Ethical selling: Understanding what people value and will pay for
Release Date: 09/26/2024
Engineering sales: Are you are selling to the right people?
Sales Today
How do you thrive in a world where buyers are more informed than ever? In this weeks episode we delve into the transformative power of engaging early in the engineering sales process. Daniel Wendon, Sales Manager at Sulzer, shares his expert insights on how the digital age is reshaping the landscape of engineering sales. Discover why engaging in the early stages of tender preparation could be the key to increasing your success rate in competitive environments and how failing to do so might leave you sidelined. The evolution of sales engineers into trusted...
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Truck sales special - Don't get left behind!
Sales Today
Is the diesel truck on the brink of extinction? Industry expert Tony Owen brings his extensive knowledge to discuss the monumental shift toward electric trucks in the pursuit of net-zero emissions. As legislative deadlines loom, manufacturers like Volvo, Renault, and Scania are leading the charge with new electric models, while the pressure mounts to phase out diesel trucks. We scrutinise the scepticism surrounding these ambitious goals and explore the undeniable momentum driven by environmental imperatives. The market's readiness for electric trucks,...
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Just F**king Say It
Sales Today
Susie Ashfield, the brilliant author and communication expert, returns with her profound insights into the art of authentic communication. In this episode, we discuss her latest book, "Just F**king Say It," which encourages confronting communication hurdles with audacity and sincerity. Susie shares her wisdom on embracing the imperfections that make conversations genuinely meaningful and guides us to see confidence as a fleeting state that doesn't hinder action. From the raw emotions in public speaking to the power of storytelling, she illustrates how...
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Use your team to win on LinkedIn
Sales Today
Can LinkedIn truly revolutionise your sales strategy? Join me and LinkedIn expert Mic Adam as we challenge the misconception that this powerful platform is just about connections and job hunting. Discover how setting clear objectives and measuring outcomes can transform LinkedIn into a potent tool for achieving business goals. We redefine what it means to be a power user, highlighting the importance of leveraging LinkedIn’s full capabilities to achieve tangible results. By aligning your LinkedIn activity with specific objectives, you can turn what seems like a mere networking...
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Are you the only salesperson in the room?
Sales Today
Inspirational business leader and author shares her unique insights in our latest episode, spotlighting the often misunderstood world of sales. As the author of "The Only Salesperson in the Room," Leisa challenges the common reluctance of business owners to embrace their roles in sales, largely due to negative stereotypes. She recounts her experience at a business conference where few attendees identified as salespeople, sparking her mission to redefine sales as a positive, relationship-building process. Leisa’s goal is to empower business professionals to...
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Overcoming Imposter Syndrome
Sales Today
Could imposter syndrome be the hidden obstacle holding you back from sales success? In this enlightening episode Tara Halliday demystifies imposter syndrome, explaining why it's more than mere self-doubt and how it uniquely targets specific tasks rather than general confidence. We dive into the surprising revelation that imposter syndrome affects both men and women equally, although societal factors might make women more vocal about it. Discover why 70% of high achievers find themselves battling this secret self-doubt and how it can impact your career...
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Using humour in sales
Sales Today
Jeff Hatten an innovator in the sales world, shares his incredible journey of turning the once drab networking site into a lively stage for humorous and engaging content. Hesitant at first to mix humour with business, Jeff reveals how embracing his unique personality not only captured attention but also brought a much-needed vibrancy to sales communications. We take a closer look at the inspirations behind his comedic approach, including influencers like Tom Boston, and discuss how Jeff's content breaks away from the mundane norms of professional networking. Content...
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Is AI ruining our thinking?
Sales Today
Could AI be stifling your creativity? Join us for an engaging discussion with Zsike Peter, the bold entrepreneur who embraced a "vampire" theme to create a standout brand identity. Through Zsike's unique journey, we explore the importance of crafting an original and memorable personal brand in today's cluttered digital marketplace. We discuss how daring to be different can capture attention and resonate with like-minded clients, and why larger companies might shy away from stepping outside their comfort zone. Discussing the challenges of AI-generated content,...
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Developing confidence to use social media in sales
Sales Today
Ever felt the weight of imposter syndrome in a competitive industry? Let us take you on Nia Woodhouse's transformative journey from self-doubt to self-assurance as she navigates the sales landscape with the power of social media. We unravel the concept of the "duff pancake," demonstrating how those initial, clumsy steps in content creation are not just inevitable but essential for growth. Discover how Nia found her voice in a male-dominated field, turning timid beginnings into a confident presence on platforms like LinkedIn. Her story shines a...
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ETHICAL Model: Learning and growth
Sales Today
What sets the good apart from the great in the fast-paced world of sales? Could it be the mindset with which we tackle both triumphs and setbacks? This final episode of the mini series we navigate the ever-evolving sales landscape where buyer expectations, innovative tools, and fierce competition redefine the game. At the heart of our discussion is the final component of my book "Ethical Selling"—the importance of learning and growth. Top salespeople understand that success is a journey, not a destination, and to remain effective, they must embrace...
info_outlineJoin us on this episode with guest, Adam Wallace, author of '(Re)Value', as we uncover the hidden psychology of selling expertise across different industries.
Adam sheds light on the critical importance of identifying problems your clients might not even recognise they have, expanding your conversations and avoiding the common trap of rushing to solutions.
Learn how understanding where people spend their time and money can reveal their authentic motivations, providing a roadmap to more impactful sales strategies.
Ever wondered how focusing on just 75 customers could skyrocket your portfolio from 3 million to 20 million?
Adam breaks down the power of targeting micro niche markets and how laser-focused attention on a select customer group can create trust and compelling solutions.
We also discuss why transparency and honesty are not just ethical obligations but strategic necessities for optimising resources and delivering unparalleled value.
Discover how articulating the unique challenges of your niche can make your business irresistibly magnetic to potential customers.
We also tackle the complexities of modern sales, from the art of "tactical empathy" to mastering the crucial handoff from sales to delivery.
Adam reveals how to connect deeply with buyers by truly understanding their perspectives and ensuring that promises made during sales translate seamlessly into delivery.
And don't miss our exploration of untapped market value, focusing on the profitable yet often-neglected grumpy customers.
Learn practical strategies for uncovering hidden opportunities that can lead to better margins and more successful business outcomes.
-------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------
(0:00:00) - Understanding Customer Value in Sales
Psychology of selling, identifying problems, understanding value, human drive for better outcomes.
(0:13:23) - Niche Marketing and Sales Strategy
Targeting a micro niche market, understanding unique problems, and ethical selling can grow a portfolio from 3 to 20 million.
(0:18:25) - Sales Strategy and Customer Value Understanding
Understanding buyer relevance and tactical empathy in modern sales, emphasising handoff to delivery for consistent outcomes.
(0:28:16) - Unlocking Untapped Market Value in Sales
The dynamics of customer segmentation, valuing grumpy high-paying customers, and shifting focus for better business outcomes.
Connect with Adam
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