Sales Today

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...

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 unique about selling in the area and what the best companies and salespeople do to adapt. Daoud shares his thoughts and clear passion for sales based on a successful career built on an approach that localises best practices and ensures a strong...

Carles and Marta are studying International Business at NTU and have been working on a project to help fellow students and young professionals recognise how important the ability to sell is in whatever career path is chosen. They reflect on some of the things they have learned, including what has surprised them about how professional salespeople approach the role and the importance of the skills r...

Harry Spaight wonders whether 'sales is broken' whether it is the tactics used that are driving buyers to avoid contact with salespeople. There is a concern that when they do interact the whole experience is distinctly underwhelming. We can do better. The way we work to understand what value means should be a joy and pleasure to all parties. His approach to selling is based on service (not being s...

Simon Bowen is a visual models expert who excels in simplifying complex sales and positioning salespeople as the 'sage'. He explains that by moving from verbal to visual speeds up the process with deeper understanding and an ability to show more tangible outcomes. There has been a shift in markets and sales are changing with those who are able to make the customer feel safe most likely to be the o...

Ryan Reisert is much more than 'Just an SDR'. He is thoughtful and uses his methodological approach from a maths background plus research into language and human nature to become an expert in the art of cold calling. Over a successful career, he has developed ways to establish the right mindset and honed techniques for maximum effect. He shares ideas on creating the right mental state as well as s...

David is the author of the groundbreaking books 'The Science of Selling' and the recently published 'Sell More With Science'. He has pioneered a revolutionary sales approach based on research in neuroscience, social psychology and behavioral economics that has been shown to radically increase sales. He talks about how buying decisions are made and how smart sales people will align their activity a...

Minson's life pivots around negotiation. He believes that negotiation is fundamentally human interaction. This means that every conversation happens because people want or need something from one another, whether this is consciously, subconsciously, verbally, or nonverbally. Therefore, he believes it can be synonymous with conversation, persuasion, and conflict resolution. Despite still being a un...

Rachel is a consultant, coach and sales professional who specializes in helping salespeople win more by becoming the best versions of themselves. Having started her career as a creative, she applies design thinking to the craft of sales, and believes that a career in sales is the biggest lever to transformative personal growth. She shares thinking on modernising sales using technology including so...

Enforced time to reflect has given Adem a remarkable insight in how to turn sales around and use techniques ahead of their time. Can you send a fully tailored proposal to a prospect before you have even met them? He thinks so and shares how with modern technology amazing things are possible to those who want to believe. This thinking is at the forefront of what can be done... though many choose to...

Will a RevOps hitman have strong opinions? You'll see. Rob Turley thinks, sees, and understands things differently. He is a disruptor in the sales and marketing space whose opinions are often considered unpopular because they shatter the deepest-rooted paradigms. His life goal is to optimize how we connect and do business at a real and human level. Rob has dedicated his career to destroying the tr...

Jamie has a background steeped in psychology and a fascination in how people think and communicate. He uses this to help salespeople adapt their way of working to be more effective in today's enviroment. Modern techniques must meet established ways of selling to drive success. Can using LinkedIn make a difference to acheiving results? It does if you know how! Learn more at https://linktr.ee/fredco...

Slow is smooth, smooth is fast. This is one of the adages Paul uses when thinking about how to approach sales and business in general. Prior to entering the private sector he served over a decade in policy and political roles as an assistant to a US Senator which involved being adaptabel, understanding different perspectives and problem solving - much like selling. Innovation is change and those a...

Nigel talks about having the right mindset for sales and about how we think being an important part of success. An intention to serve drives our levels of understanding and how we can develop business. We talk about if being different is enough of a differentiator, and why keeping things simple but effective is often the best approach along with the power of asking why more often. Does this interv...

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  

Your mind is a like a warehouse in darkness - and Leigh helps shine the light. Most successful salespeople operate with a growth mindset that allows them to learn, develop and better serve their customers. With usually more than one way to do something, it is key to understand where you are and how to progress. A curiosity about neuroscience, psychology and even quantum physics allows salespeople...

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/fred...