Kevin Casey

Account Director and some other wild titles

Cal LeGrow Insurance & Financial Group

 Partner

Senior VP, Sales and Marketing

The Idea Factory

A group of 20+ wildly passionate marketers who love partnering with clients who want to stop being just average and ready to truly stand apart of the sea of sameness out there. While we plant ourselves in historic downtown St. John's - 40% of our revenue is from clients outside the province. We love to live here, but ready to put our fingerprints anywhere on the planet. That's the world we live in.  No Boundaries.

Co-Founder and Director

Labatt Breweries of Canada

Managed marketing and promotional activities for Newfoundland and Labrador including leading launch of Bud and Bud Light brands to the marketplace.

Marketing Manager

M5 Marketing Communications

Started working with Market Quest Research for 2.5 years and then worked with provincial and regional clients from Credit Unions to beer to car dealers - managing with a great team of talent fully integrated campaigns.

14 (un)conventional principles to reduce sales anxiety & increase sales.→ (un)selling® → the book → the page has turned.

READ THIS FIRST: 

I don’t teach pressure, convincing, or chasing. 
If that’s what you want, I’m not your guy.
__________________________________________________________________________________________

Let’s be real…

If sales makes you sweat, stall, or want to disappear into a cave—you’re not broken. 

You’re just not wired for boiler room tactics.

I help entrepreneurs who hate selling...stop hating it.

No fake urgency. No pushy scripts. No pretending to be someone you’re not.

I grew my first agency from a basement to $5M+ using zero cold calls. 

Then tripled the market value of an insurance brokerage by teaching the team how to sell like humans, not robots.

In my spare time, I coach founders and solo business owners how to get more yes’s—without chasing, begging, or burning out.

Join 3,000+  and get my free “Sunday Espresso Shots” at www.kevincasey.ca/unselling

Partner

Year 25 as a business owner.

2 “hell yeahs.”
7 “oh, f*cks.”

Still all in.

Which square are you today?

Kevin  Casey 

Hate Selling? Helping Anxious Entrepreneurs Land More Clients Without Cold Calling | Best-Selling Author of (Un)Selling | I don’t teach pressure, convincing, or chasing. If that’s what you want, I’m not your guy.

Salespersoon: spends 40 minutes crafting the epic narrative email. 

Prospect: sees the preview, declares time of death, moves on with life.

———————————————————-

Nobody’s reading your 9-paragraph confession. 

You get 60 words to make their brain itch… after that, your email’s not outreach, it’s a eulogy.

#deadonarrival
#unselling

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Entrepreneurs and Founders...

If you need to follow up 9 times, you don’t have a buyer.

You have a hostage. 

If selling feels like a hamster wheel, you’re not growing a business.

You’re doing cardio for strangers. 🥵

Here’s the insanity loop most founders get stuck in 
👇

→ Make a call
→ Hope you don’t get hung up on
→ Force fake small talk about the weather
→ Ask 1–2 weak softball questions
→ Get grilled for free advice
→ Vomit answers to feel smart
→ Then cave in and put all the vomit in writing
→ Log it in as a “lead” (when it's really a "lie")
→ Call
→ Chase
→ Chase more
→ Borderline stalk
→ Convince yourself it’s “relationship building”
→ Hope
 → Pray
 →Repeat

*No thanks.*

That’s how good humans start to hate selling.

It drains your dignity. 

It trains prospects to see you as a vending machine.

Here’s the (un)Selling path instead:

👉 Connect only with people who are highly likely to have the pain you solve

👉 Drop an illumination hook that joins a secret conversation going on in their head so clearly they flinch a little

👉 Tease a hypothesis of how you solved that problem for people like them and then poke the bear a little

👉 Make it clear that this isn't for everyone -  invite them to say 'no' - and declare you might say 'no' also. 

👉 If the pain is real and the stakes are high enough, then continue

👉 Decide next step: Nurture, Continue, or Run like hell. 

No chasing. No weirdness. 

Doing less, Getting more. 

_________________________________________________________________

P.S. Full disclosure: (un)selling is 411 pages. It won’t fit in a stocking unless you upgrade your fireplace, but it's still on Amazon and hated by delivery drivers globally. https://geni.us/unselling

Our Dog Bella. 

Cute to Cujo in seconds.

Desperately trying to inhale one pasta strand is every needy salesperson ever.

Pawing. Lunging. Eyes locked on the noodle like rent is due.

That’s how those 'fast closes' and empty "checking in" and "circling back" attempts feel to the prospect.

Prospects smell the hunger.

And they pull back.

Calm sellers don’t worship one noodle.

They make more pasta.

An abundance mindset. 

Detach from the outcome.

#unselling

Brindis

Leading a specialist sales training consultancy dedicated to Collaborative Selling

By having direct interaction with stakeholders we are better able to deliver required outcomes more effectively.

We are all about ‘performance enhancement’ for the people we work with and all over the world Brindis has worked with clients to improve the results of both individuals and teams.

By identifying the things to change to achieve maximum impact Brindis can help deliver the outcomes desired by sales people, managers and the organisation in general.

Our work now concentrate on championing 'Collaborative Selling' which we deliver through the 12 week Accelerator programme and ongoing Academy

Founder

Supporting the Collaborative Selling Accelerator and Academy by designing and delivering real life and virtual sessions to improve sales performance 

Areas covered include:
- Sales
- Negotiation 
- Account Management 
- Presentation Skills 

Training can be delivered in English or Spanish

Sales Trainer

Using a pragmatic rather than dogmatic approach to work with sales professionals to help them achieve results. 
- Embedding learning from training
- Using opportunity management techniques
- Preparing for pitches and presentations
- Shifting performance blockages
- Planning account activity
- Designing personal development plans

Sales Coach

Collaborative Selling = Selling for the modern era.
This one-day online event is designed for Sales Specialists.
Are you: - 
- In B2B, complex sales?
- Involved in high values sales?
- Sales Executive, Account Manager, Business Development Manager?
- Responsible for winning business?
This is for you and your colleagues if:-
- You have a sales team
- You drive sales via indirect routes
- You work with Partners; Channel Managers/ Distribution Managers etc

Follow our Think, Learn, Do method to get the most from the day.

We believe in this concept so passionately and want to share it so the fee is purely to cover costs and all proceeds will be donated to B1G1.

Timetable
08:00 Why Collaborative Selling? – Conquer the challenges of modern selling (Fred Copestake)​​
09:00 Scale Your Sales - Master the art of the Trusted Advisor (Janice B Gordon)
10:00 Personal Branding – Maximising your impact using technology (Alexander Low)​
11:00 The Other Side of Sales – Think like a buyer (Mark Schenkius)​
12:00 Sales Stereotypes - How they help and hinder (Suchi Pathak)
13:00 KEYNOTE Flt LT Zane Sennett - RAF Red Arrows
14:00 Sell With Insight: Using scorecards to discover and share value (Daniel Priestley)
15:00 Video in Selling -  The modern buyer requires a modern seller (Mario Martinez Jr)​​
16:00 Psyche to Sell - Beat the bots (Anita Nielsen)
17:00 The Perfect Close – The secret to winning more deals (James Muir)​​
18:00 Let’s Do The Time Warp Again - The evolution of sales (Quiz Show with special guest host)​​ ​
All day event suitable for multiple time zones
Times in GMT

https://lnkd.in/drSzakPS

Host - Collaborative Selling Summit

Responsible for running Corona Extra's European Training Academy, a project that delivered training and consultancy work in some 18 countries working in both 'On' and 'Off' Trade.

Specialisms: Sales, Key/National Account Management, Negotiation,  Management, Leadership, Brand Selling, Channel Management/Selling Through Distributors, Planning and Selling Promotions, Brand Management, Marketing, Team Building, Customer Service,

Principal Consultant

Ethical Selling

Tired of the old, pushy sales tactics? 

Welcome to a new approach that’s not only ethical but also incredibly effective.

This book guides you through a transformative journey to master the art of selling by doing the right thing. 

The ETHICAL Model is powerful framework that breaks down the principles of ethical selling into clear, actionable steps, helping you build trust, create genuine relationships, and achieve remarkable results.

You’ll discover:
- Why ethical selling is not just good for your conscience but also great for your business
- How to overcome common myths about ethical selling
- Practical strategies to implement ethical selling in your daily practice 
- How to align your sales career with your personal values for greater fulfilment and impact 
- Ways to make a real difference in your professional life and the relationships you build with your customers

Ethical Selling is more than just a book - it’s a movement. 
Join the new era of sales where doing the right thing is the smartest business decision you can make.

Author

Institute of Ethical Selling

The Institute of Ethical Selling (IES) was founded on the belief that trust, transparency, and integrity should be at the heart of every sales interaction. 

It is dedicated to transforming the sales profession by providing education, resources, and certification for individuals and organizations committed to ethical practices.

The mission is to create a global movement that elevates the standards of sales, ensuring that both buyers and sellers thrive in a relationship built on trust.

Why Ethical Selling Matters...

- Ethical selling is the foundation of lasting success in today’s business landscape.

- Unethical practices may lead to short-term gains but often result in customer distrust, legal risks, and damage to your brand.

- Ethical selling enhances your credibility and builds stronger client relationships. By prioritising honesty and transparency, you reduce stress, improve job satisfaction, and position yourself as a trusted advisor.

Ethical practices not only benefit your clients but also boost your long-term success and career growth.

Ambassador

MySalesCoach

Is your Sales team getting the coaching they deserve?

We help busy Sales managers and aspiring, coachable reps reach their true potential with expert, 1:1, frequent coaching

Coach

Sales Today

Originally called 'Selling Through Partnering Skills', the show rebranded in January 2022 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

Podcast Host

Hybrid Selling

Are you ready for the next evolution of sales?

Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers.

Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success.

The book 'Hybrid Selling - How salespeople can use a complete approach to drive opportunities in the new world of sales' acts as a guide in this area

It covers

- What are the essentials of selling as a foundation for winning business
- How virtual selling techniques and innovative tools can give you an edge
- How to manage sales opportunities based on delivering outcomes
- Why salespeople must embrace the skill of leading customers
- What value really is and how to create it with – and for – customers
- The key elements needed to expand meaningful business relationships

Selling Through Partnering Skills

‘Selling Through Partnering Skills’ looks at the evolving world of sales and sets out what people need to do to refine their approach. It explores how they can take it to the next level through understanding partnering intelligence (PQ) and using the innovative VALUE Framework.

Classic, Consultative, Value Based and Enterprise selling are all considered using existing and more modern thinking, together with advice on practical application of the most relevant techniques.

Put simply, it helps individuals and businesses improve how they sell in the modern sales environment so they will achieve better results.

Konsälidön

We are at a crossroads.

Ideas and models which defined the consulting industry are no longer as effective and viable as they were in the past. Clients expect more from their advisors as they require that much more to survive in today’s market.

Konsälidön is the tipping point ushering in the new era in consulting. We have built a first-of-its-kind digital platform to connect organizations with consulting teams more efficiently than in the traditional consulting partnership model. 

Our platform enables us to operate an agile, decentralized and distributed global consulting firm with very low overheads – which means that our clients see work with senior experts for faster more impactful results.

This, we believe, is the future of consulting.

Loughborough University School of Business and Economics

Associate Lecturer

TTM Associates Ltd

Designing and delivering management and leadership programmes for clients in Europe and the Middle East.

Our Award-Winning approach focuses on developing the organisation’s most important asset: People

It sparks innovation and prepares them to cope with change and make the best out of every opportunity.

The ultimate goal is to cohesively help companies to fully integrate their Business Strategy, Talent Strategy and people’s Behaviours to deliver ultimate and innovative customer impression and value

Senior Management Consultant

Author | Trainer | Coach | Working with engineering and manufacturing sales teams | Selling has changed – have you?

Sales is changing... are you?

MEET FRED ► Over the last 25 years I have travelled round the world 14 times visiting 37 countries and working with over 10,000 salespeople

YOUR CHALLENGES ► Salespeople involved in complex B2B sales often struggle with these issues:

• ‘Busy Busy Busy’ 
– this is being ineffective. It results in wasted opportunities, is tiring and stressful and means the focus is on the wrong activities to deliver results

• ‘Olde Worlde’ 
– this is being old fashioned. It is when salespeople are too self-centred rather than customer focused, too technical in their approach or use bad techniques better suited to a bygone era of selling

• ‘Muddled Mindset’
 – this is being misaligned. It can happen at organisation, management and individual level and means that the confusion leads to frustration and wasted effort

SOLUTIONS ► Salespeople can use a ‘partnering mindset’ to develop more a modern and collaborative approach to working with customers. #CollaborativeSelling

This helps by:
 
• Countering ‘Busy Busy Busy’ by becoming more effective. 
- Prepare to make the most of opportunities
- Plan to balance work and reduce stress
- Process to focus on the right activity

• Countering ‘Olde Worlde’ by getting up to date. 
- Flip attention to the world of the customer
- Follow an approach that identifies issues rather than forces a solution
- Focus on things that actually work rather than old school tricks

• Countering ‘Muddled Mindset’ by creating better alignment. 
- Clarity within the organisation
- Coaching by management 
- Confirmation for individuals they are doing things right

WHY ME ► Using my experience to understand what's needed to be successful in sales today I wrote my first book 'Selling Through Partnering Skills’ 

Yet selling continues to change at pace, and sales professionals need to keep in touch with the latest trends to stay relevant I wrote my second book ‘Hybrid Selling’

Recognising what customers are really looking for is the reason behind book three ‘Ethical Selling’

We talk about these things on the podcast I host – ‘Sales Today’ 

LET’S TALK ► Ring the bell 🔔 on my profile to get notified about my posts. DM me or book straight into my diary for a chat here: https://calendly.com/fredcopestake 

OUTSIDE OF WORK ► Sport especially rugby (which I used to referee), travel to Spanish speaking countries, food and drink. We have three cats Oscar, Luna and Caspar

MY GOAL ► It's all about 'good people doing good things in a good way'

Fred Copestake

It's not always what it seems 


Travelling for work often isn't as glamorous as it may sound

Rock up at hotel...

- Game of padel 

- Lounge by the pool

- Hit the gym 

Often no time for that even if they are open 

(To be fair this hotel in Madrid was having a refurb)

People sometimes forget why you are traveling 

It's not a holiday 

Brilliant if you can combine work and pleasure which I've done before 

But that's not the primary reason 

It's about quality of work

People getting together to multiply the impact of activity 

That's now a key factor in deciding if I will travel 

Will it make a difference? 

I've been blessed to work in 38 countries 

Some trips have been a waste of time 

Some I've not particularly enjoyed 

Some both!

It's time to be more picky 

Does it fit professionally and personally 

I'm not being a diva about this

Just practical

Life is too short

Sales Trainer | Author | Coach | Working with engineering and manufacturing teams | Selling has changed – have you? 🇬🇧 🇪🇸

“You're telling me stuff I already know. I’ve got internet access!”

You wear the Orange Hat to your first sales meeting with a prospect... mind-reading function activated

Is that what they are thinking before slide 5?

Along with

- “This could’ve been an email. Or a brochure. Or just a Google search.”

- “You’re here to understand me... not educate me on your product.”

- “I don’t need a guided tour. I need help making a decision.”


If your sales meeting feels like a website… you're not helping. You're reciting

Parroting

The customer isn’t impressed by your knowledge.

They want you to help them make sense of things

Partnering


What should the customer experience instead?

Use the VALUE Framework to shift from your perspective to theirs

This is what they are thinking 

🔸 Validate = right opportunities

"Start by checking if this is actually worth my time – not just yours."

🔸 Align = right research

"Come in already knowing the basics. Ask me about what’s not on the website."

🔸 Leverage = right conversations

"Challenge my assumptions. Ask sharper questions than my team does."

🔸 Underpin = right solutions

"Don’t explain features. Show how this fits my priorities."

🔸 Evolve = right outcomes

"Don’t stop at the sale. Help me believe I’ll get results after signing."


Customers don’t want more information.
They want better insight.

Are you adding value through sense making?
Or just restating what they already know?

Many salespeople today are still parroting rather than partnering

Why?

#OrangeHatThinking
#VALUEFramework


(The mind reading enabled Orange Hat is priceless and not for sale

Training to achieve the same effect is... at a fair price... and guaranteed! 

Ask me how)

taplio

The Battle

Kevin Casey

Fred Copestake

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The Battle

Kevin Casey

Fred Copestake

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Kevin Casey's LinkedIn Performance

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Performance ScoreKevin Casey's LinkedIn Performance