Episódios
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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 -
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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
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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
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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
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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
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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
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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
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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
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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.
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(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
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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
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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
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Join us on this episode with guest, Adam Wallace, author of '(Re)Value', as we uncover the hidden psychology of selling expertise across different industries.
Adam sheds light on the critical importance of identifying problems your clients might not even recognise they have, expanding your conversations and avoiding the common trap of rushing to solutions.
Learn how understanding where people spend their time and money can reveal their authentic motivations, providing a roadmap to more impactful sales strategies.
Ever wondered how focusing on just 75 customers could skyrocket your portfolio from 3 million to 20 million?
Adam breaks down the power of targeting micro niche markets and how laser-focused attention on a select customer group can create trust and compelling solutions.
We also discuss why transparency and honesty are not just ethical obligations but strategic necessities for optimising resources and delivering unparalleled value.
Discover how articulating the unique challenges of your niche can make your business irresistibly magnetic to potential customers.
We also tackle the complexities of modern sales, from the art of "tactical empathy" to mastering the crucial handoff from sales to delivery.
Adam reveals how to connect deeply with buyers by truly understanding their perspectives and ensuring that promises made during sales translate seamlessly into delivery.
And don't miss our exploration of untapped market value, focusing on the profitable yet often-neglected grumpy customers.
Learn practical strategies for uncovering hidden opportunities that can lead to better margins and more successful business outcomes.
-------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------
(0:00:00) - Understanding Customer Value in Sales
Psychology of selling, identifying problems, understanding value, human drive for better outcomes.
(0:13:23) - Niche Marketing and Sales Strategy
Targeting a micro niche market, understanding unique problems, and ethical selling can grow a portfolio from 3 to 20 million.
(0:18:25) - Sales Strategy and Customer Value Understanding
Understanding buyer relevance and tactical empathy in modern sales, emphasising handoff to delivery for consistent outcomes.
(0:28:16) - Unlocking Untapped Market Value in Sales
The dynamics of customer segmentation, valuing grumpy high-paying customers, and shifting focus for better business outcomes.
Connect with Adam
Website:
Buy Adam’s book – (Re)Value:
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube
https://youtu.be/qr0tJhPdfIQ
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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.
-------- EPISODE CHAPTERS ---------
(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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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
-
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.
--------- EPISODE CHAPTERS WITH KEY POINTS ---------
(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
-
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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