From Engineering to Enablement: Building Sales Processes That Work

Melissa Madian, the charismatic founder of TMM Enablement and the self-styled Chief Fabulous Officer, brings her vibrant personality to our latest podcast episode, where sales enablement meets storytelling magic.   Discover how Melissa's unique blend of humour and authenticity can redefine your sales approach and why infusing your true self into your professional persona isn't just acceptable - it's essential.   This episode challenges the traditional notion of professionalism, encouraging salespeople to find their voice and make meaningful connections through genuine, relatable narratives.   Melissa shares her customer-centric sales approach, where providing the right tools and training isn't just beneficial - it's transformative.   Learn how focusing on existing client relationships can be a goldmine for growth, and why solving customer problems rather than just pushing products is the secret to long-lasting success.   From first contact to nurturing long-term loyalty, this conversation highlights creating memorable customer experiences and highlights the overlooked power of exceptional service.   Rounding out our episode, we explore the art of making the customer the hero of their journey, with sales enablement strategies that empower sales teams to do just that.   Melissa shares insights on tackling performance dips,  addressing the importance of continuous skill enhancement and professional curiosity.   With a light-hearted close and an invitation to challenge your own sales strategies with our collaborative selling scorecard, this episode is packed with engaging content and actionable insights for anyone looking to elevate their sales game.    Chapters: 00:00 – Getting Salespeople Up to Speed 00:22 – How to Structure a Success Story 07:52 – What Is Sales Enablement? 08:55 – The Full Customer Lifecycle 12:48 – Sales with Service in Mind 16:26 – Context and the Role of Enablement 18:20 – Engineering Principles in Sales 25:15 – Why Stories Matter in Selling 33:09 – Melissa's Book: Enabler? I Hardly Know Her! 34:00 – Where to Find Melissa   Links and Resources Connect with Melissa  https://www.linkedin.com/in/melissamadian/ Website: https://melissamadian.com/ Buy the Book: Enabler? I Hardly Know Her!   Follow Fred: https://linktr.ee/fredcopestake   Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube: https://bit.ly/SalesTodayPodcast_MelissaMadian    

You nailed the first step and got the meeting - now what? Most salespeople squander this critical opportunity by running a tired "Discovery Meeting" that serves only them.   Sales differentiation expert and contrarian, Lee Salz, is back as a guest for a third time to expose why the old ways are fundamentally broken and reveal the Consultation Mindset that must replace them.   Based on his new book, The First Meeting Differentiator, Lee shares a hard-hitting, practical framework for success.   Inside this episode, you will learn to kill your ego-centric "discovery" script, understand and actively combat the "Forgetting Curve," and leverage "Empathetic Expertise" to engage emotion (not just logic) in order to drive action.   Lee details the single most important question you must ask at the very end of the meeting to lock in the next steps. If you're tired of sending information only to be ghosted, this episode is the essential blueprint for creating genuine meaningful value that makes prospects want to partner with you.   In This Episode, We Discuss:   The conversation kicks off with a look at The Necessary Death of Discovery Meetings, revealing exactly why the typical focus on "what I need to ask" and "what I need to tell them" is an egocentric, value-less approach for the prospect.   This leads directly into The Doctor Analogy, showing how shifting to a Consultation Mindset ensures the client gains meaningful value - making the entire interaction worth their time, regardless of whether they ultimately buy your product.   Lee then delivers his Sales Contrarian Manifesto, arguing that "Sales is a numbers game" is the worst advice ever and explaining precisely why you should limit your prospecting to ensure you can personalise every interaction, valuing quality over quantity.   Following this, we look at how to Stop Suffering from the Sales EKG Effect, identifying the danger of believing "you're only as good as your last sale" and outlining the forward-looking focus you must have instead.   Next, Lee dives into the critical strategy of engaging both the Head & Heart through Empathetic Expertise, revealing how even the legal system uses emotion to drive decisions, and sharing a simple method for arousing your client's feelings to ensure the deal doesn't "fizzle out."   This emotional engagement is key to combatting The Forgetting Curve, as Lee explains how to use powerful stories, rather than boring features and benefits, to ensure your client remembers more than six minutes of your hour-long meeting.   As the conversation wraps up, Lee discusses The ONLY acceptable ending to a first meeting, detailing how to confidently close the consultation by asking the partner-focused question: "How did we do today?" and then immediately scheduling the next interaction.   The episode concludes by highlighting the crucial mental shift between the Sales Process vs. Buying Process, an insight that will make your entire career easier and more effective.   Chapters: 00:00 Introduction to Sales Differentiation 02:56 The Importance of the First Meeting 06:05 Challenging Traditional Sales Mindsets 08:53 The Consultation Mindset vs. Discovery Meetings 11:59 Understanding Value in Sales 15:00 Empathetic Expertise in Sales 18:14 The Power of Storytelling in Sales 20:58 Closing the Meeting Effectively 23:59 The Buying Process vs. Sales Process   Links and Resources   Download Chapter 1 (Free!): Get Lee's first chapter of The First Meeting Differentiator: www.firstmeetingbook.com   Download the Tip Sheet (Free!): Grab the guide on 10 Ways to Provide Meaningful Value in your first meeting:  www.meaningfulvalue.com   Lee's Website: Learn more about Lee and his work:  https://salesarchitects.com   The Book: The First Meeting Differentiator by Lee Salz is available wherever you purchase your books.   Connect with Lee LinkedIn: https://www.linkedin.com/in/leesalz/   Connect with Fred LinkedIn: https://linktr.ee/fredcopestake   Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube: https://bit.ly/SalesTodayPodcast   If you enjoyed this episode, please subscribe, rate, and share with a colleague

Sales expert Steve Radford sheds light on the intricacies of the modern sales landscape, drawing from a rich 25-year career in sales.   His book, "How To Sell," distills these years of experience into 50,000 meticulously curated words, and in this episode, we explore the art of conveying complex sales concepts with clarity and precision.   Listen as we uncover the nuances of achieving win-win outcomes by challenging assumptions and involving customers in the process, all while leveraging the power of AI to refine sales strategies.   Discover the ethical backbone of successful selling as we navigate a seven-step conversational sales process that prioritises customer satisfaction.   From planning and engaging to understanding needs and proposing solutions, this episode highlights the significance of aligning sales strategies with both organisational and individual metrics for success.   Our conversation delves into the personal touch required in B2B sales interactions, advocating for solutions that resonate on both company and personal levels.   We also touch on the foundational mindsets necessary for successful sales, exploring how ingrained ways of thinking underpin effective behaviours.   Despite the tendency for some to skip mindset training, we discuss its long-term benefits and the importance of aligning sales training with fundamental selling philosophies.     Chapters: 00:00 - Modern Sales Strategies and AI Utilisation 11:49 - The Art of Ethical Sales 21:40 - Foundational Mindsets in Sales 30:01 - Enhancing Sales Skills Through Collaboration   Links and Resources Connect with Steve: https://www.linkedin.com/in/realsteveradford/ Steve's Book:   https://greatersales.com/howtosell   Follow Fred: https://linktr.ee/fredcopestake   Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube: http://bit.ly/3W7EAUi  

In this episode of Sales Today we explore the intricate world of sales in knowledge-intensive business services (KIBS) with our special guest, Diego Ramirez, who brings insights from his MBA journey at Warwick Business School.   We discuss the vital role of sellers in guiding customers toward informed decisions, especially in industries like consulting, law, accounting, technology, and creative sectors.    Diego shares his experiences and findings on the challenges these industries face amidst the rise of AI and new technologies, highlighting the need for a transformation in selling strategies.   Discover how KIBS operate like an onion with layers of knowledge, insight, and judgment, highlighting the importance of experience and expertise in mastering these services.   Listen in as we redefine sales approaches, focusing on the balance between methodologies and frameworks, and how aligning strategies with customer buying processes can boost effectiveness.   Discover the art, science, and engineering of sales, and learn about innovative ways to assess client readiness using matrices.   We also discuss the importance of recognising biases, addressing personal client goals, and fostering ethical selling that builds trust and long-term value.   Rewarding behaviours that nurture genuine relationships is key to sustainable success, and this episode provides insights into creating strong value propositions that meet client needs.   Chapters: 00:00 - Challenges in Sales for KIBS 12:33 - Refining Sales Approach and Value Proposition 27:44 - The Sales Approach Revolutionised   Links and Resources Connect with Diego:  https://www.linkedin.com/in/diegoramirezfigueroa/   Follow Fred: https://linktr.ee/fredcopestake   Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube: https://youtu.be/4EJMtsiJwP8  

Ever wondered how to transform mundane cold emails into memorable interactions?   Discover how Marc McDougall, a savvy freelance web designer, has cracked the code with his unconventional video email outreach methods.   By personalising each message with a touch of creativity, including a whiteboard with the recipient's name, Marc shifts the focus from quantity to quality, turning generic emails into genuine conversations that stand out in a crowded inbox.   Curious about the quirks that can capture attention in sales emails?   Get ready for some laughs as we explore how offbeat subject lines like "I'm trapped with a squirrel" can bypass the usual business jargon and resonate on a human level.   In a world where professionalism often equates to formality, Marc shares his insights on why embracing humour and authenticity can lead to more engaging and successful interactions.   Plus, we discuss a daring, albeit risky, tactic of misspelling names to pique curiosity, showing that even the boldest moves require careful consideration.   Want to leverage YouTube for business growth? Learn from Marc's innovative ideas on using the platform as a dynamic lead-generation tool.   His proposed "Drunk Design" series exemplifies how educational content can entertain while building brand influence.   The episode closes with Marc's approachable charm, offering listeners avenues to connect with him and access more of his valuable insights on his website.   Whether you're in sales or just looking to spice up your communication, this episode promises a refreshing take on standing out and making meaningful connections.   Chapters: 00:00 - Unconventional Video Email Outreach Strategies 08:34 - Unconventional Sales Email Strategies 20:33 - Engaging Sales Outreach Strategies   Links and Resources Connect with Marc:  https://www.linkedin.com/in/marc-mcdougall/ Website: https://marcmcdougall.com/   Follow me: https://linktr.ee/fredcopestake   Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube: https://youtu.be/NuusuRdk180  

In this episode of The Sales Today Podcast I speak with Bryan Cassady, author of Generative Organization. His book looks at how people and AI can work better together inside a business. The central idea is not about "using" AI but learning how to partner with it in the same way you would with a colleague. Brian explains why many leaders feel let down by AI. The problem is not the technology itself but the way it is asked to work. Just as you wouldn't tell an intern to "go make a sale" without guidance, AI also needs clear direction and context. Treated in the right way, it becomes more like a smart team member or even a muse that can spark new ideas. We connect this way of thinking with sales practice. Just as salespeople partner with customers rather than trying to push them, the most effective approach with AI is to collaborate with it. Brian shares how this can change the way salespeople prepare, research, and build proposals. From shaping better questions, to testing different perspectives, to anticipating how different stakeholders might react, AI can raise the quality of every stage in the sales process. We also explore the importance of mindset. Seeing AI as a vending machine that spits out quick answers will keep you average. Seeing it as a thinking partner that helps you clarify objectives, test ideas, and prepare for real conversations is where the real value lies. Brian argues that AI can make everyone slightly above average, but it still takes excellent people to lead the process and ensure it is applied well. Towards the end, we link Brian's ideas to the VALUE framework for sales: Validate opportunities by checking if what you offer really matters to the customer Align your research and preparation with what drives their business Leverage better questions and sharper conversations Underpin your proposals with clear, customer-focused messages Evolve towards outcomes that prove real value This is a lively conversation that blends practical sales thinking with a new way of looking at technology. If you've ever wondered how to work with AI in a way that makes you stronger in front of your customers, this episode is worth your time.  --------- EPISODE CHAPTERS --------- (00:00) - Collaborating With AI in Sales (07:32) - Maximising Sales With AI Collaboration (12:03) - AI Collaboration in Sales Conversations (24:04) - Effective Sales Strategies With AI (31:17) - Evolving Sales Strategies With Collaboration   Connect with Bryan  https://www.linkedin.com/in/bryancassady/ Website: https://genorg.ai/   Follow me: https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/

Uncover the secret to achieving consistent sales success by enhancing your emotional intelligence.   Join me, Fred Copestake, as I engage with James White, an experienced sales mentor and trainer, to explore how Daniel Goleman's five characteristics of emotional intelligence can revolutionise your sales approach.   James passionately advocates for listening over pitching and stresses the importance of truly understanding client needs to foster genuine connections. Our goal is to help you achieve consistent sales results, reduce stress, and enjoy a more balanced life.   We discuss how missing conversational cues can lead to lost opportunities, and how comparing human adaptability to AI highlights the need for a sophisticated understanding of tone.   While personality profiling tools like DISC can offer insights, James emphasises the critical importance of flexibility and self-awareness in real-time interactions to optimise engagement and success.   Empathy takes center stage as we discuss its transformative power in cultivating strong business relationships.   From small gestures like thank-you notes to understanding the evolving job landscape, we explore how empathy and emotional intelligence can set you apart as a trusted advisor, particularly in high-value service contexts.   Tune in to learn how these human skills will remain indispensable even as AI continues to advance, and discover how to harness them to elevate your sales strategy.       --------- EPISODE CHAPTERS --------- (00:00) - Importance of Emotional Intelligence in Sales (06:55) - Emotional Intelligence in Sales (19:13) - Empathy and Emotional Intelligence in Sales (28:40) - Qualification and Emotional Intelligence in Sales Connect with James: https://www.linkedin.com/in/jameswhitesales/ Website: https://www.jameswhite.business/   Follow me: https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/8fH1ac2AYuo

In this episode of Sales Today, I am joined by Brad Eather, a digital communications consultant and the creator of the Digital Sales Mastery framework.   Brad shares why LinkedIn should be treated as a communications tool rather than a marketing broadcast channel, and how salespeople can use it to connect with the right people in the right way.   The conversation explores the difference between influencers and business professionals, showing how salespeople can move from passively consuming content to engaging and producing it in a way that attracts the right audience.   Brad introduces his consumer–prosumer–producer model, explaining how to join the conversations that already matter to your industry instead of chasing leads through cold approaches.   Together we also discuss the REP framework for creating content that is repeatable, efficient and practical, and why simple, consistent messages are more effective than polished "personal brand" campaigns. They share how comments and short interactions can often lead to better opportunities than constant posting, and why giving away insights is not the same as giving away your competitive edge.   Brad also outlines his VIP framework—values, identity and prize—which draws on motivational psychology to help salespeople hold more relevant, meaningful conversations.   He closes with three practical tips for anyone starting out: build confidence by auditing your strengths, expect a learning curve and use it to refine your approach, and practise writing in comments to develop clarity and style.   This episode offers a refreshing take on how LinkedIn can support professional sales without falling into the traps of hype or gimmicks.   --------- EPISODE CHAPTERS --------- 0:00 – LinkedIn as a communication tool, not marketing 2:00 – What a digital communications consultant does 3:00 – Why most LinkedIn training misses B2B sales 6:00 – The consumer–prosumer–producer model 16:00 – The REP framework for practical content 29:00 – The VIP framework: values, identity, prize 32:00 – Three steps to get started on LinkedIn Connect with Brad: https://www.linkedin.com/in/brad-eather/ Website: https://www.tomorrowcommunications.com/   Follow me: https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/DKLwkifaUO8

What if a sudden layoff could lead to the career transition of a lifetime?   Meet Luis Alan, who after twenty years in IT, found himself navigating the thrilling world of tech sales at Deel.    Through his personal journey from technical support in Costa Rica to unexpected roles on cruise ships, Luis turned a layoff in the oil and gas industry into a springboard for success in sales.   He shares how LinkedIn became his secret weapon and how skills acquired from IT played an essential role in reinventing his career path.   The episode unpacks the art of career transitions, revealing how strategic networking and self-reflection can become catalysts for professional growth.   We dive into the power of technology, with tools like ChatGPT, to reassess career goals and align them with personal strengths.   By focusing on quality over quantity in job applications and networking, you can effectively increase your visibility and open doors to new opportunities.   Learn how engaging meaningfully on platforms like LinkedIn can elevate your professional profile and lead to tangible career advancements.   Finally, we uncover the tactics to excel in the sales interview process and ensure sales success through practical collaboration strategies.   From personalised outreach to hiring managers to practicing cold calls with innovative tools, discover how to stand out in a competitive job market.   Aligning personal beliefs with company values not only fuels genuine motivation but also ensures job satisfaction.   Tune in to gain insights into mastering the competitive sales environment and maximising your potential through collaboration, preparation, and strategic networking.   --------- EPISODE CHAPTERS ---------   (00:00) - Sales Success Through Interview Preparation (08:21) - Navigating Career Transitions Through Strategic Networking (19:41) - Strategic Networking for Job Success (25:35) - Mastering the Sales Interview Process (34:49) - Maximising Sales Through Collaboration   Connect with Luis: https://www.linkedin.com/in/luis-alan/   Follow me: https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://youtu.be/gc2iEhj_N4Q

In this third episode of the Sales Today podcast miniseries, sales tech expert Hanneke Vogels shifts the focus to how technology can elevate the right conversations with prospects and customers.   From virtual calls to face-to-face meetings, the discussion centres on using tech to prepare more intentionally, uncover fresh angles, and deliver conversations that help buyers think in new ways.   Hanneke highlights the often-overlooked art of meeting preparation - knowing your objective, anticipating the customer's goals, and having well-crafted questions ready.   She explains how accessible tools like ChatGPT can act as a personal assistant to uncover perspectives you might miss, suggest fresh metaphors, or even tailor your messaging to a customer's interests.   We explore how advanced meeting tech can go beyond recording and transcription, offering in-the-moment prompts, missed-question alerts, speaking-time analysis, and even sentiment insights to sharpen performance.   Alongside high-end tools, Fred and Hanneke also stress simple but impactful upgrades - like better audio, lighting, and on-camera presentation — that boost credibility and connection.   Topics include how to: • Prepare meeting objectives and customer-focused questions using AI assistants. • Spot new "angles" that open up richer, more valuable conversations. • Use meeting tech to track speaking time, monitor engagement, and capture key points. • Incorporate tailored metaphors to connect on a personal level. • Upgrade audio, video, and virtual presentation for stronger impact.   Whether it's a high-stakes strategic meeting or your next discovery call, this episode shows how to blend human skill with technology to have more intentional, valuable, and memorable conversations.   Connect with Hanneke: linkedin.com/in/hannekevogels   Follow me: https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://bit.ly/4fAclWV