Four for 2024

What will be required for sales success next year...

A mixture of the old and the new

Accessible to ALL salespeople, but will these things be embraced?

Welcome to the November Edition of Sales Today newsletter for B2B sales professionals, especially the 2816 subscribers

As it's monthly I want to share plenty for you to consider and to impact your selling

So what to expect

• Spotlight -  Relationship between Collaborative and Ethical Selling
• News - Four product launched and a masterclass
• Podcasts - some brilliant guests on Sales Today this month
• Collaborations - where I have been sharing my thinking
• Workshop - how you can learn LIVE and FREE
• Scorecard - quick test to check how you are selling at the moment

The focus is all about enabling more good (sales)people doing good things in a good way

FRED

Four things to consider for success in 2024.

Four for 2024.

First thing I would talk about would be having a solid sales framework, a decent structure. I use about the VALUE Framework for collaborative selling - Validate, Align, Leverage, Underpin, Evolve.

Thinking about the right people, the right message, saying the right things in the conversation, making the right proposal, doing the right things to develop the business. That’s one element for success that we need to be considering.

Now, the second element we would want to be thinking about is Selling with AI.

Artificial intelligence is here now, it's not going away. Salespeople not using this, are putting themselves at a serious disadvantage. Even just using free ChatGPT to help you with your thinking can make a huge amount of difference.

This can be aligned with solid use of sales framework to power that up and become way more effective in what it is that we're trying to achieve.

Another thing that a lot of salespeople will be looking at is how they engage more senior executives. How they are Selling at C-level.

Thinking about what plan do they have. Setting a strategy, so to commit to actually doing this job correctly. Identifying who it is that they need to be talking to. Getting the right amount of research done so that they can make an effective approach and think about how they talk in the initial short meeting leading into a longer meeting to really make a difference and evolve the whole process and open the door within the organization.

What I've just been through is the PIRATE Framework. (Plan, Identify, Research, Approach, Talk, Evolve) this can be combined with using AI to help that research element and to really power that up. It can make a salesperson way more effective than they would have been in the past.

The C level approach can't really be undertaken without having a good solid basis in sales. Having that strong foundation and a way in which we can understand what good selling looks like today. The collaborative approach that the VALUE Framework brings that and together with the other elements and we really start to get quite a special salesperson.

Somebody who is going to stand out amidst all the noise because they're doing the right things.

That's three elements. The fourth element that I would include to sit all around this is thinking about how you can understand to make an ethical approach. Ethical Selling is something that customers are looking for. And when we look at the components of that, this is something that's best practice anyway.

I've talked about these in the elements I've already covered. The ETHICAL model is a way in which people can start to understand: Am I doing these things? What can I do to do them better? Because this approach will elevate me in the way in which I work.

Those for me are the four key elements that we would need to be looking at to make sure that we're equipped to be successful in 2024.

Four for 2024.

(We have new products to address this areas... see below)

Four Product Launches

Four for 2024 innit?

All priced at £150:

Collaborative Selling Blueprint

Ready to buy NOW

Selling at C-Level - produced with 👿 Steve Hall

(Currently recruiting beta testers)

Selling with AI - produced with Moeed Amin

(Currently recruiting beta testers)

Ethical Selling Overview

(Coming soon... book writing in progress)

Special Masterclass

3 hours LIVE on 19th December (plus other goodies)

• Identify and adapt to modern challenges
• Spot 'evolutionary' mistakes and make adjustments
• Learn to 'think like a partner'
• Use a framework to define the right sales activities
• Profile and map the best opportunities
• Deploy AI to be better prepared than ever before

Priced at £150 and limited to 20 participants

(Sign up HERE)

Things addressed this month

Take notes!

Lets talk Ethical Selling

Skeleton outline for sales training

Why are you different?

'Orange Hat Thinking' a mix of the De Bono thinking hats to come up with practical solutions for sales issues

Ethical Selling: Winning new business

Join us as we sit down with Sales Trainer & Coach Giulio Segantini , to discuss the concept of ethical selling.

We unravel the flaws in ego-driven sales approaches often seen in the industry and advocate for a more ethical approach, with the customer as the hero.

Listen as we explain how the ego of the seller can potentially hinder the selling process, and offer tips on being more conscious of this when engaging with potential clients.

We also delve into the dynamics of creating a win-win scenario where both buyer and seller benefit. Giulio and I explore the idea of 'persistent pushing' and how to maintain an ethical stance even when challenging a customer.

We underline the importance of transparency, informed decision-making, and providing prospects with all the information they need to make a choice that benefits them.

Finally, we examine the evolution of sales techniques in today's digital world and discuss how social media platforms can be used as tools for sales and marketing.

We weigh the pros and cons of heavily relying on social media for sales and marketing, and provide tips for making the most of platforms like TikTok.

Throughout our discussion, we consistently return to the idea that ethical selling could be a unique differentiator that sets you apart from the competition.

So tune in and discover how to make ethical selling your superpower!

Ethical Selling: Managing your mindset

Welcome to this episode with founder and investor Jason Graystone who talks about the significance of ethical business practices.

Jason brings to light the power of passion and genuineness in sales and how it can result in long-term financial success.

His discussion emphasises the importance of creating value for customers who genuinely need the product, and why it's crucial to avoid feelings of guilt or shame when selling.

Discover how an ethical approach to business not only benefits customers but also has the potential to reward businesses.

We continue the conversation with a deeper exploration of ethics and the market.

Jason elaborates on why some individuals may choose not to make ethical decisions when selling a product and points out possible psychological factors.

He underlines the importance of believing in the product you're selling and the necessity of staying specialised to avoid dilution in the marketplace.

Listen to his fascinating take on how the market can humble us, serving as a self-equilibrating force.

As we wrap up this episode,  Jason underscores the need to understand and align with customer values for effective product sales.

He digs into the psychological motivations behind unethical sales decisions, and how urgency and scarcity can be valuable tools in drawing customers.

Remember, understanding your customers' values is pivotal when selling a product! If you want to take your sales approach up a notch,

We guarantee this episode is filled with compelling insights that will transform your business approach from the ground up!

Ethical Selling: Benefits explained and myths busted

Is it possible that ethical selling can help you foster customer loyalty, increase referrals, and ace long-term success?

Join me as I dissect these fascinating queries. We'll explore the potential benefits and inherent challenges of ethical selling, highlighting its importance in creating genuine and meaningful business relationships.

The discussion takes a deep-dive into the fascinating realm where ethics meet sales, touching on how this approach can enhance employee morale and steer your business clear of potential legal pitfalls.

Brace yourself as we shift gears and dive into the concept of maximising performance through continuous improvement.

I'll show you how to secure marginal gains and leverage these to differentiate your business from the competition.

Listen in and get ready for a fresh perspective on modern selling techniques, spiced up with insightful advice, real-world examples, and thought-provoking discussion.

No matter who you are, if you're involved in sales, this episode has something for you.

Two and a Half Salesmen Podcast

Great fun joining Giulio Segantini and Mario Krivokapic for an episode of stimulating discussion question the ethics of selling today

Watch HERE

Ready to elevate your B2B sales approach while staying true to ethical principles?

Don't miss this exclusive webinar featuring best-selling author and experienced sales trainer, Fred Copestake.

LIVE! and completely FREE to attend: Discover how to implement ethical selling strategies and thrive in today's ever-evolving market.

Unlock the Power of Ethical Selling In this brand-new workshop, Fred will delve into the challenges faced by sales professionals, driven by his extensive experience working with clients across the globe. Many struggle to adapt their approach, risking irrelevance to their customers, a successful approach now centres on ethical selling.

Key Insights for Ethical B2B Sales Success Fred's insights are drawn from extensive work with sales professionals and deep dives into the why ethical selling is so relevant now. During the webinar, Fred will address:

- Challenges sales professionals face today

- Benefits of an ethical sales approach

- Myths and truths around selling ethically

Exclusive Ethical Sales Framework As a participant, you'll be introduced to a valuable framework designed to evaluate the ethical integrity of your sales approach. It provides personalized insights to align your strategies with ethical best practices.

This Webinar Is a Must-Attend If You:

- Seek to refine your B2B sales approach with ethical principles at the core.

- Want to harness ethical strategies to unlock untapped opportunities.

- Aim to create meaningful connections with customers through ethical engagement.

- Value transparency and integrity in every stage of your sales process. - Are committed to building long-lasting, ethical client relationships.

- Desire to stay competitive without compromising ethical standards.

- Believe ethical selling is the path to success.

Limited Seats Available Due to high demand and platform limitations, spaces for this ethical B2B sales webinar are limited.

Secure your spot today and embark on a journey to raise your sales game

Thursday 14th December 2023 (1.00pm GMT)

Register HERE

Collaborative Selling Scorecard

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