Sales Today

What if you could revolutionise your lead generation strategy by simply tapping into the power of trust?   Dave Plunkett, founder of Collaboration Junkie, joins us to discuss the concept of nearbound lead generation - a contemporary twist on the traditional word-of-mouth approach.   Dave's insights bridge the delicate gap between inbound and outbound strategies, offering a structured, intentional...

What if your cold calls could turn into meaningful conversations that lead to genuine connections and success?   Nick Jeins, a master of the craft with over 30 years of experience, as shares his insights into transforming cold calling from a mundane task into an art form.   With a focus on the engineering business sector, Nick highlights the critical importance of understanding your prospects' tru...

How do you thrive in a world where buyers are more informed than ever?   In this weeks episode we delve into the transformative power of engaging early in the engineering sales process. Daniel Wendon, Sales Manager at Sulzer, shares his expert insights on how the digital age is reshaping the landscape of engineering sales.   Discover why engaging in the early stages of tender preparation could be...

Is the diesel truck on the brink of extinction?   Industry expert Tony Owen brings his extensive knowledge to discuss the monumental shift toward electric trucks in the pursuit of net-zero emissions.   As legislative deadlines loom, manufacturers like Volvo, Renault, and Scania are leading the charge with new electric models, while the pressure mounts to phase out diesel trucks. We scrutinise the...

Susie Ashfield, the brilliant author and communication expert, returns with her profound insights into the art of authentic communication.   In this episode, we discuss her latest book, "Just F**king Say It," which encourages confronting communication hurdles with audacity and sincerity.   Susie shares her wisdom on embracing the imperfections that make conversations genuinely meaningful and guide...

Can LinkedIn truly revolutionise your sales strategy? Join me and LinkedIn expert Mic Adam as we challenge the misconception that this powerful platform is just about connections and job hunting.   Discover how setting clear objectives and measuring outcomes can transform LinkedIn into a potent tool for achieving business goals. We redefine what it means to be a power user, highlighting the import...

Inspirational business leader and author Leisa Pickles shares her unique insights in our latest episode, spotlighting the often misunderstood world of sales.   As the author of "The Only Salesperson in the Room," Leisa challenges the common reluctance of business owners to embrace their roles in sales, largely due to negative stereotypes.   She recounts her experience at a business conference wher...

Could imposter syndrome be the hidden obstacle holding you back from sales success?   In this enlightening episode Tara Halliday demystifies imposter syndrome, explaining why it's more than mere self-doubt and how it uniquely targets specific tasks rather than general confidence.   We dive into the surprising revelation that imposter syndrome affects both men and women equally, although societal f...

Jeff Hatten an innovator in the sales world, shares his incredible journey of turning the once drab networking site into a lively stage for humorous and engaging content. Hesitant at first to mix humour with business, Jeff reveals how embracing his unique personality not only captured attention but also brought a much-needed vibrancy to sales communications.   We take a closer look at the inspirat...

Could AI be stifling your creativity?   Join us for an engaging discussion with Zsike Peter, the bold entrepreneur who embraced a "vampire" theme to create a standout brand identity.   Through Zsike's unique journey, we explore the importance of crafting an original and memorable personal brand in today's cluttered digital marketplace. We discuss how daring to be different can capture attention an...

Ever felt the weight of imposter syndrome in a competitive industry?   Let us take you on Nia Woodhouse's transformative journey from self-doubt to self-assurance as she navigates the sales landscape with the power of social media.   We unravel the concept of the "duff pancake," demonstrating how those initial, clumsy steps in content creation are not just inevitable but essential for growth.   Di...

What sets the good apart from the great in the fast-paced world of sales?   Could it be the mindset with which we tackle both triumphs and setbacks? This final episode of the mini series we navigate the ever-evolving sales landscape where buyer expectations, innovative tools, and fierce competition redefine the game.   At the heart of our discussion is the final component of my book "Ethical Selli...

Ever wondered how to secure a deal without compromising your integrity or relationships?   In today's episode on the Sales Today podcast we unravel the secrets of adaptive negotiation that goes beyond the old-school notion of win-lose tactics.   This episode is your guide to mastering negotiation skills that are both ethical and effective, ensuring win-win outcomes that build trust and long-term p...

Can you imagine transforming your sales strategy from transactional to truly collaborative?   On this fifth episode of the Sales Today mini series, I share how adopting a partnership mindset can revolutionise your sales approach.   Building upon the core themes of my book, "Ethical Selling," we unpack the significance of shifting from 'me' to 'we,' and why buyers in complex B2B environments seek p...

Is decision-making as a buyer really as easy as it seems?   Today, I address the challenges buyers face in our VUCA world—Volatility, Uncertainty, Complexity, and Ambiguity.   This episode is a leg of our journey through the ethical selling terrain, inspired by my book "Ethical Selling." We're diving into how sales professionals can step away from the shadows of fear-based tactics and embrace a mo...

Ever wondered why the price conversation dominates your sales meetings?   In this third episode of the mini series I discuss the mystery of how a value-centric approach can transform your sales strategy.   Shifting the focus from cost to value isn't just smart - it's essential in today's saturated market.    I share actionable strategies to help you become a partner in your customer's journey, rat...

In this second solo episode of the Sales Today Ethical Model mini series, I explore the crucial role of transparency and integrity in ethical selling.   Drawing insights from my book, Ethical Selling, I break down the foundational elements of building trust in sales relationships.   Discover how honesty about product strengths and limitations, coupled with staying true to one's moral compass, can...

This week on the Sales Today podcast I kick off a solo series dedicated to exploring the ethical model at the heart of my book, Ethical Selling.   This episode focuses on the power of empathetic communication in sales. We discuss why empathy isn't just a nice-to-have but an essential tool for understanding customers on a deeper level, enabling us to listen first and sell second.   By being detecti...

What happens when the discipline of an endurance athlete meets the dynamic world of sales?   Join me as I sit down with Jakob Thusgaard, founder of YourSales, who shares his journey from sporty ambitions to actionable habits, fuelled by revelations from "Atomic Habits."   Discover how he transformed his fitness routine by setting realistic goals and celebrating small victories, and how these princ...

In today's episode I am joined by Charli Hunt, the innovative founder of Lime One, to delve into the nuanced world of LinkedIn.   The conversation offers valuable insights into overcoming common pitfalls like "pitch slapping" and highlights strategies for authentic engagement and effective outreach on the platform.   Key Topics Discussed: Understanding "Pitch Slapping" on LinkedIn (0:00:00 - 0:08:...

Veteran sales coach and founder of Human Aligned Selling, Steve Myers, joins us for a transformative conversation on the evolution of sales strategies over his impressive 42-year career.    With Steve's invaluable insights, we explore how the internet and technology have shifted the salesperson's role from a product-focused expert to a master of human connection.   Our discussion underscores the e...

Welcome to the Sales Today podcast.   In this special episode, I'm celebrating the launch of my third book, Ethical Selling .   Listen in as I talk about the natural progression from collaborative and hybrid selling to an ethical approach that balances the needs of customers, companies, and sales professionals.   I address why ethical selling is the future, bust myths about it being "too hard" or...

Discover the secrets to ethical selling and transform your approach by tuning in to our enlightening conversation with Sam Dunning, founder of Breaking B2B.   Learn how to build trust and credibility with potential clients through the art of providing valuable content during the sales follow-up process.   By sharing targeted podcasts, videos, and articles, you can effectively address your prospect...

Unlock the secrets of ethical selling and transform your approach with insights from Fred Copestake's new book 'Ethical Selling - How to win more business by doing the right thing'.   Discover how honesty and integrity not only enhance trust but also pave the way for long-term success without compromising profits. Embrace the shift from outdated pushy tactics to a more empathetic, value-driven met...

Ethical selling: Help prospects identify as your customer   Martin Stellar, author of "Sales for Nice People," joins me to share his unique perspective on aligning sales practices with personal values, leading to genuine success.   Drawing on 30 years of experience in understanding human nature and psychology, Martin reveals how his journey from a monastery to a tailoring business taught him that...