Sales Today

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...

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 career...

Matthew talks about how 'being a good guy' makes sense in modern selling.   He shares his simple yet highly effective SPC (strategy, people, competition) approach, and discusses how being mission-driven helps avoid being drawn into the day-to-day dramas that can become distracting for salespeople.   By avoiding this, better focus can be given to the things that make a difference - including buildi...

What is your relationship with money? This can have a huge impact on how you present your prices to customers.   As a business coach with a special interest in pricing, Robin encourages people to think about what money means to them - as it affects how they talk about it to customers. He shares strategies to help salespeople become more comfortable with commercial conversations.   Developing a bet...

Jason refers to sales as a 'science experiment'. Not surprising with a former career tagging sharks. Now he helps sales professionals move from order taker to quota breaker by using an approach grounded in empathy and transparency. He speaks about the importance of managing comfort zones and ensuring customers are safe at all times. By assuming the role of a guide rather than wantng to be the cent...

Is a focus on closing a bit old fashioned? Matt quickly answers that and is clear about what is unprofessional versus what is elite behaviour in selling. He practices what he preaches with a mission to help salespeople get better at closing, as he believes this is their duty and the best way to serve customers. His advice of 'do not solve' is surprising but makes sense as he outlines the importanc...

One size fits all doesn't even work for socks, so it won't in sales. Steve shares his thoughts on how 'people buy from companies of people' and gives a great example of trust. He talks about the number of priorites senior executives have and how to affect those. We also ponder why SEO doesn't work and Swindon won't win the Premiership... Key insights include: trust is earned, h elp customers succe...

Success in sales is about execution – everything else is just talk! Tibor Shanto emphasises how salespeople need to demonstrate how the 'do' works, rather than jumping on a bandwagon of the next exciting thing. The customer should be at the centre of the conversation, as the days of 'nudge nudge, wink wink' are behind us. Indeed, he argues that the Trusted Advisor is also a dated concept in todays...

Lee is a bestselling author of six books, including Sales Differentiation and Hire Right, Higher Profits. His latest Sell Different! presents all-new strategies to outsmart, outmaneuver, and outsell the competition. His take on closing, handiing objections and talking about pain points is refreshing. Plus he shares the strategic selling opportunity 99.999% of salespeople miss. Learn more at https:...

Chris has had a facetime with his own brain. It is all part of an approach to create awareness in a clever and amusing way. Why? Because he enjoys it and it works. Whether the intention is personal branding or pure lead generation, he has seen the success of using video and having some fun. He talks about creating content to use at a more individual level as well as to a wider audience and how sal...

Sales has changed, and if we don't keep up with it, our potential for failure will increase. In this episode, Fred talks about the challenges of modern selling across three areas: 1. Busy, busy, busy 2. Oldy worldy 3. Muddled mindset, and specifically how you can use partnering skills (PQ) to become more collaborative. Learn more at https://linktr.ee/fredcopestake.

Creating content makes a difference. This is why Will Aitken is in a new role that intends to 'do some honour to the sales profession'. He was offered this based on the content he produced. In this episode, he shares how he made this form of communication really work for him when things started to happening and conversations moved on from where he left them... all because of what he was posting. W...

Niraj talks about his crimes against human rights and his disappointment in the actions of salespeople. However, he is neither really a tyrant or negative person and shares his enthusiasm for good selling. Listen for solid advice on how to make a positive impact on customers with a mindset to serve the person.  Key insights include: No magic dust, Considered communication, and Business is relation...

Mark says it is a shame we even have to talk about trust in sales, and maybe we do as salespeople might not actually trust themselves. Yet building trust is key, not least because a higher degree of trust often leads to a lower need to negotiate. Salespeople need to get ahead of the game as customers don't buy things for today. Key insights include: Trust is currency of business, Doing damage to y...

Gabrielle explains what a 'SaaStress' is then uses the associated mystical powers to deliver an episode packed full of value. Beginning with a two-stage approach to building, we then go on a magical tour of what good selling entails with some great advice on internal relationships. The conversation turns to management - and if 'hippy dippy' is the right way to describe the approach then more manag...

Justin Leigh shares key elements of his INSPIRE model, including how to build relationships FAST with new people and why modern sales success needs BOLD thinking.   Mindset plays a key element and salespeople need to feel that deserve to be infront of customers. Leading with insight can help remove the unintentional blinkers and prove to be the real point of differentiation.   Connect with Fred at...

Rajiv 'RajNATION' Nathan takes time out from his Rap-preneur and MC duties to share his thinking on how salespeople can be more effective. A big fan of storytelling, Raj explains a structure that can be used to explain what you do from a customer's perspective. He talks about how #video is a great way to convey #sales messages and how customers can be primed to ask your #competitors questions that...