Sales Today Fred Copestake

What if your business partnerships could unlock new markets and elevate your marketing efforts?
 
On this episode of the SquiggleThink mini series we discuss the true essence of strategic partnerships for business growth.
 
Paul Fernandez, Co-Founder of The Growth Guys, shares his company’s transformative journey, moving from traditional direct response marketing to a partnership-focused strategy that achieved remarkable success. 
 
Discover how setting strategic goals, identifying partners with the right audience, and crafting bespoke packages can create win-win scenarios that drive growth and open doors to new opportunities.
 
We also discuss the concept of Partnering Intelligence (PQ), a groundbreaking idea rooted in research. PQ emphasises the necessity of people skills in forming effective business alliances and underscores a collaborative approach in sales.
 
We discuss how adopting a partnership mindset can amplify sales effectiveness, particularly in B2B contexts where solving customer problems often requires a joint effort.
 
The Trust Equation comes into play here, highlighting the importance of credibility, reliability, and intimacy, above self-orientation in building strong client relationships.
 
Finally, we explore the essential elements of sales success, including the surprising role of humour in building connections and the importance of transparency and interdependence.
 
We stress the significance of a win-win focus for sustainability, and how embracing change can guide salespeople through uncertain times.
 
Plus, we touch on the critical synergy between sales and marketing teams in preparing for partnership discussions and crafting effective communication strategies.
 
Don’t miss a preview on our next topic on the art of crafting impactful communications!
 
 
--------- EPISODE CHAPTERS  ---------
 
(0:00:00) - Strategic Partnerships for Business Growth
Nature's partnerships require understanding, strategic goals, and bespoke packages to access new markets and enhance marketing efforts.
 
(0:12:55) - Developing Trust and Collaborative Sales
Partnering Intelligence (PQ) and the Trust Equation are crucial in sales, emphasising collaboration and trust-building for effective partnerships.
 
(0:20:27) - Essential Elements of Sales Success
Humour in sales creates connection, win-win focus and transparency build trust, and embracing change is critical for success.
 
(0:34:05) - Partnerships and Communication Strategy
Sales and marketing teams must collaborate for successful partnership conversations, with effective collateral and communication strategies.
 
 
 
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Can AI truly revolutionise the sales industry, or is it just another buzzword?
 
In this second episode in the mini series of SquiggleThink, we tackle this compelling question with Paul Fernandez, co-founder of the Growth Guys.
 
Paul shares his expertise on the transformative role of AI in sales and marketing, highlighting how generative AI like ChatGPT is setting new standards for customer interactions and sales processes.
 
In a shift from traditional buying methods to a more dynamic, AI-driven approach, we discuss how these innovations are reshaping buyer behavior and the broader technological landscape of Web3.
 
But AI isn't here to replace us; it's here to assist us.
 
We explore the unique capabilities humans bring to sales ideation and how AI can enhance these skills.
 
With the introduction of the RAPID framework, we discuss how AI can simulate client interactions to uncover crucial insights into roles, goals, pressures, impacts, and desires.
 
This practical tool not only makes sales strategies more informed but also shows how AI can act as a powerful assistant, augmenting human capabilities rather than overshadowing them.
 
As we go deeper into the sales process, we discuss AI's role from preparation to proposal writing. Learn about LeadBay, a groundbreaking venture aimed at revolutionising business development for small businesses through hyper-personalised prospecting.
 
We also cover AI's impact on advertising and data-driven partnerships, underscoring the importance of leveraging technology and data for a competitive edge.
 
Tune in to understand how AI is not just a tool for efficiency but a game-changer in the world of sales and marketing, making adaptability the key to future success.
 
--------- EPISODE CHAPTERS  ---------
 
(0:00:00) - The Future of AI in Sales
AI's evolving role in sales and marketing, its impact on buyer behavior, and its place in the Web3 landscape.
 
(0:11:10) - AI as a Sales Assistant Strategy
AI can assist, not replace, humans in sales and marketing by simulating interactions and uncovering insights for more effective strategies.
 
(0:17:54) - AI in Sales
AI integration in sales process, pressure in sales conversations, personalised communication, efficiency gains in proposal writing, LeadBay venture.
 
(0:31:08) - AI Impact on Sales and Marketing
AI is integrated in sales and marketing, with tools like ChatGPT and data-driven advertising on platforms like Meta and Google.
 
(0:39:25) - The Impact of Egos and Data
Ego, technology, and data intersect in modern society and business, with a focus on AI, data leverage, partnerships, and realistic goals.
 
 
Follow Paul
LinkedIn: https://www.linkedin.com/in/paul-a-fernandez/
Website: https://www.thegrowthguys.co.uk/
Leadcrafters Scorecard: https://scorecard.thegrowthguys.co.uk/leadcrafters
 
Follow Fred
Websites: https://www.linkedin.com/in/fredcopestake/
Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com/
 
Watch this episode on YouTube
https://youtu.be/qUoEyB-yPwU

Welcome to this new and exciting mini series with Paul Fernandez, Co-founder of The Growth Guys.
 
Listen in as we unravel 'SquiggleThink'—the idea that purchasing decisions are anything but linear.
 
We discuss how sales and marketing teams must join forces like never before to guide customers from mere problem awareness to finding the perfect solution.
 
With a keen focus on the varied stages of buyer awareness and the unique types of buyers out there, we shed light on the complex influences behind their choices and the potential disconnect between traditional sales approaches and today's unpredictable consumer paths.
 
In our engaging discussion, Paul and I tackle the crucial alignment of sales and marketing strategies, where we highlight the need for collaborative efforts in stirring consumer consciousness.
 
We look into the perks of personal branding for sales teams, and how marketers can arm them with the right tools to connect authentically with customers.
 
Through the lens of real-world scenarios, we underscore the challenges of harmonising sales tactics with marketing insights and the critical nature of understanding the ideal client profile.
 
Don't miss our exploration of the evolving roles in sales and marketing, the essential partnership required for success, and the actionable strategies that can transform prospects into loyal customers.
 
--------- EPISODE CHAPTERS  ---------
 
(0:00:51) - Understanding the Messy Buying Journey
This chapter introduces the concept of 'Squiggle Think,' a term used to describe the non-linear and often messy journey of the modern buyer in both B2C and B2B contexts. By examining the different stages of awareness and types of buyers – unconscious, subconscious, conscious, and hyper-conscious – we illuminate the diverse motivations and behaviours that can influence purchasing decisions..
 
(0:11:50) - Aligning Sales and Marketing Strategies
This chapter examines the synergy between sales and marketing teams, emphasising the importance of collaboration for awakening consumer consciousness and aligning messages to effectively address market challenges. We explore the benefits of sales teams developing personal brands and content marketing strategies, and how marketing can equip sales with the tools needed to resonate with customers. The conversation touches on potential obstacles, such as resistance from both sales and marketing to change traditional roles, and the importance of having a unified understanding of the ideal client profile to prevent misalignment.
(0:18:17) - Evolution of Sales and Marketing
We explore the evolving dynamics between sales and marketing in the context of professional standards, content creation, and the challenges faced by salespeople in the digital age. The discussion also touches on the need for a mindset shift among sales professionals as they adapt to nurturing prospects through various stages of engagement, from social media to in-person meetings.
 
 
Follow Paul
LinkedIn: https://www.linkedin.com/in/paul-a-fernandez/
Website: https://www.thegrowthguys.co.uk/
 
Follow Fred
Websites: https://www.linkedin.com/in/fredcopestake/
 
Watch this episode on YouTube
https://youtu.be/ydpZE-9ZOy8

We are rejoined by  Martin John, an experienced procurement trainer and negotiation expert, as he shares his deep insights into the art of ethical persuasion.
 
We discuss the fine line between guiding decisions and manipulation, highlighting the power of authority and knowledge in sales.
 
Martin, a founding member of the Cialdini Institute, explains how to ethically use Dr. Robert Cialdini's principles in sales, marketing, HR, and procurement.
 
Listen in as we discuss the importance of building genuine connections and credibility in professional settings.
 
Our conversation highlights  the critical role of ethics in influence and persuasion, and the need for true expertise over superficial tactics.
 
We also cover the latest addition to Cialdini's principles, 'Unity,' and its impact on community building, as well as its potential for misuse.
 
We also turn to the practical application of ethical influence in B2B sales and networking.
 
Discover how emotional intelligence and trust-building can lead to sales success, and why business decisions are often driven by emotions rather than pure logic.
 
Whether you want to improve your sales approach or understand ethical persuasion better, this episode offers actionable strategies and thought-provoking discussions.
 
 
--------- EPISODE CHAPTERS  ---------
 
(0:00:00) - Power of Ethical Influence in Sales
Ethical influence principles in sales, marketing, HR, and procurement, with emphasis on authority and a three-point test for ethical persuasion.
 
(0:11:42) - Ethical Influence Techniques and Unity
Nature's influence and persuasion in professional settings, ethical implications of feigning expertise, and the role of 'Unity' in persuasion.
 
(0:27:10) - Building Rapport in B2B Sales
Leveraging emotions, building trust, and using storytelling and personalisation can enhance B2B sales success.
 
  
Follow Martin
LinkedIn: https://www.linkedin.com/in/martin-john-0a53262/
Website: https://www.martinjohn-training.com/
 
Follow me
https://linktr.ee/fredcopestake
 
Take the  Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
 
Watch this episode on YouTube
https://youtu.be/ci4uU5CxOd0

Have you ever thought how innovation can be the driving force behind your sales success?
 
This weeks guest Jeff Standridge from Innovation Junkie and Cadron Capital Partners, shares a number of strategies that can transform the way you approach the sales process.
 
From the importance of identifying the genuine problems and opportunities that lie at the heart of your customer's needs, to the fine art of collaborative selling, our conversation is a roadmap to revolutionising your sales techniques.
 
We discuss sales challenges, especially for startups, and provide actionable advice on creating products that not only solve problems but also captivate a market ready to invest in those solutions.
 
Trust is the currency of any sales conversation—a theme we hammer home as we discuss the importance of building genuine connections with clients.
 
By focusing on their best interests and understanding the perfect timing to make your pitch, a salesperson can transition from just another vendor to a trusted advisor in the eyes of their clients.
 
With Jeff's expert guidance, we uncover the critical moments in customer interactions that can make or break a deal, and how to navigate them with the utmost finesse.
 
This isn't about pushing products; it's about positioning yourself as an indispensable ally in your client's success story, ensuring that when it's time to close, you're not just selling – you're fulfilling a need.
 
 
Follow Jeff
LinkedIn: https://www.linkedin.com/in/jeffstandridge/
Website: https://jeffstandridge.com/
Website: https://innovationjunkie.com/
 
Follow me
https://linktr.ee/fredcopestake
 
Take the  Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
 
Watch this episode on YouTube
https://youtu.be/oO1H71tNUxg

In this weeks episode Nico Ceballos Jones offers a refreshing perspective on storytelling, highlighting its power to connect and compel change in any setting, from the boardroom to the local pub.
 
We also tackle the potential pitfalls of storytelling becoming a cliché and recentre the conversation on its foundational importance in communication.
 
In our exploration of crafting core stories for business success, we discuss the various narrative types that serve as strategic tools in sales and branding.
 
From personal journey stories that establish credibility to tales of customer transformations, we look into how these stories act as assets, enhancing elements such as SEO and presentation skills.
 
We also turn our attention to the art of sales narratives and the transformative potential of service accelerators for B2B sales teams.
 
Nico highlights the importance of discipline in storytelling, separating problems and solutions to create a compelling 'one-two punch' that engages potential clients.
 
We also discuss the R-E-S-P-E-C-T framework, providing a lens to focus on the external factors impacting businesses, and discuss how understanding these can pivot a sales conversation towards strategic solutions.
 
Tune in for this essential guide to crafting stories that don't just resonate but also result in transformative business success.
 
 
Follow Nico
LinkedIn: https://www.linkedin.com/in/nico-ceballos-jones/
Website: https://storycaptain.co.uk/
Story Captain Scorecard:  https://secretsuperpower.scoreapp.com/
 
Follow me
https://linktr.ee/fredcopestake
 
Take the  Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
 
Watch this episode on YouTube
https://youtu.be/d-l6-dI5AqY