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_outlineWelcome to the Sales Today podcast.
In this special episode, I’m celebrating the launch of my third book, Ethical Selling.
Listen in as I talk about the natural progression from collaborative and hybrid selling to an ethical approach that balances the needs of customers, companies, and sales professionals.
I address why ethical selling is the future, bust myths about it being "too hard" or "too soft," and provide actionable insights into implementing it in your sales practice.
Along the way, discover the ethical model and how its principles can elevate your sales game to create a win-win-win scenario.
I also introduce the Institute of Ethical Selling, a new initiative to certify and support ethical sales professionals worldwide.
What You’ll Learn in This Episode:
- Why ethical selling is becoming essential for success.
- How the ethical model works alongside existing sales methodologies.
- Practical strategies for empathetic communication, transparency, and building trust.
- Insights into the Institute of Ethical Selling and how it supports sales professionals.
- My personal journey in sales and how it shaped my passion for ethical practices.
Links and Resources:
- Buy my Book: Ethical Selling on Amazon
- Collaborative Selling Scorecard: Take the Free Assessment
- Connect with Fred: LinkedIn Profile
- Watch this episode: Watch on YouTube