Episodes
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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 address complex client pain points and build credibility.
Ever wondered how engineers transition to sales roles within large-scale projects?
We discuss the common career progression from engineering to customer-facing positions, the challenges engineers face in this shift, and the importance of acquiring sales skills.
George shares how bridging the communication gap between sales teams and engineers can lead to more effective collaborations and ultimately, successful sales.
Building a winning sales team is no small feat. Using football analogies, we dissect the roles and responsibilities within a business unit, highlighting the significance of teamwork in achieving project goals.
George also shares invaluable tips on identifying key characteristics for sales success, such as technical expertise, a robust professional network, and confidence.
Tune in for practical advice and personal experiences that will enhance your approach to sales and help you secure your next big opportunity.
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(0:00:00) - The Relationship Between Sales and Engineering
Successful salespeople in packaging and warehouse automation need engineering background to understand and solve client pain points.
(0:08:18) - Transitioning From Engineering to Sales
Engineers often transition to sales roles without formal training, creating a gap in pitching solutions effectively.
(0:13:15) - Sales and Engineering Communication Gap
Sales teams and engineers face challenges in large-scale projects due to gaps between sales expertise and technical knowledge, emphasising the importance of teamwork and collaboration.
(0:18:49) - Building Successful Sales Teams
Teamwork and understanding roles are crucial for project success, with engineers as defenders and salespeople as strikers.
(0:27:00) - Identifying Key Characteristics for Sales Success
Game plan, technical expertise, networking, and confidence are crucial for success in engineering sales.
Connect with George
LinkedIn: https://www.linkedin.com/in/george-brown678/
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/3aceUkoxWf0
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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 improving human lives.
Plus, we’ll touch upon the concept of "flattening the curve" in engineering sales and how engineers can capitalise on their problem-solving skills to excel in marketing their innovations.
Understanding revenue distribution and client management is crucial for engineering and manufacturing businesses.
This episode illuminates how visualising revenue spread through graphs can uncover that a large portion of revenue often comes from a small set of clients.
We address the balancing act of maintaining loyalty to long-term clients while attracting higher-value prospects.
We also examine the common pitfalls businesses face after initial growth and offer strategies to sustain momentum and mitigate risks, ensuring the longevity of their success.
Finally, we discuss the importance of emotional drivers in motivating small businesses to grow beyond their comfort zones and share personal anecdotes on how fear of losing their current lifestyle can spur engineers into action.
-------- EPISODE CHAPTERS WITH KEY POINTS ---------
(0:00:00) - Modern Engineering Sales Approach
Engineering sales are driven by problem-solving, credibility, and urgency, with a focus on advancements in transportation, automotive, and renewable energy.
(0:05:55) - Scale Strategies for Growing Businesses
Visualising revenue spread and client spend, balancing loyalty and growth, and reaching initial milestones in engineering and manufacturing businesses.
(0:15:03) - Scaling Success Through Pipeline Management
Comfortable lifestyle can hinder growth in small businesses, but fear of losing it can drive change.
(0:24:50) - Revolutionising Engineering Sales Techniques
Engineers with technical expertise and successful project histories face unique challenges when thrust into sales roles, but can leverage their problem-solving abilities to excel.
Connect with Mark
LinkedIn: https://www.linkedin.com/in/markrathore/
Watch Mark’s Bell Curve Video: https://www.paage.io/c3vulll
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/Mu2DzZWkCHE
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Missing episodes?
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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 salespeople and understand why engineers, despite their deep technical knowledge, often find sales challenging..
We also explore the uncomfortable but essential process of sales training and personal development.
Mark introduces the concept of "absorption latency," illustrating how new skills need time to take root, especially for methodical thinkers like engineers and architects.
Through analogies like switching the hand you wear your watch on, Mark addresses the need for persistence through discomfort to achieve meaningful growth.
We also celebrate the increasing presence of women in sales roles, adding a rich layer of diversity and strength to the industry.
Finally, we look into the psychological hurdles and limiting beliefs that engineers often face when transitioning to sales.
Mark shares his experiences and strategies on overcoming these barriers, highlighting the importance of practice and repetition.
This episode is packed with valuable insights for anyone looking to bridge the gap between technical expertise and sales success.
--------- EPISODE CHAPTERS WITH KEY POINTS ---------
(0:00:00) - Engineering Sales Brain Circuitry Theory
Engineers struggle with sales due to differences in brain circuitry, explored through anecdotes and theories by a chemical engineer.
(0:13:49) - Navigating Sales Training and Absorption Latency
Embracing the unknown in sales training and personal development, absorption latency, diversity of women in the industry.
(0:17:06) - Overcoming Engineering Mindset in Sales
Highly competent professionals face challenges transitioning to sales, including ego barriers and limiting beliefs, requiring practice and coaching for growth.
(0:23:03) - Navigating Mental Absorption in Sales
Effective training, absorption latency, counterintuitive approach, self-awareness in thinking processes, sales and business development roles.
(0:27:04) - Engineering Mindset in Sales Resistance
Technical professionals struggle in sales roles due to lack of expertise, leading to internal conflict and misinterpretations of conversion rates.
(0:32:35) - Understanding Conversion Rates in Sales
Nature's conversion rates are often overestimated, highlighting the importance of accurate data and thorough sales planning and strategy.
Connect with Mark
LinkedIn: https://www.linkedin.com/in/markrathore/
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/mDo-8xhnTvI
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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 the pitfalls of jumping into leadership unprepared.
We explore strategies for creating cohesive sales plans that align with both financial goals and customer needs.
Plus, Richard introduces the concept of servant leadership, showing how empathy and strategic thinking can drive exceptional team performance.
We also address the critical process of diagnosing issues quickly and empowering team members to excel.
Richard provides compelling real-life examples, such as a dramatic turnaround in Singapore, to illustrate these principles.
Don’t miss our discussion on the essential components of first-time leadership training that can set up new managers for success.
Make sure to connect with Richard on LinkedIn for more of his expert insights, and subscribe to the Sales Today podcast to stay ahead in your sales career.
--------- EPISODE CHAPTERS WITH KEY POINTS ---------
(0:00:00) - Leadership Learning in Sales
Leadership is a learned skill, often overlooked in sales, highlighted by author Richard Cogswell's book on structured training for first-time managers.
(0:13:51) - Effective Leadership in Sales Team
Transitioning into leadership roles without training, lack of go-to-market plans, servant leadership, and supporting newly promoted leaders.
(0:23:43) - Developing First-Time Sales Leaders
Servant leadership, flexibility, empathy, diagnosing issues, aligning values, positive work environment, management training for first-time leaders.
Follow Richard
LinkedIn:
Website:
Get Richard’s Book:
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
Watch this episode on YouTube
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What if your personal brand could speak volumes even when you're not around?
Join me as I welcome Neil Bhuiyan, the visionary founder of Happy Selling, to reveal the secrets of building an impactful personal brand in the digital age.
Neil shares his expert insights on the pivotal role of Sales Development Representatives (SDRs), breaking down their responsibilities in both inbound and outbound capacities and highlighting their critical importance in driving a successful sales pipeline.
We also tackle the tricky terrain of maintaining authenticity while crafting content on platforms like LinkedIn.
From the mental health impacts of seeking social media validation to the power of sharing genuine personal stories, we explore how salespeople can humanise their brand without losing sight of customer needs.
Neil's "happy selling" philosophy offers a refreshing take on making sales fun and engaging, providing practical strategies and varied content ideas to keep your social media posts fresh and captivating.
Tune in to elevate your personal brand and sales approach.
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(0:00:00) - Personal Branding for Salespeople
(0:10:38) - Balancing Personal Branding With Authenticity
(0:21:29) - Strategies for Engaging Sales Content
Follow Neil
LinkedIn: https://www.linkedin.com/in/neilbhuiyan/
Website: https://www.happyselling.io/
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/STruzxUfOac
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How can AI revolutionise your sales strategy and give you a competitive edge?
Join me as I interview The Brindis Bots, a team of AI assistants engineered to transform the collaborative selling process.
Yes... I am talking to AIs!
Discover the Ideal Client Profiler, who excels at pinpointing and analysing client pain points and desired outcomes.
Then, hear from the Value Prop Builder, who offers invaluable insights on crafting compelling value propositions that set your business apart.
Message Master brings it all together by creating engaging social media posts and professional emails, tailored to various audiences and platforms.
I also highlight the importance of aligning with key stakeholders through the expertise of Account Planner, and learn how Value Tester can refine the proposition.
But that's not all, the episode continues with the Presentation Creator, Storyteller, and Review Builder, who are dedicated to enhancing your sales approach through impactful communication.
Presentation Creator shares pro tips for designing effective presentations that hook your audience and keep them engaged.
Storyteller teaches us how to weave ideas into captivating narratives using proven storytelling frameworks.
Finally, Review Builder ensures your reviews are balanced, insightful, and value-driven, providing clear recommendations for your clients.
Tune in to learn how these AI assistants can revolutionise your sales process, adding real value and fostering meaningful customer interactions.
This is a different episode to normal when our guests are human. Lets us know what you think.
Access the Brindis Bots here (no sign up required)
https://www.collaborativeselling.co.uk/brindis-bots
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/jyy_xG4L3yA
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What if you could turn a sales slump into an opportunity for growth?
Join me as I welcome Helen Tebay, the ‘Sales Lady’ herself, to share the secrets behind overcoming sales slowdowns.
Tune in as we dive straight into the heart of why sales may stall, highlighting the need to review past activities and understand how recent actions impact current outcomes.
By focusing on the separation of business challenges from personal worth, we explore how adopting problem-solving questions can transform panic into productivity.
Sales can often feel like an emotional rollercoaster, but it doesn't have to be that way.
Helen shares how to navigate these highs and lows by allowing yourself to experience emotions without self-judgment.
We discuss the concrete steps to regain control, such as leveraging LinkedIn, attending networking events, and revisiting what worked during peak business periods.
This episode is packed with practical advice on reconnecting with your network and understanding their current struggles to drive sustained business growth.
Mindset and intentional actions play a critical role in achieving sales success. Helen talks about the importance of having a long-term vision that withstands short-term setbacks and caring deeply about client results.
We also address common pitfalls like inaction and the false sense of accomplishment from merely deciding to act.
By maintaining resilience, seeking feedback, and focusing on value creation, you can better serve your clients and enhance your sales strategies.
Tune in for practical advice and hard-earned tips to enhance your sales strategies and maintain a positive outlook.
--------- EPISODE CHAPTERS WITH KEY POINTS ---------
((0:00:00) - Navigating Sales Slumps With Action
Sales slump and anxiety in micro service-based businesses, recognising causes and shifting mindset to overcome challenges.
(0:06:49) - Overcoming Sales Slumps Through Action
Business owners can overcome slumps by allowing emotions, problem-solving, and revisiting successful practices.
(0:13:18) - Engaging Customers in Sales Slumps
Nature's importance in staying aligned with customer needs, reconnecting with potential customers, and overcoming sales slumps.
(0:23:33) - Taking Action in Sales Slumps
Mindset is crucial for business success, with a focus on intentional actions, long-term vision, client results, and resilience.
(0:30:59) - Lessons Learned in Sales Growth
Tips for sales success, drawn from personal experiences and client work
Follow Helen
LinkedIn: https://www.linkedin.com/in/helen-tebay-586947127/
Website: www.saleslady.co.uk
Free Sales Evaluation Toolkit: https://mailchi.mp/d19fdb50a858/free-sales-evaluation-tool
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/4mp8v3gPPaE
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What if practicing negotiation skills could lead to significant financial gains and professional growth?
Join me as I explore this and more with Philip Brown, founder of the Negotiation Club, who brings his unique perspective from the world of sports and coaching.
Philip breaks down the essential elements of effective negotiation practice, emphasising the crucial roles of the negotiator, the practice partner, and the observer.
We discuss the often-overlooked gap between theoretical knowledge and actual application, shedding light on how consistent, deliberate practice can bridge this divide.
Imagine a sports team that never practices on the field—how would they perform during a game? This analogy perfectly captures the importance of moving beyond preparation to active participation in negotiations.
We also discuss the intricacies of negotiation, focusing on the dynamic interplay of communication, questioning, listening, and making proposals.
Resistance to basic practice is a common barrier but we highlight how fostering a practice-oriented culture can be transformative.
From entering negotiation competitions to using unconventional discount percentages, we share practical methods to improve negotiation skills and achieve substantial financial benefits.
Whether you're an experienced negotiator or a newcomer, this episode offers invaluable insights into mastering negotiation through continuous, focused practice.
Tune in to discover how small adjustments and a commitment to practice can lead to long-term success in any professional setting.
--------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------
(0:00:00) - The Importance of Practicing Negotiation Skills
Practice is crucial in mastering negotiation skills, with three key players: negotiator, partner, and observer.
(0:13:34) - Mastering Negotiation Through Practice
Practice and active engagement are crucial in successful negotiation, as preparation alone is not enough.
(0:19:49) - The Power of Negotiation Practice
Consistent practice is crucial for mastering skills, from education to training, and fostering a practice-oriented culture for long-term success.
(0:27:30) - Improving Negotiation Skills Through Practice
Improving negotiation skills through practice, unconventional discounts, and mastering fundamental techniques can lead to financial benefits.
Follow Philip
LinkedIn: linkedin.com/in/the-negotiation-club
Website: https://www.thenegotiationclubs.com/
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/P1AkTGeGKfI
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Have you ever wondered how personal branding can skyrocket your sales?
Learn from Sophie Milliken MBE, the brilliant mind and founder behind Moja, who shares her extraordinary journey from top salesperson to personal branding expert.
Sophie reveals how intentionality and planning are key to enhancing your profile and overcoming common barriers like time constraints and imposter syndrome.
Discover why becoming more visible in your industry can simplify your sales efforts and open up a world of opportunities.
Authenticity and visibility are more than just buzzwords—they're essential elements of a powerful personal brand.
We discuss the hesitation many feel about sharing content on LinkedIn and how the unseen interactions can make a significant impact.
Sophie and I break down real-life success stories, demonstrating how consistently addressing customer problems can transform you into a trusted expert.
Plus, learn the art of shining the spotlight on others, which can make your brand more relatable and genuine.
Take a look at Sophie’s new book, "From Unknown to Unforgettable: How to Build a Personal Brand that Goes Beyond the Bio," which complements this episode with actionable strategies.
Join us for an episode filled with invaluable tips, light-hearted moments, and a wealth of knowledge that promises to elevate your sales profile and visibility.
--------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------
(0:00:00) - Raising Sales Profile for Success
Boost sales by intentionally enhancing your profile in the industry, addressing barriers like time constraints and imposter syndrome.
(0:06:26) - Building Visibility and Personal Brand
- Authenticity and visibility are important in building a genuine personal brand, illustrated by a LinkedIn success story.
(0:11:32) - Elevating Personal Brand and Visibility
Understanding customer struggles and sharing relevant insights can ease sales and build trust for successful business relationships.
(0:20:04) - Maximising Content Impact for Visibility
Leverage daily interactions to create valuable content, repurpose core pieces, stay focused on core message, and make content relatable.
Follow Sophie
LinkedIn: https://www.linkedin.com/in/sophie-milliken/
Website: https://www.sophiemilliken.co.uk/
Take the Moja Quiz: https://profile-scorecard.thisismoja.com/profilescorecard
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/cajMzwZFvcs
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What if simplifying your sales process could boost your success?
Join me as I welcome Will Barron, founder of Salesman.com to share his expert insights.
Will discusses the often-overcomplicated world of sales to reveal that the primary goal of any call outreach should be simply to book meetings.
By treating sales as a logical sequence of steps that align with the buyer's journey, both sellers and buyers can benefit from a streamlined decision-making process.
We explore the intricacies of the B2B sales process, emphasising the importance of stripping away unnecessary noise and focusing on the core needs of your clients.
Will shares his perspectives on removing opinions from the equation and setting clear constraints, allowing for more effective and straightforward communication.
We reveal the secrets behind effective sales strategies and the value of a well-researched value proposition.
Will explains how to transition from a product-centric mindset to truly understanding what your product offers to your customers.
We also discuss the significance of learning from top performers, reverse engineering their success, and the pivotal role of securing meetings through cold outreach.
This episode promises to transform your approach to sales, making it both more efficient and effective.
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(0:00:00) - Simplifying Sales Process and Mindset
Sales processes should focus on booking meetings and aligning with the buyer's journey, avoiding unnecessary steps or product pushing.
(0:05:50) - Simplifying the B2B Buyer's Journey
How the sales process is simplified by aligning with clients, setting clear constraints, and maintaining straightforward communication.
(0:19:11) - Effective Sales Strategies and Mindset
Cold outreach aims to secure meetings, act like a doctor to understand buyer's problems, follow a step-by-step sales process, target right opportunities, and sell valuable products.
(0:24:27) - Reverse Engineering Sales Success
Learning from top performers in sales involves understanding customer needs, prioritising meetings, and bridging the gap between current and desired states.
Follow Will
LinkedIn: https://www.linkedin.com/in/willbarron/
Website: https://salesman.com/
Follow me:
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/7DCSnRliFmQ
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What if creating a more ethical and transparent supply chain was as simple as following a five-step process?
In today’s episode I sit down with Aaron Lee, founder of Alchem Trading to discover his innovative CLEAN framework for chemical distribution.
From sourcing bulk chemicals for water treatment to those used in cosmetics, Aaron discusses the complexities of global supply chains.
Understand the pivotal role of reliability, regulatory adherence, and the ethical considerations of responsible consumption within the chemical industry.
Aaron shares how smaller companies can carve out a niche by focusing on specialised chemistries often overlooked by larger players.
Discover why positioning yourself as a problem-solver and maintaining visibility can make you indispensable to your clients.
This is more than just selling a product; it's about building relationships and being the go-to expert when challenges arise.
Tune in to learn how to make your mark in the ethical, transparent, and highly competitive world of chemical distribution
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(0:00:00) - Ethical and Transparent Chemical Distribution (12 Minutes)
This chapter explores the five fundamental steps of the clean framework for chemical distribution. We discuss the importance of clarifying customer needs, ranging from finding alternative sources to ensuring market competitiveness.
(0:12:28) - Creating a Clean Chemical Framework (7 Minutes)
Aaron shares the creation of the CLEAN framework for chemical distribution, designed to build reliable, ethical, and sustainable supply chains. Frustrated with the complexity often added by distributors, he developed this five-step process. ‘Clarify Locate, Evaluate, Agree, Nurture’
This structured approach ensures efficiency and ethical practices in chemical distribution.
(0:19:57) - Sales Strategies in Chemical Distribution (12 Minutes)
We explore how niche markets and specialised chemistries can be more accessible to smaller companies, as larger distributors may overlook them due to their size. The conversation highlights the significance of providing reliable service, transparency, and leveraging a global network, rather than merely selling a product.
Additionally, we discuss how positioning oneself as a problem-solver and offering valuable insights can attract clients, even if they don't initially need your services.
The importance of relationship-building, being present at the right time, and maintaining visibility so clients think of you when issues arise.
Follow Aaron
LinkedIn: https://www.linkedin.com/in/aaron-lee-73823074/
Website: https://www.alchemtrading.com/
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/EU52m4knyzA
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Want to know the secrets to building an unstoppable dream team and revolutionise your sales approach?
In this final episode of 'SquiggleThink' with Paul Fernandez, we uncover the ideal structure of a sales team, inspired by the precision and effectiveness of special forces units.
Discover the four specialist roles crucial for mastering "SquiggleThink," the complex, non-linear buying journey.
Whether you're looking to generate demand, qualify leads, or conduct impactful sales meetings, you’ll learn how to adapt these roles to fit any industry or business structure.
Say goodbye to the traditional handoff model and hello to a seamless, personalised customer journey.
We delve into the advantages of having a single point of contact throughout the entire sales process, enhancing customer satisfaction and retention.
Learn how overlapping roles, such as account managers and customer success managers, can ensure continuous engagement post-purchase.
Get practical tips on how to support your salespeople in their marketing efforts, creating a cohesive and satisfying customer experience that keeps clients coming back.
We break down the critical synergy between sales and marketing, offering strategies to amplify your company’s message effectively.
Understand the dynamics between different sales roles and the sales cycle, and recognise the pivotal role of founders and executives in generating demand and setting foundational strategies.
Tune in to find out how to build your own dream team and elevate your sales approach in today’s dynamic market.
--------- EPISODE CHAPTERS ---------
(0:00:00) - Building the Dream Team
Building a dream team involves demand generation, lead qualification, and sales, inspired by special forces structure.
(0:14:09) - Continuous Sales Process and Customer Happiness
Maintaining a seamless customer journey through integrated and personalised sales and customer success, with continuous engagement and support.
(0:19:13) - Synergy Between Sales and Marketing
Sales dynamics, roles, and strategies vary by industry, with collaboration between sales and marketing teams being crucial for success.
Watch this episode on YouTube
https://youtu.be/ze-OUWvnOTk
Follow Paul
LinkedIn:
Website:
Leadcrafters Scorecard:
Follow Fred
Linktree:
Websites:
Collaborative Selling Scorecard:
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Have you ever questioned why your sales and marketing efforts aren't quite hitting the mark?
In this episode with Paul Fernandez, we uncover the transformative power of "Squiggle Think," a concept that navigates the chaotic customer buying journey and aligns sales and marketing for maximum impact.
With the strategic use of technology like ScoreApp, we reveal how to gain invaluable insights into your prospects and personalise your marketing strategies to perfection.
We dive into the world of interactive technology and its incredible potential to enhance your sales processes.
Learn how comprehensive software packages can create engaging, gamified scorecards that not only streamline operations but also significantly boost conversion rates.
By understanding customer behaviours and leveraging performance marketing, email campaigns, and content marketing, we discuss a four-step process that helps users self-diagnose their problems and discover the perfect solutions.
We also explore foundational sales strategies that are essential for success.
From understanding your Ideal Customer Profile (ICP) to using benchmarking tools for customer success, we cover it all.
We also discuss the importance of value graphics and customer archetypes to improve messaging and training effectiveness.
Whether you’re an experienced sales professional or just starting out, this episode is packed with actionable insights and practical tips to help you use technology strategically and achieve outstanding results.
--------- EPISODE CHAPTERS ---------
(0:00:00) - Using Technology for Modern Sales Strategies
Align sales and marketing efforts, use technology strategically, and gain insights with ScoreApp for personalised marketing in the messy buying journey.
(0:09:22) - Enhancing Sales With Interactive Technology
Streamline processes with comprehensive software for interactive scorecards, strategic promotion, self-diagnosis, and lead segmentation.
(0:13:40) - Utilising Tech for Sales Success
ICP, tech tools, segmentation, benchmarking, video, customer journey, engagement, conversion rates, supportive tool, not leading with it.
(0:24:02) - Value Graphics and Customer Archetypes
Craft effective scorecards with non-intrusive yet substantial questions, understand client behaviours and timelines, align with value archetypes for effective training and communication.
(0:28:12) - Marketing Strategies for Intent-Based Sales
Understanding purchasing behaviours of younger generations, four buyer types, value graphics, personalised messaging, "be found" and "go find" platforms, and buying data in performance marketing.
(0:41:40) - Sales Meeting Success Strategies
Challenges in sales meetings, moving beyond crutches, lead generation, effective techniques, and personalised support available.
Watch this episode on YouTube
https://youtu.be/8sL4vqK_p8c
Follow Paul
LinkedIn:
Website:
Leadcrafters Scorecard:
Follow Fred
Linktree:
Websites:
Collaborative Selling Scorecard:
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Join us on this weeks episode of the SquiggleThink mini series with Paul Fernandez as we unpack the complexities and strategies behind effective communication messaging in sales and marketing.
Our discussion begins with the critical need for alignment between sales and marketing efforts. Drawing on insights from the travel sector and the emerging role of Chief Revenue Officers, we highlight how integrated teams can better coordinate their go-to-market strategies, enhancing messaging and ultimately driving revenue.
We explore the foundational elements of crafting a resonant message, focusing on understanding your identity, target audience, and the goals you aim to achieve.
We discuss the nuances of effective communication strategies for brands, emphasising the balance between credibility and customer-focused messaging along with the pitfalls of appearing self-centered and the necessity of addressing client pain points and outcomes.
Tailoring communication to the buyer's journey, from building awareness to maintaining relationships, is key. This conversation highlights the importance of creating a two-way dialogue and the varying communication strategies required at different stages of the buyer's journey, steering clear of overused terminologies while acknowledging their underlying concepts.
We challenge the traditional sales funnel, presenting the "squiggle" as a more accurate representation of today's hyper-personalised buyer journeys.
We also highlight the importance of feedback loops between sales and marketing to ensure messaging resonates and leads to conversions.
Additionally, we address the challenges and benefits of video marketing, advocating for salespeople to take the lead in creating video content.
Make sure to tune in and don’t miss this insightful episode
--------- EPISODE CHAPTERS ---------
(0:00:00) - Developing Effective Communication Messaging
Align sales and marketing efforts for effective messaging, understand target audience and goals, create resonant and engaging message.
(0:12:53) - Effective Communication Messaging Strategies
Nature's communication strategies balance credibility, customer focus, and buyer's journey, creating a two-way conversation and avoiding overused terminology.
(0:16:58) - Navigating Individual Buyer Journeys
Nature's "squiggle" challenges the sales funnel, emphasising personalised communication and feedback loops between sales and marketing.
(0:29:40) - Salespeople Creating Marketing Content
Watch this episode on YouTube
https://youtu.be/aYjOznYAldI
Follow Paul
LinkedIn:
Website:
Leadcrafters Scorecard:
Follow Fred
Linktree:
Websites:
Collaborative Selling Scorecard:
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What if your business partnerships could unlock new markets and elevate your marketing efforts?
On this episode of the SquiggleThink mini series we discuss the true essence of strategic partnerships for business growth.
Paul Fernandez, Co-Founder of The Growth Guys, shares his company’s transformative journey, moving from traditional direct response marketing to a partnership-focused strategy that achieved remarkable success.
Discover how setting strategic goals, identifying partners with the right audience, and crafting bespoke packages can create win-win scenarios that drive growth and open doors to new opportunities.
We also discuss the concept of Partnering Intelligence (PQ), a groundbreaking idea rooted in research. PQ emphasises the necessity of people skills in forming effective business alliances and underscores a collaborative approach in sales.
We discuss how adopting a partnership mindset can amplify sales effectiveness, particularly in B2B contexts where solving customer problems often requires a joint effort.
The Trust Equation comes into play here, highlighting the importance of credibility, reliability, and intimacy, above self-orientation in building strong client relationships.
Finally, we explore the essential elements of sales success, including the surprising role of humour in building connections and the importance of transparency and interdependence.
We stress the significance of a win-win focus for sustainability, and how embracing change can guide salespeople through uncertain times.
Plus, we touch on the critical synergy between sales and marketing teams in preparing for partnership discussions and crafting effective communication strategies.
Don’t miss a preview on our next topic on the art of crafting impactful communications!
--------- EPISODE CHAPTERS ---------
(0:00:00) - Strategic Partnerships for Business Growth
Nature's partnerships require understanding, strategic goals, and bespoke packages to access new markets and enhance marketing efforts.
(0:12:55) - Developing Trust and Collaborative Sales
Partnering Intelligence (PQ) and the Trust Equation are crucial in sales, emphasising collaboration and trust-building for effective partnerships.
(0:20:27) - Essential Elements of Sales Success
Humour in sales creates connection, win-win focus and transparency build trust, and embracing change is critical for success.
(0:34:05) - Partnerships and Communication Strategy
Sales and marketing teams must collaborate for successful partnership conversations, with effective collateral and communication strategies.
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Leadcrafters Scorecard:
Follow Fred
Linktree:
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Collaborative Selling Scorecard:
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Can AI truly revolutionise the sales industry, or is it just another buzzword?
In this second episode in the mini series of SquiggleThink, we tackle this compelling question with Paul Fernandez, co-founder of the Growth Guys.
Paul shares his expertise on the transformative role of AI in sales and marketing, highlighting how generative AI like ChatGPT is setting new standards for customer interactions and sales processes.
In a shift from traditional buying methods to a more dynamic, AI-driven approach, we discuss how these innovations are reshaping buyer behavior and the broader technological landscape of Web3.
But AI isn't here to replace us; it's here to assist us.
We explore the unique capabilities humans bring to sales ideation and how AI can enhance these skills.
With the introduction of the RAPID framework, we discuss how AI can simulate client interactions to uncover crucial insights into roles, goals, pressures, impacts, and desires.
This practical tool not only makes sales strategies more informed but also shows how AI can act as a powerful assistant, augmenting human capabilities rather than overshadowing them.
As we go deeper into the sales process, we discuss AI's role from preparation to proposal writing. Learn about LeadBay, a groundbreaking venture aimed at revolutionising business development for small businesses through hyper-personalised prospecting.
We also cover AI's impact on advertising and data-driven partnerships, underscoring the importance of leveraging technology and data for a competitive edge.
Tune in to understand how AI is not just a tool for efficiency but a game-changer in the world of sales and marketing, making adaptability the key to future success.
--------- EPISODE CHAPTERS ---------
(0:00:00) - The Future of AI in Sales
AI's evolving role in sales and marketing, its impact on buyer behavior, and its place in the Web3 landscape.
(0:11:10) - AI as a Sales Assistant Strategy
AI can assist, not replace, humans in sales and marketing by simulating interactions and uncovering insights for more effective strategies.
(0:17:54) - AI in Sales
AI integration in sales process, pressure in sales conversations, personalised communication, efficiency gains in proposal writing, LeadBay venture.
(0:31:08) - AI Impact on Sales and Marketing
AI is integrated in sales and marketing, with tools like ChatGPT and data-driven advertising on platforms like Meta and Google.
(0:39:25) - The Impact of Egos and Data
Ego, technology, and data intersect in modern society and business, with a focus on AI, data leverage, partnerships, and realistic goals.
Follow Paul
LinkedIn: https://www.linkedin.com/in/paul-a-fernandez/
Website: https://www.thegrowthguys.co.uk/
Leadcrafters Scorecard: https://scorecard.thegrowthguys.co.uk/leadcrafters
Follow Fred
Websites: https://www.linkedin.com/in/fredcopestake/
Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/qUoEyB-yPwU
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Welcome to this new and exciting mini series with Paul Fernandez, Co-founder of The Growth Guys.
Listen in as we unravel 'SquiggleThink'—the idea that purchasing decisions are anything but linear.
We discuss how sales and marketing teams must join forces like never before to guide customers from mere problem awareness to finding the perfect solution.
With a keen focus on the varied stages of buyer awareness and the unique types of buyers out there, we shed light on the complex influences behind their choices and the potential disconnect between traditional sales approaches and today's unpredictable consumer paths.
In our engaging discussion, Paul and I tackle the crucial alignment of sales and marketing strategies, where we highlight the need for collaborative efforts in stirring consumer consciousness.
We look into the perks of personal branding for sales teams, and how marketers can arm them with the right tools to connect authentically with customers.
Through the lens of real-world scenarios, we underscore the challenges of harmonising sales tactics with marketing insights and the critical nature of understanding the ideal client profile.
Don't miss our exploration of the evolving roles in sales and marketing, the essential partnership required for success, and the actionable strategies that can transform prospects into loyal customers.
--------- EPISODE CHAPTERS ---------
(0:00:51) - Understanding the Messy Buying Journey
This chapter introduces the concept of 'Squiggle Think,' a term used to describe the non-linear and often messy journey of the modern buyer in both B2C and B2B contexts. By examining the different stages of awareness and types of buyers – unconscious, subconscious, conscious, and hyper-conscious – we illuminate the diverse motivations and behaviours that can influence purchasing decisions..
(0:11:50) - Aligning Sales and Marketing Strategies
This chapter examines the synergy between sales and marketing teams, emphasising the importance of collaboration for awakening consumer consciousness and aligning messages to effectively address market challenges. We explore the benefits of sales teams developing personal brands and content marketing strategies, and how marketing can equip sales with the tools needed to resonate with customers. The conversation touches on potential obstacles, such as resistance from both sales and marketing to change traditional roles, and the importance of having a unified understanding of the ideal client profile to prevent misalignment.
(0:18:17) - Evolution of Sales and Marketing
We explore the evolving dynamics between sales and marketing in the context of professional standards, content creation, and the challenges faced by salespeople in the digital age. The discussion also touches on the need for a mindset shift among sales professionals as they adapt to nurturing prospects through various stages of engagement, from social media to in-person meetings.
Follow Paul
LinkedIn: https://www.linkedin.com/in/paul-a-fernandez/
Website: https://www.thegrowthguys.co.uk/
Follow Fred
Websites: https://www.linkedin.com/in/fredcopestake/
Watch this episode on YouTube
https://youtu.be/ydpZE-9ZOy8
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We are rejoined by Martin John, an experienced procurement trainer and negotiation expert, as he shares his deep insights into the art of ethical persuasion.
We discuss the fine line between guiding decisions and manipulation, highlighting the power of authority and knowledge in sales.
Martin, a founding member of the Cialdini Institute, explains how to ethically use Dr. Robert Cialdini's principles in sales, marketing, HR, and procurement.
Listen in as we discuss the importance of building genuine connections and credibility in professional settings.
Our conversation highlights the critical role of ethics in influence and persuasion, and the need for true expertise over superficial tactics.
We also cover the latest addition to Cialdini's principles, 'Unity,' and its impact on community building, as well as its potential for misuse.
We also turn to the practical application of ethical influence in B2B sales and networking.
Discover how emotional intelligence and trust-building can lead to sales success, and why business decisions are often driven by emotions rather than pure logic.
Whether you want to improve your sales approach or understand ethical persuasion better, this episode offers actionable strategies and thought-provoking discussions.
--------- EPISODE CHAPTERS ---------
(0:00:00) - Power of Ethical Influence in Sales
Ethical influence principles in sales, marketing, HR, and procurement, with emphasis on authority and a three-point test for ethical persuasion.
(0:11:42) - Ethical Influence Techniques and Unity
Nature's influence and persuasion in professional settings, ethical implications of feigning expertise, and the role of 'Unity' in persuasion.
(0:27:10) - Building Rapport in B2B Sales
Leveraging emotions, building trust, and using storytelling and personalisation can enhance B2B sales success.
Follow Martin
LinkedIn: https://www.linkedin.com/in/martin-john-0a53262/
Website: https://www.martinjohn-training.com/
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/ci4uU5CxOd0
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Have you ever thought how innovation can be the driving force behind your sales success?
This weeks guest Jeff Standridge from Innovation Junkie and Cadron Capital Partners, shares a number of strategies that can transform the way you approach the sales process.
From the importance of identifying the genuine problems and opportunities that lie at the heart of your customer's needs, to the fine art of collaborative selling, our conversation is a roadmap to revolutionising your sales techniques.
We discuss sales challenges, especially for startups, and provide actionable advice on creating products that not only solve problems but also captivate a market ready to invest in those solutions.
Trust is the currency of any sales conversation—a theme we hammer home as we discuss the importance of building genuine connections with clients.
By focusing on their best interests and understanding the perfect timing to make your pitch, a salesperson can transition from just another vendor to a trusted advisor in the eyes of their clients.
With Jeff's expert guidance, we uncover the critical moments in customer interactions that can make or break a deal, and how to navigate them with the utmost finesse.
This isn't about pushing products; it's about positioning yourself as an indispensable ally in your client's success story, ensuring that when it's time to close, you're not just selling – you're fulfilling a need.
Follow Jeff
LinkedIn: https://www.linkedin.com/in/jeffstandridge/
Website: https://jeffstandridge.com/
Website: https://innovationjunkie.com/
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/oO1H71tNUxg
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In this weeks episode Nico Ceballos Jones offers a refreshing perspective on storytelling, highlighting its power to connect and compel change in any setting, from the boardroom to the local pub.
We also tackle the potential pitfalls of storytelling becoming a cliché and recentre the conversation on its foundational importance in communication.
In our exploration of crafting core stories for business success, we discuss the various narrative types that serve as strategic tools in sales and branding.
From personal journey stories that establish credibility to tales of customer transformations, we look into how these stories act as assets, enhancing elements such as SEO and presentation skills.
We also turn our attention to the art of sales narratives and the transformative potential of service accelerators for B2B sales teams.
Nico highlights the importance of discipline in storytelling, separating problems and solutions to create a compelling 'one-two punch' that engages potential clients.
We also discuss the R-E-S-P-E-C-T framework, providing a lens to focus on the external factors impacting businesses, and discuss how understanding these can pivot a sales conversation towards strategic solutions.
Tune in for this essential guide to crafting stories that don't just resonate but also result in transformative business success.
Follow Nico
LinkedIn: https://www.linkedin.com/in/nico-ceballos-jones/
Website: https://storycaptain.co.uk/
Story Captain Scorecard: https://secretsuperpower.scoreapp.com/
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/d-l6-dI5AqY
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