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This episode was great fun to record, as The Selling Podcast came to visit.   Though we might have sounded like a trio of painters at one stage as colours were thrown around with much abandon, there is some great advice dispensed amid the rainbow antics.   And then the motorbike came out before disagreement over birthday parties...   Key insights include:   -You lose trust not gain it -Be true to yourself -Stay in your lane   Visit www.thesellingpodcast.com for more details; connect with Mike and Scott on LinkedIn; connect with your host, Fred Copestake, through linktr.ee/fredcopestake. 

DON'T Cold Call! Clare O'Shea and Fred Copestake discuss the importance of prospecting, and the significance of research and planning - developing from 'cold', to warm, to hot.

The number one sales tip that nobody tells you: don't present.

Have we gone all Eighties with this episode? The simple answer is 'no', as James shares a very modern and scientifically-backed way of working. Its elegance is in its simplicity. James Muir, founder and CEO of Best Practice International, shares insights including: Advancement or continuation? Close it in THEIR timeframe Develop yourself in the crucible  Connect with James on LinkedIn, and reach your host Fred Copestake through https://linktr.ee/fredcopestake.  The Selling Through Partnering Skills podcast is sponsored by Remaster Media: www.remastermedia.com.

This week's episode features Danny Levy - MD, APAC for Worldwide Business Research, a market leading B2B research, large scale summits and intimate networking company. He also hosts the Digital Transformation & Leadership podcast.   Listen for more insight on:   - Failure has stigma - Reverse mentoring works - Simplify changes   Connect with Danny on LinkedIn, and with your host Fred Copestake at https://linktr.ee/fredcopestake. 

With over 20 years of sales, marketing, management and consulting expertise, Scot MacTaggart was the perfect fit for the Selling Through Partnering Skills podcast. We discuss how partnering skills contribute to maximising potential in business, with notable points including:   - ROI: 'Return on Ideas' - Let's learn from Millennial and Gen Z - Your customer should be skeptical   Connect with Scot on LinkedIn, and contact your host, Fred Copestake, at https://linktr.ee/fredcopestake. 

David Allison is founder of Valugraphics. As a human behaviour expert he blends Neuroscience, Psychology and Sociology to predict and influence the behaviour of entire target audiences.   He is a very generous guy who donates his work to global humanitarian organisations like the Environmental Defense Fund and the United Nations Foundation and shares some of the content of bestselling book 'We Are All The Same Age Now' in this podcast   This is a must listen if you are serious about understanding how to qualify and target customers in a modern way (that works!), including:    Demographics don't work Target any group of people anywhere on earth by what they care about Your customer won't have a choice in how they react   Connect with David on LinkedIn, and with your host Fred Copestake at https://linktr.ee/fredcopestake.

Willy Bolander is a Sales Professor at Florida State University. Alongside talking about PQ, he gives a fascinating insight into sales education in the US college system.   The preparation some of the students go through is something that many full time sales professionals could learn from. Some practice advanced skills with the number of role plays they complete going into triple digits.   Willy's take on how sales can be developed as well as his own unique journey is well worth listening to, with important points including:   Create something that didn't exist Be concientious and competent Vulnerability is not a sign of weakness   Connect with Willy on LinkedIn, and connect with your host Fred Copestake at https://linktr.ee/fredcopestake. 

This week's podcast features Trent Peek, Group Director at CCM.  Key points of the episode include: - Avoid selling for the wrong reason - Explore your weaknesses together - We can't stand still Connect with Trent on LinkedIn, and with your host Fred Copestake at www.linktr.ee/fredcopestake

Ariel Feyderov is the sales and business development manager at Tektronix and the author of Sellosophy. Some key points from the podcast: - Sales is an exchange of values - Following recipes or learning to cook? - If you have a why, you can bear any how Connect with Ariel on LinkedIn, and connect with your host Fred Copestake through https://linktr.ee/fredcopestake.

This podcast special episode features an overview of the EVOLVE model, showing why it’s time for virtual selling to move over for a hybrid approach.

In this episode, Fred speaks to Sales Technologist, Futurist and Author Justin Michael about what we might look forward to in 2021 and beyond... he told me what is happening NOW and it is well worth a listen.   This episode includes:   - McGyver your stack - Leverage tech to elevate selling - Beware amplifying garbage   Connect with Justin on LinkedIn and learn more about The Salesborgs, a B2B driven community with a focus on sales and technology.

This episode features Alexander Low who gave some great insights and solid practical advice on what we can use to make our selling more effective.   Alexander is a change consultant focused on delivering revenue, with a background in property and a particular interest in technology.   The episode features:   - Take control of your destiny - Augment the humaness - Understand the art of the possible   Connect with Alexander on LinkedIn and social media!

'Why? ... Because!' In this episode I was lucky enough to speak to the founder of SerialTrainer7, Simon Hares. Simon is an international sales trainer and coach with over 20 years’ experience. Key points include: - We are not the centre of a customers life - Beliefs manifest in conversation - Don't be a cock! You can connect with Simon on LinkedIn, and visit his SerialTrainer7 website to find out more. Connect with your host, Fred Copestake, at linktr.ee/fredcopestake.

This episode features Michelle Hecht, sales trainer and coach at The Sales Rebellion. With twenty years of corporate sales experience, Michelle has revitalised her career path to pursue coaching and training with a focus on humanism and authenticity. Key points include: We are emotional but complex creatures, Everything is transitional, Mitigate the potential of short term loss. Connect with Michelle on LinkedIn and by email: michelle@thesalesrebellion.com. Connect with your host, Fred, at www.linktr.ee/fredcopestake.

This episode features Mark Schenkius - sales trainer, and author of 'The Other Side of Sales.'  Mark has fifteen years experience in procurement, working with Mars across technical and strategic divisions. He then set up his own company, ROI10, who now provide training and development support to professionals within sales and procurement. Alongside this, he lectures part-time in business economics. We discuss how the elements of partnering skills can be used to develop buyer relationships, and gain a greater understanding of buyers. Key insights from this episode include: Ignore what buyers say The best question in 15 years Procurement has left sales behind Connect with Mark on LinkedIn and visit his website www.roi10.com to learn more.

This episode features Steve Potiphar, founder of Impact on Performance - Sales Gym.   With a background in sales, he has worked his way up through the field of healthcare / medical technology. He then began working in sales performance and gained a new perspective of sales across multiple sectors.   He has now brought together his experience of sales performance, sales leadership, consulting and coaching to develop his own company, Sales Gym.   We discuss how the elements of partnering skills can be used to create good salespeople.   Key insights from this episode include:   - Sales training doesn't work   - The world doesn't revolve around you   - People who sell, or salespeople?   Connect with Steve on LinkedIn, and join the Sales Gym community. Full episode available on LinkTree @fredcopestake.

In this episode, I had the chance to explore partnering skills with Tom Williams. Tom is the Chairman and Founder of Strategic Dynamics, and an advocate for buyer-centric selling. We talk through how he uses partnering skills in his profession, including: Improve current state through collaboration, Explore feasability of ideas, Get past status quo with via comfort, curiousity and concern. Connect with Tom on LinkedIn, and connect with your host, Fred Copestake, at: linktr.ee/fredcopestake.

In this episode, I was lucky enough to talk to Jens Hentschel - founder and MD of management consulting firm THE FIVIS PARTNERSHIP.   In this episode, he shares his thoughts on partnering skills including: You can't all be strategic, Share credible information continuously, Antipicate and do your homework.   Jens is passionate about customer centricity and considers it as the key enabler to sustainable business growth. You can connect with him on LinkedIn (@jenshentschel) or email at jens@fivis.io.   Connect with your host, Fred Copestake, through https://linktr.ee/fredcopestake.