Sales Today

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...

Is ethical selling the secret sauce for sustainable success in sales?   In today's solo episode, I challenge the myths and misconceptions surrounding ethical selling.   Prepare to have your beliefs shifted as we explore the Goldilocks dilemma, where ethical sales practices strike the perfect balance—not too hard, not too soft.   Discover how small, positive changes lead to significant gains in bot...

What if ethical selling is neither a burden nor a compromise, but a powerful tool just waiting to be harnessed?   In this solo episode, I share insights from my book, focusing on how ethical selling is often perceived as either too challenging or too lenient.   Through the Goldilocks analogy, I argue that ethical selling is, in fact, "just right," offering a competitive edge by creating a win-win-...

Luke Tomlinson, Category Manager at MS3, joins me for a captivating conversation on the transformative power of procurement.   We unravel the outdated notion of procurement as just a back-office function and spotlight its potential to be a driving force for business value.   With a focus on ESG, risk management, and supply diversification, we discuss how procurement, when collaborating with sales...

What if your sales strategy could genuinely benefit your customers while meeting company goals?   Zac Thompson and Jack Frimston founders at WHAM (We Have A Meeting) uncover how ethical sales practices can reshape the industry.   We kick things off by challenging traditional, often manipulative sales methods and discussing how a buyer-centric approach prioritises the customer's needs over mere dea...

 Join us on this episode with guest, Adam Wallace, author of '(Re)Value', as we uncover the hidden psychology of selling expertise across different industries.   Adam sheds light on the critical importance of identifying problems your clients might not even recognise they have, expanding your conversations and avoiding the common trap of rushing to solutions.   Learn how understanding where people...

What happens when sales meets engineering in the packaging and warehouse automation industry?   George Brown, an executive recruiter specialising in this niche sector, joins me to reveal the unique qualities that make sales professionals successful in such a technically demanding field.   We explore why an engineering background is essential, equipping sales experts with the technical know-how to...

The belief that relationships drive sales in the engineering industry is outdated.   Tune in to hear Mark Rathore discuss a modern approach to engineering sales, where laser-focused problem-solving and leveraging past successes for credibility take centre stage.   We share insights on how advancements in transportation, automotive, and renewable energy are not only transforming industries but also...

Have you ever wondered why engineers, despite their technical brilliance, often find sales so challenging?   Join me and special guest, Mark Rathore , a chemical engineer who transitioned into a sales expert as he takes us through his intriguing journey from technical roles to mastering business interactions.    You'll gain insights into the distinct neural pathways that separate engineers from sa...

What happens when high-performing salespeople are thrust into leadership roles without formal training?   Join me on this episode where I am joined by Richard Cogswell, the author of "The Cultural Sales Leader," as we uncover the reality behind this common industry practice.   Richard shares the crucial elements of successful sales leadership, including the importance of structured training and th...