Sharpening your sales messaging to cut through the noise
Sales Today
Imagine if sales messages could cut through the clutter of a crowded inbox and truly engage potential buyers. The frustration of sending emails that go unnoticed is all too familiar, and one of the biggest mistakes salespeople make is focusing too much on themselves. This episode dives into the art of personalising communication to address the unique needs and challenges of prospects, using language that feels relevant and resonates with them. The goal is to foster meaningful connections by understanding what’s happening in the prospect's world. ...
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Crafting a killer Value Proposition that speaks the customer's language
Sales Today
What’s the secret to crafting a value proposition that truly resonates? In this episode of Sales Today I discuss how salespeople can create value propositions that go beyond listing features and truly connect with customers. The conversation focuses on how to link customer pain points to meaningful outcomes, shifting the emphasis from product details to the results buyers actually care about. Listeners will discover key strategies for identifying the ideal customer profile, addressing real challenges, and becoming a trusted advisor in the sales process. ...
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How to define and work with your Ideal Customer Profile
Sales Today
Tired of wasting time on prospects who aren’t a perfect fit? Top sales teams know the secret: mastering the art of disqualification. Discover how identifying and embracing your Ideal Customer Profile (ICP) can revolutionise your sales approach. Forget rejection - it’s all about respect and efficiency. Find out why disqualifying the wrong leads is a game-changer for high-performing teams. Learn from a real-world example with an IT services client who turned their strategy around by focusing on midsize engineering firms, boosting their...
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15 things your sales process needs... now!
Sales Today
What if mastering just 15 elements could transform your sales game from forgettable to phenomenal? In this episode we embark on a journey through the essential building blocks that can elevate every aspect of your sales process. These aren't just run-of-the-mill tricks; they're proven strategies that have empowered over 10,000 sales professionals across 37 countries. Discover how defining your ideal customer profile and crafting a compelling value proposition can slice through the noise and position you as a trusted partner rather than just another vendor. ...
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Earn the right to sales conversations
Sales Today
What if your sales strategy is missing the mark because you're trying to do too much in a single email? Leslie Venetz, founder of Sales-Led GTM Agency shares her wisdom on modern sales techniques. We uncover the art of clarity in communication by focusing on one point per email, preventing message overload. Leslie introduces her groundbreaking "earn the right" concept, a test ensuring each prospect interaction is meaningful. Plus, gain insights into the underestimated power of repetition - making sure your message not only lands but sticks. ...
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‘Nearbound' selling - are you missing the easy option?
Sales Today
What if you could revolutionise your lead generation strategy by simply tapping into the power of trust? Dave Plunkett, founder of Collaboration Junkie, joins us to discuss the concept of nearbound lead generation - a contemporary twist on the traditional word-of-mouth approach. Dave's insights bridge the delicate gap between inbound and outbound strategies, offering a structured, intentional method for scaling trust-based industries like agencies. Discover how businesses can train their customer-facing teams to artfully recognise referral opportunities and...
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Engineering sales: Mastering the art/science of cold calling
Sales Today
What if your cold calls could turn into meaningful conversations that lead to genuine connections and success? Nick Jeins, a master of the craft with over 30 years of experience, as shares his insights into transforming cold calling from a mundane task into an art form. With a focus on the engineering business sector, Nick highlights the critical importance of understanding your prospects' true needs. Forget about drowning them in product features - it's all about tailored engagement that resonates with their unique challenges. Nick walks us through...
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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...
info_outlineEthical selling: Help prospects identify as your customer
Martin Stellar, author of "Sales for Nice People," joins me to share his unique perspective on aligning sales practices with personal values, leading to genuine success.
Drawing on 30 years of experience in understanding human nature and psychology, Martin reveals how his journey from a monastery to a tailoring business taught him that quality alone isn't enough for sales success.
Emphasising that sales can be an act of service, Martin encourages entrepreneurs to embrace their integrity and transform their approach to selling.
We address how focusing on serving others can overcome the challenges of traditional sales mindsets and result in fulfilling and profitable outcomes.
We also explore the refreshing concept of collaborative and ethical selling, highlighting the "same-side selling" approach where buyers and sellers act as partners rather than opponents.
Martin explains how fostering authentic interactions energises buyers, allowing them to naturally gain confidence in their decisions.
By embracing a non-linear sales framework centered on listening and understanding the buyer's journey, we redefine the traditional focus on closing deals.
Instead, we highlight opening opportunities and facilitating personal growth for both buyer and seller, underscoring how serving others can lead to transformational sales experiences.
-------- EPISODE CHAPTERS ---------
(00:34) Modern Sales Techniques for Nice People
(05:18) Perceptions of Sales and Entitlement
(14:22) Same-Side Selling Dynamic in Sales
(18:27) Let Buyers Decide, Avoid Over-Enthusiasm
(23:49) Trust-Building Sales Conversations
(26:23) Understanding Buyer Transformation
(29:46) Building Trust Through Permission-Based Sales
Connect with Martin
LinkedIn: https://www.linkedin.com/in/martinstellar/
Website: https://martinstellar.com/
Website: https://salesflowcoach.app/
Get Martin’s Book: https://martinstellar.com/book/
Follow me
https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube