Sales is changing... are you?MEET FRED ► Over the last 24 years I have travelled round the world 14 times visiting 36 countries and working with over 10,000 salespeopleYOUR CHALLENGES ► Salespeople involved in complex B2B sales often struggle with these issues:• ‘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 effortSOLUTIONS ► Salespeople can use a ‘partnering mindset’ to develop more a modern and collaborative approach to working with customers. #CollaborativeSellingThis helps by: • Countering ‘Busy Busy Busy’ by becoming more effective. - Prepare to make the most of opportunities- Plan to balance work and reduce stress- 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- Focus on things that actually work rather than old school tricks• Countering ‘Muddled Mindset’ by creating better alignment. - Clarity within the organisation- Coaching by management - Confirmation for individuals they are doing things rightWHY ME ► Using my experience to understand what's needed to be successful in sales today I wrote my first book 'Selling Through Partnering Skills’ Yet 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’Recognising what customers are really looking for is the reason behind book three ‘Ethical Selling’We talk about these things on the podcast I host – ‘Sales Today’ LET’S TALK ► Ring the bell 🔔 on my profile to get notified about my posts. DM me 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 LunaMY GOAL ► It's all about 'good people doing good things in a good way'