Episodit
-
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 and resonate with like-minded clients, and why larger companies might shy away from stepping outside their comfort zone.
Discussing the challenges of AI-generated content, we highlight the critical balance between efficiency and maintaining a unique personal voice.
While AI offers speed, it risks flattening the creativity and authenticity that make content truly stand out.
As we address the ethical dimensions of outsourcing creativity to AI, we raise concerns about automation bias and the erosion of emotional intelligence in leadership.
What happens to our innate ability to strategise and connect on a human level when we lean too heavily on technology?
This conversation underscores the importance of maintaining emotional awareness in an increasingly automated world.
--------- EPISODE CHAPTERS WITH KEY POINTS ---------
(0:00:00) - Building Your Personal Brand Through Uniqueness
Establish a unique personal brand in social media and sales, with a memorable and quirky identity, to attract like-minded clients.
(0:11:18) - Quality Over Quantity in Content Creation
AI-generated content poses challenges in maintaining unique tone and voice, diminishing critical thinking skills and drowning out quality work.
(0:26:09) - The Ethical Impact of AI
The complexity and potential pitfalls of outsourcing thinking and creativity to AI, automation bias, manipulative chatbots, and the importance of emotional intelligence in leadership.
(0:36:29) - Personal Branding and Content Creation
Personal branding is crucial for business success, achieved through consistent content production and authentic social media engagement.
Follow Zsike
LinkedIn: https://www.linkedin.com/in/zsike-peter/
Website: https://www.vampiredigital.biz/
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/l4rKbZib-PE
-
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.
Discover how Nia found her voice in a male-dominated field, turning timid beginnings into a confident presence on platforms like LinkedIn.
Her story shines a spotlight on the importance of consistency in social selling and the magic that happens when you blend personal insights with professional branding.
Through the art of storytelling, Nia shares her secrets to crafting content that doesn't just inform but also connects deeply with audiences.
We delve into the delicate dance between authenticity and relatability, emphasising how personal stories trump AI in creating content that resonates.
Join us as we explore strategies for overcoming fears in content creation, the pivotal role of mentorship, and the surprising joy found in collaboration.
This episode is a vibrant testament to the power of embracing the creative process and using personal narratives to bridge the gap between seller and customer, ultimately inspiring growth and new opportunities.
--------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------
(0:00:00) - Success in Sales
Embracing social media for personal and professional branding, overcoming imposter syndrome, and the value of consistency and collaboration in sales.
(0:12:50) - Content Creation and Storytelling in Sales
Confidence and practice are crucial for improving skills in sales and content creation, while sharing personal opinions and stories can connect with audiences and differentiate from AI-generated content.
(0:21:11) - Creating Content With Confidence and Joy
How storytelling connects with audiences, overcoming hurdles in content creation, finding joy in collaboration, and embracing authenticity.
Follow Nia
LinkedIn: https://www.linkedin.com/in/nia-woodhouse-02257a168/
Email: [email protected]
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/4c5euGc6i2w
-
Puuttuva jakso?
-
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 Selling"—the importance of learning and growth.
Top salespeople understand that success is a journey, not a destination, and to remain effective, they must embrace continuous learning.
We unpack the concept of a growth mindset, introduced by Dr. Carol Dweck, and discuss how embracing challenges, seeking feedback, and learning from experiences are crucial for staying ahead in today's fast-paced world.
Listen in as we highlight the power of reflection as a tool for personal and professional growth.
By revisiting past experiences—both successes and failures—we can identify what worked, what didn’t, and what we can do differently next time.
This reflective practice is straightforward yet powerful, enabling us to continually improve and thrive.
We contrast this with a fixed mindset, where abilities are seen as unchangeable, and setbacks are perceived as personal failings.
Embrace the growth mindset to rise above the rest and harness every challenge as an opportunity for improvement.
This episode is packed with insights to help you stay resilient, relevant, and on the path to success.
Links and Resources:
Get a copy of my Book: Ethical Selling on Amazon Collaborative Selling Scorecard: Take the Free Assessment Connect with Fred: LinkedIn Profile Watch this episode: Watch on YouTube -
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 partnerships.
I share how tapping into the power of flexibility and understanding customer goals can lead to better offers and repeated business.
Through enhanced listening and questioning techniques, learn how to identify tradable variables and establish clear walkaway points, all while maintaining a collaborative mindset.
Continuous growth is key in staying ahead of the competition and the need for ongoing learning to maintain that competitive edge.
Explore strategies that encourage ethical selling practices and keep sales professionals relevant in today's fast-paced market.
--------- EPISODE CHAPTERS ---------
(0:00:00) - Adaptive Negotiation for Win-Win Outcomes
Adaptive negotiation in ethical selling involves win-win outcomes, flexibility, preparation, and understanding customer needs.
(0:14:29) - Continuous Sales Growth Strategies
Continuous learning and ethical selling practices are crucial for top salespeople to stay competitive and relevant in the market.
Links and Resources:
Get a copy of my Book: Ethical Selling on Amazon Collaborative Selling Scorecard: Take the Free Assessment Connect with Fred: LinkedIn Profile Watch this episode: Watch on YouTube -
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 partners rather than mere vendors.
Discover how fostering relationships based on trust, understanding, and mutual success not only secures long-term achievements but also makes you an indispensable part of your client's journey.
We uncover the art of co-creating solutions that align with clients' long-term goals, enhancing your value as a sense-maker.
With insights drawn from over two decades of experience, this conversation is filled with practical advice on how to act like a partner and enhance your sales effectiveness.
Whether you're aiming for upsell opportunities or looking to solidify renewals, learn how collaboration can be your key to unlocking potential and creating lasting business success.
Step into the future of sales and see how thinking and acting like a partner can elevate your impact in the sales world.
Links and Resources:
Get a copy of my Book: Ethical Selling on Amazon Collaborative Selling Scorecard: Take the Free Assessment Connect with Fred: LinkedIn Profile Watch this episode: Watch on YouTube -
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 more enlightened approach that builds trust and empowers customers.
Think of us as guides on a hike, illuminating the way with clarity and confidence, leaving the ultimate choice to our customers.
In this discussion, I highlight the pivotal role of the ethical seller in crafting a secure and informed buying experience.
We'll explore the importance of giving customers the right information to make confident decisions, free from the pressures of manipulation.
The goal is to differentiate as a modern, professional salesperson by simplifying complexities and fostering long-term relationships built on trust.
Tune in to learn how to become a sense-maker in the sales process, guiding clients through options without making the choice for them, and ensuring that decisions are not just momentary but lasting and fulfilling.
.Links and Resources:
Get a copy of my Book: Ethical Selling on Amazon Collaborative Selling Scorecard: Take the Free Assessment Connect with Fred: LinkedIn Profile Watch this episode: Watch on YouTube -
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, rather than just another vendor.
Discover the power of understanding customer outcomes, communicating in their language, and using tools like ROI calculators to paint a vivid picture of your solution's impact.
Plus, hear the inspiring story of a sales team that ditched the product pitch and embraced customer outcomes, proving just how powerful this approach can be.
I also dive into the heart of ethical selling, revealing how to empower customers to make confident, pressure-free decisions.
It's not solely about closing the deal; it's about building trust and creating a supportive environment where customers feel assured in their choices.
.Links and Resources:
Get a copy of my Book: Ethical Selling on Amazon Collaborative Selling Scorecard: Take the Free Assessment Connect with Fred: LinkedIn Profile Watch this episode: Watch on YouTube -
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 transform business interactions.
Imagine a world where sales professionals prioritise trust over quick wins - where transparency and integrity guide every transaction, ultimately leading to stronger, lasting customer relationships.
I share the insightful trust equation from the esteemed book, The Trusted Advisor, authored by three Harvard Business professors. This equation sheds light on the mechanics of trust, emphasising credibility, reliability, and intimacy, while cautioning against self-orientation.
This episode is a call to action for sales professionals to focus on doing the right thing for customers, ensuring that ethical practices are at the heart of every successful sale
.Links and Resources:
Get a copy of my Book: Ethical Selling on Amazon Collaborative Selling Scorecard: Take the Free Assessment Connect with Fred: LinkedIn Profile Watch this episode: Watch on YouTube -
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 detectives of emotions, we can build trust and uncover the real drivers behind customer decisions, leading to more meaningful and effective sales conversations.
Tune in as we explore practical strategies for incorporating empathy into your communication, such as active listening and asking meaningful questions.
I share insights on the importance of truly focusing on what customers say - and what they don’t say—using the two-to-one communication ratio.
By leveraging not only your ears but also your eyes and feet to observe and understand customers' environments and perspectives, you can enhance your ability to engage with them empathetically.
Links and Resources:
Get a copy of my Book: Ethical Selling on Amazon Collaborative Selling Scorecard: Take the Free Assessment Connect with Fred: LinkedIn Profile Watch this episode: Watch on YouTube -
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 principles can revolutionise your approach to sales.
Our conversation unpacks the power of consistent, incremental progress and the parallels between personal growth and professional achievements in sales.
As sales roles continue to evolve, Jakob and I address the implications of specialised roles like sales development representatives and account executives.
We delve into the potential pitfalls of compartmentalisation and emphasise the strength found in mastering the full sales funnel independently.
Through personal anecdotes, we reflect on the narratives we create about our roles and remind early-stage salespeople about the risks of rushing promotions before they’re ready.
Our insights aim to cultivate self-awareness and prepare sales professionals for sustainable success.
Finally, we explore why loving the core activity of your profession can make all the difference.
We discuss how passion for the craft, not just the product, fuels long-term success and ethical practice.
By finding purpose in both the exciting and mundane aspects of sales, professionals can achieve greater happiness and integrity in their careers.
Listen in as we underscore the importance of alignment and integrity, offering a roadmap for lasting fulfilment in the sales field.
Connect with Us:
Guest:
Jakob Thusgaard - https://www.linkedin.com/in/thusgaard/
Website: https://yoursales.com/
Host: Fred Copestake - https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/1mkLqLCErCM
-
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 - 0:08:31):
Charli explains the detrimental practice of "pitch slapping," where users send unsolicited sales pitches immediately after connecting. The discussion highlights how this approach can harm genuine professional relationships and the importance of engaging authentically to stand out in the B2B landscape.
Strategic Engagement and Value Creation (0:08:31 - 0:20:32):
Explore the art of engagement on LinkedIn, with tips on building a community through thoughtful interaction with posts from industry leaders. Learn how to balance value-driven content with promotional messages to boost visibility and enhance professional reputation.
Evolving Outreach Strategies (0:20:32 - 0:25:59):
We reflect on the declining effectiveness of cold emails and discuss personalised outreach techniques on LinkedIn. Discover the potential of personalised video messages and the importance of creative persistence in capturing and maintaining attention.
Effective Engagement Without Solicitation (0:25:59 - 0:34:00):
Learn about the pitfalls of seeking engagement through direct messages and the significance of creating compelling content that naturally attracts interaction. Charli emphasises personalising content to resonate with specific audiences and the value of genuine interactions over artificial engagement.Key Takeaways:
Avoid "Pitch Slapping": Build relationships before attempting to sell, and focus on authentic engagement to create meaningful connections.
Engage Thoughtfully: Interact with others' content to boost visibility and foster a sense of community, rather than just gaining followers.
Personalise Outreach: Utilize personalized approaches like video messages to stand out in a crowded digital landscape.
Value-Driven Content: Balance informative content with promotional posts to effectively communicate your services while providing value.About Our Guest:
Charli Hunt is the founder of Lime One, a LinkedIn tool designed to help professionals transition connections from LinkedIn into actionable sales opportunities.
With a focus on authentic engagement, Charli provides training and insights to enhance LinkedIn strategies.
Connect with Us:
Guest:
Charli Hunt - https://www.linkedin.com/in/charli-hunt/
Website: https://thelime.one/
Host: Fred Copestake - https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/JfSHhHcjt48
-
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 enduring significance of emotional intelligence in sales success, stressing that while product knowledge is essential, the ability to connect personally with clients is the key differentiator in today's marketplace.
We also tackle the intriguing topic of AI in sales, highlighting its limitations in building trust and fostering genuine relationships.
We dive into the transition from feature-based to solution-based selling, illustrating how truly understanding clients' emotional and behavioural needs can be a game-changer.
Sharing personal experiences, we discuss practical tools like NLP and improv that can enhance communication skills, pushing sales professionals to continually learn and adapt to maintain their edge in this competitive field.
Our conversation takes a thoughtful turn as we examine the concept of equal business stature in client interactions.
We emphasise the importance of creating partnerships where both parties appreciate each other's time and expertise, encouraging salespeople to shift their mindset from subservient to collaborative.
Loved this episode? Take a moment to rate and review the podcast. Don't forget to check out the Collaborative Selling Scorecard (link below) to see how your sales approach measures up in today's ever-changing environment!
-------- EPISODE CHAPTERS ---------
(00:00) - The Evolution of Sales Strategies
(15:09) - Building Emotional Connections in Sales
(30:53) - Establishing Equal Business Stature in Sales
Connect with Steve - https://www.linkedin.com/in/stevemyers0/
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/iwclMvo_i3Q
-
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 "too soft," and provide actionable insights into implementing it in your sales practice.
Along the way, discover the ethical model and how its principles can elevate your sales game to create a win-win-win scenario.
I also introduce the Institute of Ethical Selling, a new initiative to certify and support ethical sales professionals worldwide.
What You’ll Learn in This Episode:
Why ethical selling is becoming essential for success. How the ethical model works alongside existing sales methodologies. Practical strategies for empathetic communication, transparency, and building trust. Insights into the Institute of Ethical Selling and how it supports sales professionals. My personal journey in sales and how it shaped my passion for ethical practices.Links and Resources:
Buy my Book: Ethical Selling on Amazon Collaborative Selling Scorecard: Take the Free Assessment Connect with Fred: LinkedIn Profile Watch this episode: Watch on YouTube -
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 prospects' specific needs and challenges, thereby encouraging them to choose your services.
Sam also shares insights from his expertise in B2B SEO and website strategy, offering tips on how to capture your target audience's attention and improve your organic search rankings.
Turn in as we discuss the evolution of sales techniques and reflect on the shift from aggressive, commission-driven methods to a more customer-focused, ethical approach.
Drawing from personal experiences in high-pressure sales environments, we address the importance of aligning services with client needs and nurturing long-term relationships.
This episode highlights the critical shift from pushy tactics to understanding and prioritising clients' best interests, which not only safeguards your reputation but also paves the way for sustainable success.
Learn how to leverage existing company content and create personalised content to stand out in the crowded market.
We also discuss the role of transparency in building trust, from being upfront in discovery calls to offering constructive feedback.
With practical insights and real-world examples, this episode is a must-listen for anyone seeking to refine their B2B marketing and sales approach while maintaining an ethical and impactful presence in the industry.
-------- EPISODE CHAPTERS ---------
00:00) - Modern Approach to Ethical Selling
(04:24) - Evolution of Ethical Sales Approach
(16:59) - Effective Sales Strategy and Ethical Approach
(26:46) - Personal Branding and Transparency in Sales
(31:09) - Transparency in Sales Process
Connect with Sam
LinkedIn: https://www.linkedin.com/in/samdunning/
Website: https://www.breakingb2b.com/
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/TueaS3bz_Ao
-
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 methodology that fosters genuine connections.
By harnessing emotional intelligence, you can elevate your sales game, ensuring your interactions are transparent and collaborative, ultimately leading to win-win outcomes for you and your clients.
Navigate the intricate world of high-stakes sales with frameworks like PIRATE and RAPID, blending technology and a personal touch to maintain authenticity.
The book highlights the significance of aligning your sales career with personal values. Dive deeper into ethical selling principles, and learn how small, intentional changes can boost your effectiveness and fulfillment.
In a nod to the future this episode is brought to you using the power of modern technology as AI Assistants take control of analysing the content and recording their ‘conversation’.
Despite advances in technology the human side of selling remains of utmost importance. Enjoy the two combining!
(Episode produced using Google NotebookLM)
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/UedHCwYpozw
-
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 quality alone isn't enough for sales success.
Emphasising that sales can be an act of service, Martin encourages entrepreneurs to embrace their integrity and transform their approach to selling.
We address how focusing on serving others can overcome the challenges of traditional sales mindsets and result in fulfilling and profitable outcomes.
We also explore the refreshing concept of collaborative and ethical selling, highlighting the "same-side selling" approach where buyers and sellers act as partners rather than opponents.
Martin explains how fostering authentic interactions energises buyers, allowing them to naturally gain confidence in their decisions.
By embracing a non-linear sales framework centered on listening and understanding the buyer's journey, we redefine the traditional focus on closing deals.
Instead, we highlight opening opportunities and facilitating personal growth for both buyer and seller, underscoring how serving others can lead to transformational sales experiences.
-------- EPISODE CHAPTERS ---------
(00:34) Modern Sales Techniques for Nice People
(05:18) Perceptions of Sales and Entitlement
(14:22) Same-Side Selling Dynamic in Sales
(18:27) Let Buyers Decide, Avoid Over-Enthusiasm
(23:49) Trust-Building Sales Conversations
(26:23) Understanding Buyer Transformation
(29:46) Building Trust Through Permission-Based Sales
Connect with Martin
LinkedIn: https://www.linkedin.com/in/martinstellar/
Website: https://martinstellar.com/
Website: https://salesflowcoach.app/
Get Martin’s Book: https://martinstellar.com/book/
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/GJYWMnHzekQ
-
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 both sales outcomes and workplace happiness, crafting a win-win-win scenario for customers, companies, and salespeople alike.
I also address how ethical selling not only aligns with sales targets but enhances profitability through customer loyalty and referrals.
I share insights on building trust and understanding customer needs to lay a solid foundation for repeat business and lasting success.
Worried that ethical selling might dilute your assertiveness or persuasiveness?
Think again. We reveal how these skills can be harnessed to create meaningful conversations that truly benefit the customer.
Stand out in the "sea of sameness" with ethical selling as your powerful tool for achieving remarkable results and sustainable business growth.
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/jBlTmuk_wrw
-
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-win situation.
By aligning the interests of the customer, the company, and our own conscience, we can achieve a sustainable and balanced approach.
I address the significance of transparency and ethical sales practices, highlighting the role of mutual action plans in delivering promised outcomes for customers.
Understanding that value is subjective, I stress the need to comprehend customer needs and the potential of AI in enhancing sales strategies while respecting customer autonomy.
Key topics include ensuring buyer safety, qualifying customers, and fostering collaborative relationships with a partner mindset.
We also touch on the concept of partnering intelligence (PQ), highlighting elements such as trust, interdependence, and adaptability as vital components in building successful customer relationships.
-------- EPISODE CHAPTERS ---------
(0:00:02) - The Goldilocks Dilemma
Ethical selling offers a competitive advantage by aligning interests and values, with a focus on practical application and mutual benefits.
(0:11:59) - Value-Centric Sales and Customer Relationships
Transparency, ethical sales practices, mutual action plans, AI, buyer safety, qualifying customers, and fostering collaborative relationships.
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/ln6elIm3vWA
-
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 teams, can transcend simple cost management to become a cornerstone of business innovation and success.
Understanding the buying journey is no longer optional but essential for both sales and procurement professionals.
We look into the importance of early engagement in the sales process, emphasising how this alignment can lead to more effective decision-making and streamlined operations.
By balancing the art of being right with the necessity of being liked, procurement professionals can reshape their roles, gaining respect and influence within their organisations.
Through learning from salespeople, procurement can enhance its effectiveness, contributing to a more harmonious and productive business environment.
We also explore the nuanced relationship between transactional and strategic supplier partnerships and the vital role of personal connections and trust in developing strategic partnerships.
This episode offers a wealth of knowledge on modern sales techniques and how procurement can leverage these insights to create mutually beneficial relationships with sales teams.
-------- EPISODE CHAPTERS ---------
(0:00:00) - Collaboration in Procurement and Sales
Procurement's evolving role involves collaboration with sales to create value beyond cost management.
(0:13:54) - Building Relationships Between Sales and Procurement
Understanding the buying journey, aligning with procurement, changing perceptions, and collaborating effectively for smoother sales processes.
(0:22:25) - Strategic Partnerships in Procurement
Transactional vs. strategic supplier relationships, importance of personal connections, and creating value beyond cost considerations in procurement.
(0:31:09) - Understanding RFPS in Procurement and Sales
Nature's RFPs: Invitations, winning potential, buyer's stage, early involvement, due diligence, aligning with client's needs and procurement processes. websites, and fun and educational content.
Connect with Luke:
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/wu4IH5aLkac
-
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 deal closures.
They share their vision of a sales world driven by intent and collaboration, not coercion, and the ethical dilemmas that arise from company targets and shareholder pressures.
Have you ever considered the ethical implications of control in sales?
This episode addresses the importance of granting potential customers the freedom to say no and how this can foster trust and honesty in the sales process.
We break down the psychological factors at play, such as the brain's biases and need for equilibrium, and why respecting these elements is essential for ethical sales.
Learn about the concept of "mini contracts" that align with the customer's buying journey, ensuring they never feel pressured or manipulated, creating a more honest and collaborative sales environment.
Imagine if effective communication and emotional intelligence were taught in schools.
Zac introduces this revolutionary idea, inspired by Julian Treasure, advocating for communication and social skills training in education.
Jack highlights the often-overlooked skill of listening, highlighting the importance of being present and empathetic in every interaction.
Tune in for valuable resources and engaging content, and don't forget to subscribe and take the free collaborative selling scorecard to evaluate your sales approach in today's market!.
-------- EPISODE CHAPTERS WITH SHORT KEY POINTS --------
(0:00:00) - Ethical Sales
Ethical sales prioritise helping clients over closing deals, with a buyer-centric approach and consideration of company targets and shareholder pressures.
(0:11:35) - Control and Influence in Sales
Control in sales process, ethical implications, respecting psychological factors, regular checkpoints, ethical influence over manipulation, building trust and integrity.
(0:24:15) - Effective Communication and Emotional Intelligence
Communication and social skills, including listening and EQ, should be taught in schools and training programs.
(0:31:21) - Sales Consultancy and Connection Platforms
Nature's consultancy work with WHAM, engaging LinkedIn content, resources on websites, and fun and educational content.
Connect with Jack: www.linkedin.com/in/jack-frimston-5010177b/
Connect with Zac: www.linkedin.com/in/zac-thompson-33a9a39b/
Website: www.wehaveameeting.com
Website: www.asalesconsultancy.com
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/Pw39pCyizIw
- Näytä enemmän
