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MEET FRED ► Over the last 22 years I have travelled round the world 14 times visiting 36 countries and worked with over 10,000 salespeople From this experience I recognised what really makes a difference to be successful in sales today and outlined this in my first book 'Selling Through Partnering Skills’ As 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’ I am host of the ‘Sales Today’ podcast SALES CHALLENGES ► Sales leaders of teams involved in complex B2B sales come to me as they are often seeing their salespeople struggle with these symptoms: • ‘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 COLLABORATIVE SELLING ACCELERATOR ► The focus is on how salespeople can use a ‘partnering mindset’ to develop more a modern and collaborative approach to working with customers. It is based around using the VALUE Framework to deliver results by: • Countering ‘Busy Busy Busy’ by becoming more effective. Prepare to make the most of opportunities, plan to balance work and reduce stress, use 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 and focus on things that actually work rather than old school tricks • Countering ‘Muddled Mindset’ by creating better alignment. Develop clarity within the organisation, encourage coaching by management and allow individuals confirmation that the way they work is making consistent with top performance Take the scorecard to discover more about your approach: https://collaborativeselling.scoreapp.com/ LET’S TALK ► Ring the bell 🔔 on my profile to get notified about my posts. Message me on LinkedIn 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 two cats Oscar and Luna
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