100 episodes

Originally called 'Selling Through Partnering Skills', the show rebranded to reflect broader discussions on things affecting the world of sales and what sales professionals need to do to stay relevant now and in the future.

Episodes are based on discussions around:

- Collaborative Selling
- Hybrid Selling
- Specific skills and tactics (eg Video in Selling or Understanding Procurement)
- Mini series (eg 'Trust or Bust' or 'Selling IT')

Host Fred Copestake is Founder of Brindis, a sales training consultancy, and author of 'Selling Through Partnering Skills' and 'Hybrid Selling'. He is an expert in helping salespeople around the world improve their performance and unleash their full potential.

Connect with Fred on LinkedIn, Facebook, Instagram and Twitter.

www.linktr.ee/fredcopestake

Sales Today Fred Copestake

    • Business
    • 4.0 • 1 Rating

Originally called 'Selling Through Partnering Skills', the show rebranded to reflect broader discussions on things affecting the world of sales and what sales professionals need to do to stay relevant now and in the future.

Episodes are based on discussions around:

- Collaborative Selling
- Hybrid Selling
- Specific skills and tactics (eg Video in Selling or Understanding Procurement)
- Mini series (eg 'Trust or Bust' or 'Selling IT')

Host Fred Copestake is Founder of Brindis, a sales training consultancy, and author of 'Selling Through Partnering Skills' and 'Hybrid Selling'. He is an expert in helping salespeople around the world improve their performance and unleash their full potential.

Connect with Fred on LinkedIn, Facebook, Instagram and Twitter.

www.linktr.ee/fredcopestake

    Brittany Baldwin - Tick Tock Sales

    Brittany Baldwin - Tick Tock Sales

    Brittany Baldwin has a simple philosophy, she aspires to inspire before she expires.
    Her mission is spreading the message that selling is simple and there’s nothing complex about having conversations with customers.
    She explains that business is like a clock. The cogs need to turn and the hands need to tick. And it's the same with your sales.
    You need to get the gears in place and your sales ticking, or the clock will eventually stop.
    Saying the right thing, to the right person, at the right time to achieve the right results.
    She shares her 5:5:5 method for more productive working along with ideas for more effective connection with customers.
    Is it the right time for you to improve?
    Learn more at: https://linktr.ee/fredcopestake

    • 40 min
    Aidan McCullen - Dealing with change

    Aidan McCullen - Dealing with change

    Aidan is Transformation Consultant in Innovation, Leadership, Neuroscience, Cognitive Bias, Culture and Mental Agility as well as a speaker, podcast host and retired professional rugby player.
    He talks about the speed of change and what 'exponential change' really is.
    We consider the brains response to crisis and how this can make you less intelligent meaning both a hazard and opportunity for salespeople.
    Also on the agenda is trust and why it is important to understand thinking bias as we look to resonate with customers.
    Making connections is key to a successful approach and it is evident when a seller doesn't have pure intentions.
    This erodes trust and makes subsequent communication increasingly difficult.
    How much do we need to reinvent ourselves to be successful today?
    https://linktr.ee/fredcopestake

    • 39 min
    Todd Caponi - Selling with sincerity, science and structure

    Todd Caponi - Selling with sincerity, science and structure

    Todd is a Transparency Nerd, Sales & Science Amalgamator and a Sales Historian and also a second time guest on the show.
    This time the conversation turns to sales leadership and how he dealt with promotion on the basis of 'we think you're ready'.
    As someone who value process and structure he set about building a way of working optimised withh behavioural science.
    This has further developed with an emphasis on the five key responsibilities as sales leader now and which his new book is written around (Focus, Field, Fundamentals, Forecast, Fun).
    We talk about some of the more counter intuitive elements of selling and why seeing payoff of effort is important to for intrinsic motivation.
    Ultimately though. has 'salesmanship' really changed?
    https://linktr.ee/fredcopestake

    • 41 min
    Bob Moesta - Demand Side Selling

    Bob Moesta - Demand Side Selling

    Bob Moesta is a founder, maker, innovator, speaker and now a professor.
    He is the pioneer of ‘Jobs To Be Done’ Theory.
    He has worked on and helped launch more than 3,500 new products, services and businesses across nearly every industry, including defence, automotive, software, financial services and education.
    As part of this he has turned his mind to how salespeople can perform more effectively and realised that it is all about helping customers make progress.
    We need to understand the dynamics of the customer’s work and use language to reflect this.
    Taking an empathetic perspective and really listening is where value can be created and we can start the process of focusing on outcomes.
    Are you working on the customer’s progress or your own?
    Learn more at: https://linktr.ee/fredcopestake

    • 46 min
    Dave Plunkett - Developing a collaborative mindset

    Dave Plunkett - Developing a collaborative mindset

    Dave is all about partnerships & collaboration. He explains they are not only of one the most enjoyable ways to work, but they push things forward in the most effective way.
    We talk about what makes a collaborative mindset and how focus on a greater good plus honesty are key factors.
    But effective collaboration does not happen by accident so systems/process/checks are also important.
    It is interesting how knowledge is something that you can give away yet retain it and we wonder why people don’t share more.
    Inevitably the conversation turns to lead generation and business development and how effective collaboration is far greater than the sum of its parts, creating an impactful ecosystem where everyone benefits.
    Do you think like a partner and make the most of the opportunities it can bring?
    Learn more at: https://linktr.ee/fredcopestake

    • 43 min
    Jon Selig - Using comedy techniques to sell more

    Jon Selig - Using comedy techniques to sell more

    Jon understands how stand-up comedy works and brings this to the world of sales. The best comedians make it about their audiences and trigger their emotions.
    By discussing relatable topics - and highlighting common truths about life's struggles (like marriage, dating, raising kids or smelly socks) - comedians are able to capture and hold their audience's notoriously-hard-to-capture attention.
    Customers (or ‘micro-audiences’) are no different. A single joke (or ‘humour’) that highlights a problem a salesperson solves can grab attention, shine a light on a challenge, trigger an emotional reaction, and make them more credible and memorable. This helps them to start new conversations across various outreach channels.
    Can you convert pain to punchlines to pipeline?
    Learn more at: https://linktr.ee/fredcopestake

    • 38 min

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