A podcastról
'What a time to be in sales'
People say this various times in many different ways – excited, exasperated, worried, pessimistic, optimistic, happy, sad, confused – the whole range of human emotions.
This is an exciting time to be in sales, if you are selling B2B complex solutions. It's a time when you can bring huge value to your customers; it's a time to thrive. But you need to know how, as it is a time unlike any before. The rules have changed and as a sales professional you can have a hand in redefining how the game is played.
Challenges salespeople face are:
· 'Busy Busy Busy' – being ineffective; it results in wasted opportunities, is tiring and stressful and means the focus is on the wrong activities to deliver results
· 'Olde Worlde' – being old-fashioned; when salespeople are self-centred rather than customer-focused, too technical in their approach or use bad techniques better suited to a bygone era of selling
· 'Muddled Mindset' – being misaligned; it can happen at organisation, management and individual level and the confusion leads to frustration and wasted effort.
By using a more collaborative approach salespeople can make a difference and sales can become a force for good and fight against the negative image it can often be associated with.
The Sales Today podcast explores how sales professionals can adapt and futureproof themselves by using the best practice shared by host Fred Copestake and the guests of the show.
What a time to be in sales!
Host Fred Copestake is Founder of Brindis, a sales training consultancy, and bestselling author of 'Selling Through Partnering Skills' and 'Hybrid Selling'.
Connect with Fred on LinkedIn, Facebook, Instagram and Twitter.
www.linktr.ee/fredcopestake
Epizódok
A legújabb 20 a(z) 299 epizódból
- The Buyer Confidence Study: What Makes Buyers Say Yes? · 22 percWhat gives a buyer enough confidence to say yes? And are salespeople doing enough to create that confidence? This week's Sales Today is a little different. Fred Copestake hands…
- The Biggest Bluff in Sales Negotiation · 42 percThreatening to walk away from a negotiation might sound like a powerful tactic. But what happens when someone calls your bluff? In this episode of Sales Today, Fred Copestake is…
- Why the Best Solution Doesn't Always Win · 34 percHaving the best product or solution doesn't guarantee you'll win the business. So what really influences a customer's decision? In this episode of Sales Today, Fred Copestake is…
- 7 Shifts for Commercially Stronger Conversations · 37 percAre your sales conversations too focused on your products and not enough on your customers' problems? In this special episode of Sales Today, recorded from a recent webinar, Fred…
- Great Salespeople Don't Automatically Make Great Sales Managers · 35 percBeing great at selling doesn't automatically mean you'll be great at leading salespeople. In this episode, Fred is joined by Kelly Riggs, founder of The Business LockerRoom and…
- Human Sales Coaching with the Frequency, Timing and Availability of AI · 36 percSales coaching works. The problem is getting enough of it, at the right time. In this episode of Sales Today, Fred is joined by returning guest Kevin Beales, founder of My Sales…
- Mindset, Skillset, Toolset: What Really Makes a Great Salesperson? · 36 percWhat really makes someone great at sales? In this episode, Fred is joined by Nigel Gracie to explore the three elements he believes sit behind sales performance: mindset…
- Overcoming Sales Call Reluctance · 36 percWhat really stops salespeople from making the call, asking the question or starting the conversation? In this episode, Fred talks with Christer B. Jansson about sales call…
- Win More Business in Manufacturing · 38 percManufacturing and engineering businesses do brilliant work. But are they always brilliant at explaining why customers should choose them? In this episode, Fred is joined by…
- What Procurement Pros Get Trained In · 34 percWhat if salespeople understood what procurement teams are actually trained to do? In this episode, Fred is joined by returning guest Mark Schenkius, procurement expert and author…
- The Secret Behind 'Discovery Prospecting' · 35 percWhat if discovery started before the first sales meeting? In this episode of the Sales Today podcast, Fred Copestake is joined by David Kreiger, founder and president of…
- Why Should Customers Choose You? · 39 percWhy should a customer choose you over your competitors? If the answer is "because we're innovative, experienced and provide great service"… there's a good chance your competitors…
- Telephone selling made simple · 38 percWhy do perfectly confident people suddenly become nervous when they pick up the phone to sell? In this episode of the Sales Today podcast, Fred Copestake is joined by sales…
- Selling is like tracking serial killers · 32 percWhy complex sales are won by great investigators, not great presenters. Most salespeople think they've found a champion. In reality, they've found a friendly contact. In this…
- Training vs Coaching · 21 percWhy telling people isn't enough to change behaviour Sales organisations spend millions every year on training, yet many still struggle to see lasting improvements in performance…
- Salespeople Can't Be Trusted to Run QBRs! · 36 percWhy Quarterly Business Reviews should be about customer value, not sales pitches Quarterly Business Reviews (QBRs) are supposed to strengthen relationships, demonstrate value and…
- What Can Sales Learn From Customer Success? · 34 percTake the free Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Winning new customers is only half the story. The real commercial advantage comes from…
- A Smarter Way to Sell in Engineering Businesses · 8 percFree Collaborative Selling Scorecard If you would like to assess how your sales approach aligns with today's buying environment, you can take the free Collaborative Selling…
- Why Most Sales Training Fails Engineering Teams (And What Actually Works) · 5 percIf you would like to assess how your sales approach aligns with today's buying environment, you can take the free Collaborative Selling Scorecard…
- The "Ah" Moment That Changes Every Sale · 6 percFree Collaborative Selling Scorecard If you would like to assess how your sales approach aligns with today's buying environment, you can take the free Collaborative Selling…
