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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.
-------- 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
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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
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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.
--------- 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
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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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