Sales Today

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...

Tom is passionate about changing the image procurement has, and is on a mission to share information to help alter the current perception. He explains why it is a function that should not be avoided and that by proactivly involving professionals in this area better outcomes can be achieved faster. There are many surprising similarities between Procurement and Sales which Tom throws open to promote...

Much selling today is old fashioned and doesn't work because buyers don't like it. Yet salespeople persist in using these techniques. Andy explains how this makes even less sense as it many of the practices are unnatural and defines this as 'Selling Out'. He offers far more effective ways for approaching sales - 'Selling In' built on the far more human pillars of Connection, Curiousity, Understand...

Can virtual presentations be better than those delivered in real life? Rob believes they can be... but usually they aren't. Working in this way requires a different understanding of engagement, reading the room and managing technology which, when done well, can have a real impact. To improve in this increasingly important area does not always require radical change as the 62 'micro skills' Rob sta...

Todd is a Transpaerncy Nerd, Sales & Science Amalgamator and a Sales Historian so this conversation had plenty of potential... which it certainly fulfilled.   After discussing how much of the modern thinking about selling isn't really that new, the talk turned to 'leading with a flaw'. Behavioural science shows that we can reduce the brain's resistance to ideas by proactively discussing the things...

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...

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 th...

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 cove...

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 profession...

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 Y...