir immer gerne sagen: 1000 Kilometer ist ein Arbeitstag, dann sind das ca. 50 Arbeitstage auf der Straße.“ Hier finden Sie den Artikel, in dem es im Podcast geht: Hybrid Selling endlich konsequent umsetzen - Mercuri Germany Sie wollen die Diskussion zu Weiterbildung im Vertrieb vertiefen oder weitere Informationen zu dem Thema Vertrieb bzw. Sales Excellence? Kontaktieren Sie einfach Moritz Wiese: (19) Moritz Wiese | LinkedIn Ihre Informationsquelle zu aktuellen Themen im Vertrieb: https://mercuri.de Ihnen hat die Episode gefallen? Dann geben Sie uns doch bitte eine 5-Sterne Bewertung und abonnieren den Vertriebs-Podcast von Mercuri International. Über detailliertes Feedback freuen wir uns genauso. Schreiben Sie einfach an: info@mercuri.de. So können wir unseren Podcast weiter verbessern und die für Sie und Ihr Unternehmen relevanten Inhalte präsentieren.

KOBcast – Der Podcast für Hybrid Selling im B2B-Vertrieb Hey, willkommen zurück im KOBcast. Hier geht's um Hybrid Selling, der passenden Kombo aus digitaler und vor-Ort Kommunikation, mit der du Entscheider überzeugst, Kunden abholst und mehr Abschlüsse erzielst. Kurz gesagt: Vertriebsperformance auf das nächste Level bringen! In dieser Episode geht es um meine Doktorarbeit zu diesem Thema und warum Kommunikation im Vertrieb entscheidend ist. Es geht um die perfekte Kombi aus Vor-Ort-Terminen, digitalen Kanälen und der Frage: Wann nutzt du was, um deinen Kunden wirklich zu flashen? Dazu gibt's Anekdoten aus dem echten Leben und klare Tipps, die du direkt anwenden kannst. Ob auf dem Laufband, mit dem Hund draußen oder einfach so: Hör rein, lern was – und hab Spaß dabei, das (Vertriebs)Leben ist kurz. Bis dann, aktivierende Grüße Stephan  

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

Internationalization is the order of the day for many retailers and brands. However, for around two and a half years now, the focus has been on profitability rather than just growth.  This is because many companies have already had the painful experience of finding that although they can sell abroad, the whole thing is anything but profitable. This is because every market has its own characteristics: different customer preferences and buying habits, different price levels, different storage and logistics costs, different returns behavior, etc. This makes the leap across the border very complex to implement, even - or especially - via marketplaces. Technical solutions such as marketplace middleware or the services of a full-service marketplace integrator can help. One such provider is ChannelEngine, sponsor partner of Marketplace Universe. ChannelEngine can connect more than 950 marketplaces and social media platforms via its solution and process the business there. In the new episode 65, Valerie talks to Dexter van Hofwegen, Director Sales EMEA at ChannelEngine, about the strategic considerations required for successful internationalization, how to reduce the complexity of the various country characteristics, which cost drivers need to be taken into account, how to calculate worthwhile minimum selling prices and how meaningful KPIs on seller performance, delivery times and returns can provide support. Note from our sponsor partner Allegro: Marketplace Universe also stands for further education for marketplace people. On June 5th the first webinar will take place in cooperation with our sponsor Allegro. The topic: “How to scale your Marketplace Business across CEE using Allegro's platform” - in short, retailers and brands will learn how to sell successfully in Poland and Central Eastern Europe on the Allegro marketplace. If this is exciting for you, make a note of this date in your calendar: When: Wednesday, June 5, 2024, 9:00 - 10:00 a.m. Where: Online Who: Emilia Gregorczyk, Business Development Partner at Allegro and Valerie How: Free of charge by pre-registration. Click here to register! Newsflash: The French luxury brand conglomerate LVMH will extend its partnership with Alibaba and start using Alibaba's technology Alibaba Cloud to help improve supply chain processes and customer insights. The British marketplace OnBuy is starting its internationalization this summer with platforms in 10 new countries, expanding to 30 countries total by the end of 2025. TikTok Shop will start earlier in continental Europe than expected and is now speaking about launching “this summer”. The company has already started to invite merchants to beta-tests in Germany, France, Italy and Spain. The compliance specialist Avalara has canceled its cooperation with Amazon. Previously, Avalara had handled the advance VAT returns for sellers on the Amazon Marketplace as part of its partnership with Amazon. Now, several sources reported that the cooperation will end on November 1st. More news every week in “Marketplace Universe Weekly”, the newsletter from Marketplace Universe. Subscribe now! Chapters 00:00 Introduction 08:44 Focus on Profitable International Expansion 13:14 Newsflash 22:19 Introduction to Channel Engine and Marketplace Integrators 26:50 International Expansion and Cost Considerations 28:39 First Steps for International Expansion 30:29 Calculating Minimum Prices and Determining Strategy 34:39 Different Business Cases and Profitability Drivers 36:31 Volume vs Profitability in International Expansion 42:34 Calculating Minimum Prices for Profitability 45:05 Visibility, Volume, and Profitability 51:43 Hybrid Selling and Collaboration 53:34 Key Considerations for Internationalization and Profitability

Wer im Vertrieb zu den TOP 1 % gehören möchte, weiß, dass es nicht ausschließlich auf die offensichtlichen Themen wie Vorbereitung, erstklassige Gesprächsführung, hirngerechte Lösungspräsentation und Mehrwerte, Einwandbehandlung sowie Abschluss ankommt.  Nein, es sind auch die Kleinigkeiten in Teamscalls und im Vor-Ort-Termin, die vom Kunden wahrgenommen werden und einen Unterschied machen. Darüber hinaus geht es um Kommunikationsziele: Cognitive, affective and behavioural. Mehr dazu im KOBcast. www.koberaktiviert.de

Diese Episode des Podcasts Video Reloaded habe ich mit Christopher Funk in unserem Pop-Up Studio auf der Vertrieb.Business live 2023 in Köln aufgenommen. Christopher ist Buchautor, gefragter Speaker und erfahrener Vertriebs-Experte. Sein Podcast "VertriebsFunk" gehört mit 2 Millionen Downloads und 695 Folgen zu den erfolgreichsten deutschsprachigen Podcasts rund um das Thema "Verkaufen". Insofern ist Christopher Funk eine echte Hausnummer in der deutschsprachigen Vertriebsszene. In unserem kurzen Austausch sprechen über die Erfahrungen mit der ersten Vetrieb.Business live Konferenz, die im Jahr 2024 in die zweite Runde geht. Außerdem unterhalten wir uns über die Veränderungen in der Videokommunikation und wie Unternehmen sich präsentieren können. Dabei berichtet Christoph davon, wie sich der Vertrieb durch die Digitalisierung verändert und wie wichtig es ist, Content zu produzieren, um Kunden zu gewinnen. Deswegen muss aber nicht immer darum gehen, alles zu digitalisieren, sondern den richtigen Mix aus digitalen und persönlichen Interaktionen zu finden. Ein weiteres Thema ist auch der Einsatz von Live-Streams und Instant Video Chats für den Vertrieb. Infos & Tickets Vetrieb.Business live 2024: https://vertrieb.business/vbl24-konferenz-fuer-vertrieb/ Christopher Funk bei LinkedIn: https://www.linkedin.com/in/christopher-funk-vertriebs-wachstumscoach/ VertriebsFunk Podcast: https://open.spotify.com/show/7ui14Df7Zsmk3SmfjjXBZq?si=fa418a5a38cc440d _______________________________________________________ Mehr zu mein Thema Videokommunikation 4.0 erfährst Du hier: Meine Website: https://www.coporate-studio.de Mein LinkedIn Profi: https://www.linkedin.com/in/florian-gypser/ Du hast ein Thema rund um Corporate Videokommunikation, zu dem Du gerne einmal einen Podcast mit mir hören möchtest? Oder Du hast spannende Inhalte zum Thema und möchtest gerne mal Gast in meinem Podcast sein? Dann schreib mir an podcast@corporate-studio.de Ich wünsche Dir viel Spaß beim Hören und freue mich auf Dein Feedback!

Arnold Schwarzeneggers "I'll be back!" hätte beinahe den Abschluss meiner Podcast-Saison 2023 eingeläutet – doch ich habe vergessen, ihn am Ende der letzten Folge zu sagen. Dabei wäre er ein perfekter Cliffhanger für eine große Veränderung gewesen. Denn ich hab den Podcast komplett überarbeitet. Warum? Weil sich vieles verändert hat. Früher lag mein Fokus auf digitalen Geschäftsmodellen und Webinar-Technik, primär für Trainer, Coaches und Berater. Jetzt dreht sich alles um die Zukunft der Videokommunikation für Unternehmen und in Unternehmen. "VIDEO RELOADED" bringt Dir frische Inhalte rund um Webinare, Videocalls, Hybrid-Selling, Employer Branding, digitale Trainings, Podcasts, Live-Streaming und Corporate Influencing. Es ist alles dabei, was Du für die moderne Videokommunikation in und von Unternehmen brauchst. Ich lade Dich ein: Jeden Dienstag gibt's eine neue Folge. Bleib am Ball, abonniere den Podcast und verpasse keine Insights und Stories aus der Welt der Videokommunikation 4.0. _______________________________________________________ Du hast ein Thema rund um Corporate Videokommunikation, zu dem Du gerne einmal einen Podcast mit mir hören möchtest? Oder Du hast spannende Inhalte zum Thema und möchtest gerne mal Gast in meinem Podcast sein? Dann schreib mir an podcast@corporate-studio.de Ich wünsche Dir viel Spaß beim Hören und freue mich auf Dein Feedback!

Dass der Hybrid Selling Ansatz interessierten Unternehmen erhebliche Produktivitätsreserven für den Vertrieb verspricht, hat sich mittlerweile hinreichend herumgesprochen. Allerdings hapert es immer noch an der Umsetzung. Es gibt kaum klare Leadership-Standards und -Prozesse. Auch KPI's, Anreize, Monitoring und Anforderungsprofile sind immer noch eher unzureichend definiert, bzw. umgesetzt. Und das Training der „eingebundenen betroffenen Mitarbeiter“ erfolgt oft eher semi-professionell. Warum ist das immer noch so? Und wie lassen sich die Potentiale, die das Hybrid Selling grundsätzlich bietet, nachhaltig heben? Wie hat das Siemens Digital Business gemanagt? Welche Herausforderungen gab bzw. gibt es noch? Wie geht man damit um? Darüber sprechen in dieser Ausgabe des Mercuri-Podcasts GANZ. EINFACH. VERTRIEB. Dr. Matthias Huckemann (Managing Director Mercuri International Deutschland) und Dr. Isabella Sauerberg (bis zum Ende Sept. Head of Sales Germany Siemens Digital Industries und ab Oktober Head of Strategies). Sie wollen weitere Informationen zu dem Thema Sales Excellence? Kontaktieren Sie Matthias Huckemann: (99+) Matthias Huckemann | LinkedIn Ihre Informationsquelle zu aktuellen Themen im Vertrieb: https://mercuri.de Ihnen hat die Episode gefallen? Dann geben Sie uns doch bitte ein 5-Sterne Bewertung und abonnieren den Vertriebs-Podcast von Mercuri International. Über detailliertes Feedback freuen wir uns genauso. Schreiben Sie einfach an: info@mercuri.de So können wir unseren Podcast weiter verbessern und die für Sie und Ihr Unternehmen relevanten Inhalte präsentieren.

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!

What if you could keep your customers for years and continue to grow with them? What if everyone in your company was responsible for customer retention? What if everyone in your company sold?When a culture of caring permeates your company everyone takes responsibility for the customer's success and helps to solve for customers so they buy - sales. If the answer to every question about building a successful sales team came back to the process of delivering successful outcomes for customers, how would that change your company?. Adam Miller recounts his 30 year journey at Elevate building an organization where every team member takes responsibility for the success of the customer and everyone sells. Chapters:00:00 Sales is Solving Problems 08:06 Scaling Sales 14:160 Sales Skills are Teachable 15:11 Hybrid Selling and Hiring Remote Sellers 19:38 Retaining Talent 22:54 Hunters, Account Managers and Customer Success 27:31 Measuring Customer Success and Corporate Courage 32:40 Selling is a Team Sport 34:56 Adapting to Self Service Buyer BehaviourAbout Our Guest:The ELEVATE Group - Chief Executive Officer ELEVATE Capital - Private Equity Investor Bahamas Air Sea Rescue - Northern Bahamas - President An innovator and a visionary, Adam has offered cutting edge scalable solutions for the world's most prestigious forward-thinking companies for over 25 years. Earning a reputation with an insatiable appetite for building things, he is the Founder and Chief Executive of The ELEVATE Group, the strategic & tactical partner to ambitious leaders looking to drive business success. As a private equity investor and adventurer at heart, Adam consistently pushes boundaries and seeks opportunity to meet the needs of rapidly changing industries. Sales. Marketing. Data. Breakthrough Business Strategies. He never strays away from a challenge. Analytical in his approach to breaking down complex processes, Adam is a leader who believes in constant self-improvement, giving back, and helping those around him succeed. Outside of his passion for delivering tangible results, this Airplane & Helicopter Pilot/Sailor leads the Bahamas Air Sea Rescue's growth and has an active role as SARDO (Search & Rescue Duty Officer) as well Airwing Rescue Captain. Social links:https://www.linkedin.com/in/millerjadam/https://thinkelevate.com​​You can learn more about and connect with Alice Heiman in the links below.Website: https://AliceHeiman.comConnect with Alice on LinkedIn

Wusstest Du, dass Videoselling im Verkauf perfekt für persönlichen, ehrlichen und überzeugenden Austausch mit Deinen Kunden ist? In meinem neusten Podcast spreche ich mit Dr. Guido Weber über Videoselling, die Einsatzmöglichkeiten, Chancen und aktuelle Nutzung. Guido Weber ist Videoselling-Pionier mit 20 Jahre Erfahrung im B2B-Vertrieb und coacht andere Menschen zu diesem Thema. Er ist überzeugt, dass persönliche Videobotschaften wirken. Seiner Erfahrung nach werden dadurch 4 von 10 Kaltkontakten zu begeisterten Interessenten und Kunden. Diverse Umfragen und Untersuchungen, u.a. von Hubspot, bestätigen das! Durch persönliche Videos kannst Du mehr Termine, mehr Umsatz, schnellere Abschlüsse erhalten. So baust Du Geschäftsbeziehungen auf, die über Jahre halten. Du willst mehr dazu wissen?! Dann hör Dir diese Podcastfolge an und Du erfährst, - was genau Videoselling ist - wie Du es gewinnbringend einsetzt - was Du dabei beachten solltest Viel Spaß bei dieser spannenden Folge! Dr. Guido Weber bei LinkedIn: https://www.linkedin.com/in/dr-guido-w-weber/ Website: https://www.guidoweber.de ________________________________________________________ Du hast ein Thema rund um die Digitalisierung von Training & Unternehmenskommunikation, zu dem Du gerne einmal einen Podcast mit mit hören möchtest? Oder Du hast spannende Inhalte zum Thema und möchtest gerne mal Gast in meinem Podcast sein? Dann schreib mir an podcast@webinar-profi.de Ich wünsche Dir viel Spaß beim Hören und freue mich auf Dein Feedback!

In this solo episode, I wanna talk about the potential profitability of the PL-wholesale hybrid selling model and how it is different from the  resell bundling. There are some reasons why I think this hybrid model is going to be really effective in your PL and one of them is the low MOQ which means low capital as well.   Listen and join the discussion if you may by joining our telegram channels.   In This Episode: [00:25] Solo episode about PL wholesale hybrid model [02:10] Low-end starting capital [05:40] PL wholesale hybrid vs. bundling. [09:30] Examples of possible hybrid model [14:45] Hybrid model low MOQ.   Links and References: Wizards of Amazon: https://www.wizardsofecom.com/ Wizards of Amazon Courses: https://wizardsofamazon.mykajabi.com/a/27566/x6Kwkz6p Wizards of Amazon Meetup: https://www.meetup.com/South-Florida-FBA/ Wizards of Amazon on Facebook: https://www.facebook.com/groups/WizardsofAmazon/ Wizards of Amazon on Instagram: https://www.instagram.com/wizardsofecom/  

In dem ersten Podcast zum Jahresauftakt 2023 spricht Mercuri- Management Partner Marcus Redemann mit seinem Kollegen und GF Dr. Matthias Huckemann über die relevanten Trends für den Vertrieb und über Lösungen, um die Herausforderungen zu managen. Sie diskutieren über die vielen guten Vorsätze und Ziele von Vertrieblern zu Beginn eines jeden Jahres und wie diese sich vor dem Hintergrund aktueller Herausforderungen rund um Kostensteigerungen und Lieferengpässe umsetzen lassen. Ist die übliche Management- Erwartung „wieder mal zweistellig zu wachsen“ realistisch und sinnvoll? Sollte man nicht in verschiedenen Szenarien denken? Und was sind sinnvolle Strategien für den Vertrieb in unsicheren und rückläufigen Märkten? Am 27.04.23 von 16-17 Uhr veranstaltet Mercuri International ein kostenfreies Webinar zum Thema: Inside Sales 2023: Mit kleinen Kunden online profitabel wachsen! Anmelden können Sie sich direkt unter diesem Link: https://attendee.gotowebinar.com/register/1781152091262854488?source=Podcast Die Studienergebnisse finden Sie hier: https://mercuri.de/insights/mercuri-international-studie-sales-leadership-2022-schluesselergebnisse/ Sie wollen weitere Informationen zu dem Thema Vertrieb bzw. Sales Excellence? Kontaktieren Sie Matthias Huckemann: www.linkedin.com/in/matthiashuckemann Ihre Informationsquelle zu aktuellen Themen im Vertrieb: https://mercuri.de Ihnen hat die Episode gefallen? Dann geben Sie uns doch bitte ein 5-Sterne Bewertung und abonnieren den Vertriebs-Podcast von Mercuri International. Über detailliertes Feedback freuen wir uns genauso. Schreiben Sie einfach an: info@mercuri.de So können wir unseren Podcast weiter verbessern und die für Sie und Ihr Unternehmen relevanten Inhalte präsentieren.

„Der Kunde steht im Mittelpunkt.“ Hält man die Server einer bekannten Suchmaschine mit dieser Phrase auf Trab, ergeben sich sage und schreibe 6.000.000 Einträge. Man könnte fast glauben, dass diese nichtssagende Verschwendung von Buchstaben inflationär genutzt wird. „Den Menschen in den Mittelpunkt stellen“ – das haben sich die Kannibalen auch schon gedacht, mit minder gutem Ausgang für den in der Mitte stehenden Protagonisten. Entspricht es tatsächlich der Wahrheit, dass der Kunde im Zentrum des Handelns steht? Oder steht im Mittelpunkt des Handelns eines Unternehmens nicht vielmehr, schlicht und ergreifend möglichst viel Gewinn zu erwirtschaften – und dies mit möglichst wenig Aufwand, bestenfalls durch positiv verblüffte Kunden? Warum ist die Redewendung „verraten und verkauft“ allseits bekannt? Warum nennen sich viele Menschen, die im Vertrieb arbeiten, nicht „Verkäufer“, sondern benutzen Formulierungen wie „Gebietsverkaufsleiter“, „Key Account Manager“, „Area Sales Manager“, „Account Manager“, „Business Development Manager“ usw.? Nur wenige Vertriebsprotagonisten sind stolz auf ihre eigentliche Berufsbezeichnung „Verkäufer“ – weil dieser ehrenwerte Beruf insbesondere in Deutschland nicht die Reputation genießt, die ihm zusteht. Mit Klartext bekommen wir das hin. Aktivierende Grüße Stephan Kober B2B-Vertrieb reloaded? Lust auf Hybrid Selling? Hier geht's lang.

Mit der Hybrid Selling Studie 2021 hat das Sales Management Department der Ruhr-Universität Bochum während der Corona Pandemie Daten zum Stand im Vertrieb erhoben und ausgewertet. Es entstand ein Papier, aus dem Unternehmen umfangreiche Chancen durch die Hybridisierung im Vertrieb ableiten konnten. Diese neu entdeckten Chancen durch eine systematische Aufteilung von vor Ort Besuchen und digitalen Kontaktpunkten führt zu neuen Anforderungen im Vertriebsmanagement. Ein Problem, mit dem sich das Sales Department in der Sales Leadership Studie beschäftigte. In dieser Folge sprechen wir mit David Ergun, Doctoral Student, der die Studie eng begleitet hat. Ein spannender Austausch, der die wissenschaftliche Perspektive eröffnet und darauf eingeht, was in der Praxis aktuell noch zu kurz kommt. David Ergun: https://www.linkedin.com/in/david-ergun-070a51160/ Hybrid Selling Studie 2021: https://smd.rub.de/hybrid-selling/ Sales Leadership Studie 2022: https://smd.rub.de/sales-leadership-2022/

Der Vertrieb verändert sich. Das führt dazu, dass ganz neue Fähigkeiten beziehungsweise Skills im Vertrieb benötigt werden. Auf welche es besonders ankommt, darum geht es in dieser Folge von Auffahrt Zukunft. Zu Gast ist Arne Farwick, CEO bei der enra GmbH und Lehrbeauftragter für Hybrid Selling an der Fachhochschule Südwestfalen. Er gibt Antworten auf die folgenden Fragen: Wie unterscheiden sich digitale und analoge Kommunikationskanäle? Welche Rolle spielt digitale Kommunikation? Wie überzeuge ich digital? Reinhören lohnt sich! Weitere Infos zu enra: https://enra.app/ Arnes LinkedIn: https://www.linkedin.com/in/arne-farwick-961261199/

The Future is Hybrid. Over the last 22 years, he has traveled around the world 14 times visiting 36 countries and working with over 10,000 salespeople Fred Copestake is the Founder of Brindis a sales training consultancy From this experience, he recognized what really makes a difference to be successful in sales today and outlined this in his first book 'Selling Through Partnering Skills' As selling continues to change at a pace, and sales professionals need to keep in touch with the latest trends to stay relevant he wrote his second best-selling book ‘Hybrid Selling' He is the host of the ‘Sales Today' podcast.

How to augment all the benefits of old-school in-person relationship building with a hybrid approach using technology. Randy Chaffee has 4+ decades as a Sales Professional in the metal roofing, post frame, and metal building industry. He is the Host of BuildingWins.LIVE, a weekly live-stream video podcast directed to the building materials industry. A proven promoter of his manufacturers' brand, his personal brand, and his podcast brand Road Warrior Randy has mastered the hybridization of being an old-school Road Warrior with all the facets of the new normal. Virtual, videos, social media, and podcasts (hosting and guesting) have allowed Randy to practice his much-discussed philosophy of developing Force Multipliers Randy has combined the ability to augment all the benefits of old-school in-person relationship building with a hybrid approach using technology to his advantage. Website | Facebook | LinkedIn | LiveStream | Instagram

Andy Springer, author of Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely Bill Ringle and Andy Springer discuss the research-based skills and routines used by sales top performers for small and mid-sized business leaders. >>> Visit MyQuestforTheBest.com  for complete show notes and more expert advice and inspiring stories to propel your small business growth. My Quest for the Best is a top-rated small business podcast with over 300 episodes of thought-provoking and insightful interviews with today's top thought leaders and business experts. Host Bill Ringle's mission with this show is to provide the strategies, insights, and resources that will unlock the growth potential of your business through these powerful conversations. Interview Insights Top 3 Takeaways The pandemic caused a major shift in the seller-buyer dynamic. While face-to-face selling has been proven effective, companies should train their people in new ways to engage with their buyers, like when a transaction is done on a Zoom screen where reading body language is harder than it is in-person. It is time for people to acknowledge the importance of learning virtual skills, as remote transactions are now even more normal than face-to-face meetings. Both types of selling are "new-normals." Being an efficient virtual seller is good, and being an efficient face-to-face seller is good, but being a great "hybrid-seller" is far better! Read the Show Notes from this Episode Andy talks about Randy Gage, the thought leader who studied prosperity in modern times and how his writing caused the biggest shift in Andy's life. [01:26] As the volume of sellers increased, Andy noted how competition made many sellers devalue their offerings, and he encourages listeners always to know the value of what you have to offer. [05:15] What were the obstacles to adapting during the Pandemic for to salespeople used to meetings in person? How can they get back on track? [08:20] What is the most helpful mindset, attitude, and approach to how sellers can thrive over this new challenge of selling remotely? [10:36] CASE: One of the first companies that Andy helped with this new way of selling was a water company. They were well known in their market as one of the best vendors for their product until the pandemic hit, and they had to learn how to sell to their clients without the face-to-face selling. [15:20] Why do sales teams need different tool kits to respond to drastically different situations? Are there ways to prevent members of your sales team from giving away too much leverage to the buyer? [23:44] What do most people miss about the importance of the discovery stage in a virtual environment? [27:00] What are some of the secrets you've learned about how sales professionals can use the virtual environment to their advantage? [30:42] Additional tips for those who want to learn how to be great at virtual selling. [32:04] Expert Bio Andy Springer is an expert in sales high performance and co-author of Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely. As Chief Client Officer of RAIN Group, Andy drives the design and delivery of client results for the firm that's been named on the Selling Power and Training Industry's Top 20 Sales Training Companies list for numerous years. Andy has worked with hundreds of sales teams to drive long-lasting sales improvement for SME, mid-market, enterprise, and government clients. Leading many of RAIN Group's highly popular digital seminars on virtual selling topics, Andy is a regular contributor to the firm's award-winning sales blog. His white papers, 9 Principles of Virtual Learning Success and The Guide to Sales Training Success, have also been downloaded by thousands of sellers and sales leaders around the globe. In addition, Andy co-founded two successful consultancies and has been a lead advisor ...

Retailers are dynamically coming back with a full-open of The Great Singapore Sale, the return of the Formula One Grand Prix, which brings in an increasing number of visitors to the country. Shopping is expected to stay hybrid with two modes, online and offline, hoping to help sellers attract more buyers and compensate for the loss of the past two years. Prime Time's Bharati Jagdish speak with Priyanka Gargav, Head of Commercial, Southeast & Hong Kong, at payments platform, Adyen to find out more.  See omnystudio.com/listener for privacy information.

Vertriebler bemängeln häufig die Praxisferne wissenschaftlicher Forschung - und die Forschung hingegen würde gerne mehr ihrer Erkenntnisse in der Praxis sehen. Schauen wir uns doch mal ideologiefrei an, wie man voneinander lernen kann, wenn es um die neue Art der Geschäftskundenkommunikation geht. Ich freue mich sehr über Feedback: sk@koberaktiviert.de

Vertrieb stört! Dieser LinkedIn Post ging viral. Warum der Vertrieb stören muss und wie man mit den internen hauptamtlichen Bedenkenträger umgehen sollte, darum geht's im ersten Teil des KOBcasts.  Im zweiten Teil dreht sich alles um drei wichtige Säulen für erfolgreiches Hybrid Selling: Equipment, Fähigkeiten und Mut. Aktivierende Grüße, Stephan Kober  

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

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/

Hybrid Selling – die nächste Sau, die durchs Marketing-Dorf getrieben wird oder der Schlüssel zu mehr Vertriebseffizienz, höheren Abschlussquoten und mehr Kundennähe? Es ist eindeutig: Hybrid Selling, also die sinnvolle Kombination aus Vor-Ort- und virtuellen Kundenbesuchen ist der Status quo der Geschäftskundenkommunikation. Aber: noch immer gibt es die ewigen Verweigerer, die glauben, dass die „alte Welt“ zurückkommt. Das sind diejenigen, die sich brüsten, im Jahr 50.000 km und mehr über die Autobahn zu jagen. Ich kann nur sagen: selbst schuld. Vor-Ort-Termine werden nie gänzlich durch virtuelle Kommunikation über Teams, Zoom und Co ersetzt werden, das ist auch gut so. Jedoch kann ein veritabler Teil dieser Termine durch Videoanrufe ersetzt werden, wenn man den Kunden nicht mit PowerPoint zu Tode langweilt. Darum geht es in diesem KOBcast. Viel Spaß, Ihr Stephan Kober Hier geht es zum LinkedIn Video

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

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.

Herzlich Willkommen zu einer neuen Folge VTalk, dem Podcast vom Bundesverband der Vertriebsmanager Mein Name ist Ann-Kathrin de Moy und gemeinsam mit meinem Kollegen Heinz-Georg Geißler sprechen wir heute mit Tamara Schenk von Showpad. Showpad ist einer unserer Förderpartner im Verband, die uns bei unserer Arbeit unterstützen und uns unter anderem ermöglichen diesen Podcast für Euch zu machen Showpad unterstützt euch dabei eure Produktivität im Vertrieb zu steigern. Eine höhere Vertriebsproduktivität wirkt sich positiv auf die Zeit aus, die Vertriebsmitarbeiter tatsächlich mit dem Verkaufen verbringen können. Mehr Produktivität bedeutet mehr Zeit, die sie mit Kunden verbringen können, um qualitativ hochwertige, wirkungsvolle Gespräche zu führen Zusammen mit Tamara haben wir darüber gesprochen das sich viele deutsche Unternehmen sich schwer mit der Onlinewelt tun Wir haben über die Herausforderungen philosophiert die der aktuelle Wachstum, die steigende Geschwindigkeit und die Technologie für die Menschen im Vertrieb bedeutet. Welche Anforderungen an Top Vertriebler gestellt wird und ob das überhaupt noch zu leisten ist. Wir haben in diesem Zusammenhang auch über Social Selling und die geänderten Anforderungen an die Vertriebsverantwortlichen gesprochen. Wir wünschen Euch viel Spaß bei dieser Folge und freuen uns schon auf euer Feedback!

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

In dieser Ausgabe des Mercuri-Podcasts sprechen Marcus Redemann (Management Partner bei Mercuri International) und Eva-Susanne Krah über Hybrid Selling und wie Unternehmen es am besten umsetzen können. Als Chefredakteurin der Zeitung Sales Excellence und Channel-Managerin Sales & Marketing bei Springer Medien hat Eva-Suanne Krah ein Gespür für die Trends im B2B-Vertrieb. Sie bekommen somit in dieser Episode Einblicke, worauf es beim Hybrid Selling ankommt, was es für die Kompetenzen von Vertriebsteams bedeutet. Zudem wird in dieser Episode auch über potenzielle Tools für den Vertrieb gesprochen. Laut der aktuellen Mercuri Studie „Future State of Sales“ können rund 30% der Vertriebstätigkeiten automatisiert werden. Umso wichtiger wird es für den Vertreib weiterhin einen Wert in der Buying Journey der Kunden zu liefern. Wenn Sie an der Sales Excellence Zukunftswerkstatt teilnehmen wollen, dann finden Sie hier weitere Informationen dazu: https://www.springerfachmedienlive.de/veranstaltungen/zukunftswerkstatt-sales-excellence/ Sie wollen weitere Informationen zu dem Thema Vertrieb bzw. Sales Excellence? Kontaktieren Sie Marcus Redemann: www.linkedin.com/in/marcusredemannmercuri Ihre Informationsquelle zu aktuellen Themen im Vertrieb: https://mercuri.de Ihnen hat die Episode gefallen? Dann geben Sie uns doch bitte ein 5-Sterne Bewertung und abonnieren den Vertriebs-Podcast von Mercuri International. Über detailliertes Feedback freuen wir uns genauso. Schreiben Sie einfach an: info@mercuri.de So können wir unseren Podcast weiter verbessern und die für Sie und Ihr Unternehmen relevanten Inhalte präsentieren.

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!

"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 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/

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/

Seit März 2020 ist nichts mehr, wie es einmal war. Der Vertrieb hat große Veränderungen durchgemacht und musste sich rasant weiterentwickeln. Vor der Corona-Pandemie waren Online-Besuche kaum denkbar, inzwischen sind sie für Verkäufer und Kunden in vielen Bereichen zur Normalität geworden. Wird zukünftig alles wieder auf null gestellt, um zurück zur guten alten Zeit vor Corona zu gelangen? Oder wird vieles von dem übernommen, was in inzwischen bereits erlernt und praktiziert wurde? Schafft die Krise, ausgelöst durch Covid-19, eine neue Situation, oder agiert sie als Katalysator für den schnellen Wandel? Vorher galt vielfach das Motto: „Warum Neues wagen, wenn die alten Konzepte noch greifen? Denn in normalen Zeiten, also wenn die Ergebnisse für kontinuierliches Wachstum überwiegend stimmen, verlangsamen Unternehmen typischerweise den erforderlichen Wandel. Doch tatsächlich hat etwa die Digitalisierung auch vorher schon kräftig Fahrt aufgenommen und den Vertrieb in vielen Branchen ordentlich durcheinandergewirbelt. Mit der im Zeitraum März-April 2021 durchgeführten Studie wird ein differenzierter Blick auf die aufgeworfenen Fragen und damit auf die Erfahrungen von 777 teilnehmenden B2B-Unternehmen aus der DACH-Region geworfen. Dies erfolgt im Vergleich der Jahre 2019 und 2020. Innovative, hybride Verkaufsmodelle, also die Kombination aus Vor-Ort- und Online-Besuchen, für die Zukunft werden vor dem Erfahrungshintergrund der befragten Führungskräfte bewertet. Darüber hinaus wird identifiziert, wie moderne Vertriebsorganisationen ausgerichteten werden können. Am 20.10.2021 um 16:00 findet das Webinar „Hybrid-Selling – Das Vertriebs-Setup der Zukunft“ statt. Melden Sie sich doch gleich an und Sie erhalten in dem Webinar wertvolle Informationen, wie Sie der moderne Vertrieb aussehen sollte und wie die Umsetzung gelingt: https://attendee.gotowebinar.com/register/5521872056648439568?source=Podcast Sie wollen weitere Informationen zu dem Thema Hybrid Selling? Kontaktieren Sie Matthias Huckemann: www.linkedin.com/in/matthiashuckemannmercuri Ihre Informationsquelle zu aktuellen Themen im Vertrieb: https://mercuri.de Ihnen hat die Episode gefallen? Dann geben Sie uns doch bitte ein 5-Sterne Bewertung und abonnieren den Vertriebs-Podcast von Mercuri International. Über detailliertes Feedback freuen wir uns genauso. Schreiben Sie einfach an: info@mercuri.de So können wir unseren Podcast weiter verbessern und die für Sie und Ihr Unternehmen relevanten Inhalte präsentieren.

Digitalskeptiker im B2B-Vertrieb aufgepasst - hier kommt die nächste wissenschaftlich fundierte schallende Backpfeife: In der Zeit von einem Vor-Ort-Besuch sind im Schnitt 4,2 Online-Kundenbesuche möglich. Es ergibt also Sinn, wenn der B2B-Vertrieb vor-Ort- und Onlinebesuche zur Kundenkommunikation intelligent miteinander verbindet. Zu diesem Schluss kommt eine Studie des Sales Management Department | Ruhr-Universität Bochum in Zusammenarbeit mit Mercuri International Deutschland. Professor Christian Schmitz untersucht mit seinen Mitstreitern in dieser Studie unter anderem, was die größten Herausforderungen bei der digitalen Kommunikation mit dem Kunden sind. Hier finden Sie zwei Beispiele: 1. In Bezug auf die Technik steckt der Teufel im Detail (obgleich das Problem in vielen Fällen davor sitzt

Was müssen CRM-Systeme leisten? Wie kann künstliche Intelligenz den Vertrieb unterstützen? Wo sind die Grenzen bei dieser Technologie. Darüber unterhalten sich in dieser Folge des Vertriebs-Podcast von Mercuri Marcus Redemann (Management Partner bei Mercuri International) und Prof. Dr. Christian Schmitz (Universitätsprofessor für Vertriebsmanagement und Lehrstuhlinhaber am Sales Management Department der Ruhr-Universität Bochum). Zudem erhalten Sie in dieser Episode auch einen ersten Einblick, wo Möglichkeiten aber auch Herausforderungen beim Hybrid Selling liegen und welche Rolle Key Account Management in der Zukunft spielen wird. Am 23.3.2021 um 15:00 findet das Webinar „Akquise durch Remote Selling – Smarte Neukundengewinnung statt. Melden Sie sich doch gleich an und Sie erhalten in dem Webinar wertvolle Informationen, wie Sie aktuell neue Kunden gewinnen: https://attendee.gotowebinar.com/register/8885327599832993549?source=PodcastShownotes Sie wollen weitere Informationen zu dem Thema Vertrieb Sales Excellence? Kontaktieren Sie Marcus Redemann: www.linkedin.com/in/marcusredemannmercuri Ihre Informationsquelle zu aktuellen Themen im Vertrieb: https://mercuri.de Ihnen hat die Episode gefallen? Dann geben Sie uns doch bitte ein 5-Sterne Bewertung und abonnieren den Vertriebs-Podcast von Mercuri International. Über detailliertes Feedback freuen wir uns genauso. Schreiben Sie einfach an: info@mercuri.de So können wir unseren Podcast weiter verbessern und die für Sie und Ihr Unternehmen relevanten Inhalte präsentieren.