Sales Today

Salespeople can be successful by: - Talking to me about industry challenges in my market and finding out more about the current challenges. - Deciding before they sell to me, will it fit... and be brave enough to say "you know what... I can't help you, but let's stay in touch." - If they do can help me, get me the best deal first time, with a solution to fix my problem and do it right first time....

Sam Dunning explains why the discovery phase is his favourite part of the sale, and shares his approach to making this a solid foundation for what will follow. Agreements made and information shared at this stage can be used throughout the process and when used alongside tools like Mutual Action Plans can have a positive impact on selling. Many of his lessons are hard earned and his story of how h...

In this episode, Scott Wilson-Benner and I explore the mistakes salespeople often make, including: 1. The 'Best Price Pitch. - If you're going to give me a price, give me the price! 2. The Con - Exaggerating a situation to sell a product. 3. The Condescending Pitch. - I have this product, have you heard of it.. no.. well then you're an idiot. You must buy this now. 'If they get past the first thre...

The role of the IT Director and associated challenges are based around Mentoring the IT team, ensuring we continue to deliver value to the business. Strategic business planning and IT planning, including budgeting. Analysing new sectors and legislative changes for opportunities to build new solutions for our clients. Ensuring the ongoing security, stability and efficiency of IT systems through the...

Ian uses his front row seat in selling to share his thoughts on what works in selling and the thread that runs winning through sustainable, profitable business. He highlights how we can move from confrontational to collaborative to be more successful, and talks about about how humility can be a key component of any sales activity. Connect with Ian on LinkedIn, and with your host Fred Copestake at...

Being more collaborative allows us to kickstart longer term relationships while delivering on the 'microsteps' along the journey to success. Whilst being charming is all very well, building trust has more elements to it including being explicit about the wins for all parties - 'after all we're not communists'. Key insights include: be proud of the whole selling team, the power of 'if statements' a...

Armand is a seasoned procurement professional with an understanding of selling, lifting the lid on what this function does and why. He discusses old and modern approaches and shares the human side to the role.   Packed with practical tips, this episode gives an interesting perspective on who the 'Trusted Advisor' needs to be. Get his insight guide to the procurement black box here at www.procureme...

In this episode, Fred talks through the challenges faced by salespeople today. From being busy and ineffective, through to an old fashioned self-centred approach, Fred discusses how you can overcome these challenges through great preparation, clear focus, and more, to have a positive impact on your sales results. 

Moeed Amin and Fred Copestake discuss the importance of personal branding in professional sales. Connect with Moeed on LinkedIn, and with your host Fred Copestake at https://linktr.ee/fredcopestake! Podcast sponsored by Remaster Media.

The Sales Dojo pays a visit! Chris and Leon care about sales and salespeople and put great effort into helping them get better. Forthright in their views and practical in their advice, they share their thoughts on how to make the most of a tough job. WARNING - Do not listen if you are a 'rubbish manager working for a rubbish company'. Key insights include: Stop trying to build trust and rapport qu...

In this episode, Chris talks about the impact of different forms of pressure and why it is important to have a mechanism to cope. He explains the relationship of being able to manage mindset with improved performance, and why we need to pay attention to emotional signals and triggers. With the signs of both stress and burnout sometimes being difficult to recognise it is important to take responsib...

In 'Trust or Bust: Non-Verbal Communication', Moeed Amin and Fred Copestake discuss the importance of non-verbal communication and body language in professional sales. They talk about common mistakes, and what salespeople should really be doing. Connect with Moeed on LinkedIn, and find your host Fred Copestake at  https://linktr.ee/fredcopestake.

In 'Trust or Bust: Verbal Communication', Moeed Amin and Fred Copestake discuss the importance of this type of communication in professional sales. They talk about common mistakes, and what salespeople should really be doing. Connect with Moeed on LinkedIn, and find your host Fred Copestake at  https://linktr.ee/fredcopestake.

Mark Boundy talks about 'pseudo-optimisation' and how making silos increasingly smaller does not really help anybody. There is an opportunity for those that really take ownership and are able to walk the customer through their own complicated process. He argues that when salespeople 'go native' it is not always a bad thing, and responsiveness is an opportunity to differentiate and build value. Key...

Kevin Dixon is a massive advocate for MAPs, and in this episodes he shares how and why they work. He describes the importance and characterisitics of a true 'Champion' and why we need to use a tool to help customers buy. Key insights include: buying is more difficult than selling, salesepeople sell change (but are also often resistant to it), and improving deal velocity and win rates. Connect with...

How well can you adapt? Mike Raven introduces the Adaptability Quotient, and its relevance today and for the future of work. If we explore our relationship with uncertainity we can have a greater impact on how we perform.  Key insights include: build new neural pathways, consider you environment and what you consume, and do something different every day. Connect with Mike on LinkedIn, and with you...

Anthony is the author of Run Frictionless and he shares how adjusting sales proposions based on Who/What/Why/How we serve can have a positive effect on customer experience and make it easier for people to buy. He talks about how we serve customers and the appropriate messaging to promote that. Key insights include: simplifying modes of selling, beware 'future selling', and pre-empt limitations and...

Jay McBain talks about selling ecosystems and how we need technology to do the heavy lifting so humans can do the uniquely human work of value creating and co-innovation. Sales is no longer a linear activity and digital matchmaking is a more efficient way to operate. Key insights include: add value to your own brand, you cannot pitch the whole game, and trying to be a trusted advisor is a flawed a...

In 'Trust or Bust: Closing', Moeed Amin and Fred Copestake discuss trust and its importance in professional sales. They talk about common mistakes, and what salespeople should really be doing. In this episode, they focus specifically on closing a sale. Connect with Moeed on LinkedIn, and find your host Fred Copestake at https://linktr.ee/fredcopestake . 

In 'Trust or Bust: Presenting', Moeed Amin and Fred Copestake discuss trust and its importance in professional sales. They talk about common mistakes, and what salespeople should really be doing. In this episode, they focus specifically on the role of presentation within sales.  Connect with Moeed on LinkedIn, and find your host Fred Copestake at https://linktr.ee/fredcopestake . 

Tobi, a graduate of Loughborough University in Economics and founder of Diverse., talks with the Student Sales Academy. 

Tom Williams is a man on a mission - to help salespeople do things differently to make a difference. In this episode breaks down a tool that will WOW customers. He explains how 'Outcome Enablement Plans' bring massive benefit to all parties, and shares how to construct and use one.  Key insights include: The 7 component parts, Positioning and using MAP/OEPs with new and experienced buyers, and Fac...

Martin Moore talks about being human in our interfaces with customers and discusses the importance of delivering the right message to all stakeholders. He shares how understanding value at all levels allows for premium pricing, and how change can lead to opportunity through correct communication. Key insights include: build customer personas, romance the change, and drive activity through inner pu...

Moeed Amin and Fred Copestake discuss trust and its importance in professional sales. They talk about common mistakes, and what salespeople should really be doing. In this episode, they focus specifically on the questioning phase of sales. Podcast sponsored by Remaster Media.