Sales Today

Brittany Baldwin has a simple philosophy, she aspires to inspire before she expires. Her mission is spreading the message that selling is simple and there's nothing complex about having conversations with customers. She explains that business is like a clock. The cogs need to turn and the hands need to tick. And it's the same with your sales. You need to get the gears in place and your sales ticki...

Aidan is Transformation Consultant in Innovation, Leadership, Neuroscience, Cognitive Bias, Culture and Mental Agility as well as a speaker, podcast host and retired professional rugby player. He talks about the speed of change and what 'exponential change' really is. We consider the brains response to crisis and how this can make you less intelligent meaning both a hazard and opportunity for sale...

Todd is a Transparency Nerd, Sales & Science Amalgamator and a Sales Historian and also a second time guest on the show. This time the conversation turns to sales leadership and how he dealt with promotion on the basis of 'we think you're ready'. As someone who value process and structure he set about building a way of working optimised withh behavioural science. This has further developed with an...

Bob Moesta is a founder, maker, innovator, speaker and now a professor. He is the pioneer of 'Jobs To Be Done' Theory. He has worked on and helped launch more than 3,500 new products, services and businesses across nearly every industry, including defence, automotive, software, financial services and education. As part of this he has turned his mind to how salespeople can perform more effectively...

Dave is all about partnerships & collaboration. He explains they are not only of one the most enjoyable ways to work, but they push things forward in the most effective way. We talk about what makes a collaborative mindset and how focus on a greater good plus honesty are key factors. But effective collaboration does not happen by accident so systems/process/checks are also important. It is interes...

Jon understands how stand-up comedy works and brings this to the world of sales. The best comedians make it about their audiences and trigger their emotions. By discussing relatable topics - and highlighting common truths about life's struggles (like marriage, dating, raising kids or smelly socks) - comedians are able to capture and hold their audience's notoriously-hard-to-capture attention. Cust...

Wesleyne is a 'recovering chemist' who transitioned into an international sales manager leading teams of technical sales reps so understands the challenge of that role. She now focuses on helping others in Science, Technology, Engineering and Manufacturing succeed in selling. We discuss what makes this type of sale different and how technically minded people can adapt. It can be hard to articulate...

Ben is back! This time with his coaching hat on to elicit a story from Fred. After a reminder of why the method is so powerful, he explains the process and then uses it in real life signposting the stages. Is Fred clear on his customers? What is the old way and what has changed? Can he create a deep enough subconscious shift to stimulate a desire to do something different? You be the judge!

Telling prospects not to buy the entire package straightaway... is this crazy? Chris explains that while it may initially cost him in commission he also knows that the customer is guaranteed to fail if they buy everything at once. It is all to do with having to deal with too much change. Even when they want to move fast it is best to go in phases. He explains that he wants them to be successful in...

Are you a strategist, change agent and decision architect? If you are selling B2B at a senior level you need to be. Douglas shares some of the principles and frameworks he has outlined in his book written as a result of his own sense-making. Sales professionals need to understand the overlapping external, organisational and interpersonal dynamics that present themselves with every opportunity. Gen...

This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is different about selling in the area and what the best companies and salespeople do to adapt. Mohamed is a marketer 'with a twist' and we talk about the importance of tailoring content to suit the target audience. When communicating with customer...

It was a dumpster fire. This is how a CEO described a salesperson attempting to be a 'challenger' and failing dismally (though the story is fairly amusing). In her role as evangelist for this style of selling Jen Allen takes us through what Challenger is and what it is not. We discuss why such a powerful approach is badly applied so often and what to do to avoid this. Research and respectfully 'se...

Are you average or elite? Antoine shares his thoughts on what salespeople can do to reach the top of their game. He sees 'leading with problems' as a key way of beginning customer interactions to show you are different by having a focus on them. We talk about what 'personal branding' actually means for a salesperson and what to do about it as well as how elite performers take ownership of their ow...

This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is different about selling in the area and what the best companies and salespeople do to adapt. Yulia shares her experience working as a Sales Coach and we explore how learning can be turned into results. We address the myth of the 'natural born' s...

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 tec...

This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is different about selling in the area and what the best companies and salespeople do to adapt. Corina shares how she fell in love with the region and why she dedicates herself to helping others understand the potential of working there and how to...

David talks about how selling has evolved in line with technology and how professional salespeople must now adopt more of 'sales sherpa' approach to guide customers on their journey. This starts early and relationships can be front-loaded through the provision of insight using digital media. In the quest to stay top of mind salespeople should remain clear about what they want to communicate and be...

This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is different about selling in the area and what the best companies and salespeople do to adapt. Anirvan talks about why many Western companies fail when even when great opportunities present themselves. He underlines the importance of relationships...

"Be yourself" is not always good advice, especially when selling to people unlike you. Ben shares a mental algorithm anyone can use to improve their communication, messaging and storytelling. By blending thinking about trust/patience/stakes/hierarchy it is easier to define what to say and how to say it. It is a way to become the person you need to be in that moment, We talk about how this lends it...

This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is different about selling in the area and what the best companies and salespeople do to adapt. Zach has worked in 135 countries and shares his experience of selling in the region. He talks about the 'mechanics of sales' and cultural differences th...

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

This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is different about selling in the area and what the best companies and salespeople do to adapt. Levent talks about localisation and the importance language plays. He explains why even a little acknowledgement of the customer's language immediately...

Chris has a background that lends itself to effective video making and now occupies a unique place on the sales and content marketing spectrum. He wants to get to the bottom of what works and defines that as professional, not the stuffy corporate efforts that get little or a negative response. Being funny and understanding improv makes a difference, as does being natural and showing a human side....

This is a special series tailored for people working and selling in the region to discuss some of the unique challenges it presents. We talk about what is different about selling in the area and what the best companies and salespeople do to adapt. Zaid talks about the adaptations needed around language, culture and trust. He explains how pressure will have negative consequences but patience is rew...

Larry is a bundle of energy and positivity intent on a mission to help people get unstuck and not only discover inner greatness but also embrace and live it wholeheartedly. He shares how his Midweek Motivation Minutes have morphed into seven pillars to develop as a person and sales professional. These include storytelling, learning from strikeouts and you are what you eat. We talk about his defini...