Blog
Selling IT: Understanding the role of the IT Director
How to be successful selling IT Practical advice for salespeople selling IT based on conversations between experienced sales training consultant Fred Copestake and IT Director Scott Wilson-Benner Fred: Welcome to this special episode of the Selling Through...
What are the challenges of modern selling?
The challenges Over the last 22 years, I've been around the world 14 times, and I've worked in 36 countries with over 10,000 salespeople. And what I've seen particularly more recently is that the challenges that salespeople face fall into three main categories. The...
Don’t Sell!
Why what you think works does not… and what to do instead Practical sales advice based on conversations between experienced training consultants Fred Copestake and Clare O’Shea Fred - So here we are again, discussing ‘Don’ts’ . And this is one that you brought to the...
Selling is easy
Or is it? I recently interviewed Marcus Cauchi for a podcast and his response to one of my questions about what a professional B2B salesperson is trying to achieve really stuck with me. I think it is worth sharing to allow those who really care about what they do to...
Don’t Meet!
Why what you think works does not… and what to do instead Practical sales advice based on conversations between experienced training consultants Fred Copestake and Clare O’Shea Fred - Welcome to this episode in the Don't series where we are going to discuss ‘Don’t...
Don’t Overdeliver!
Why what you think works does not… and what to do instead Practical sales advice based on conversations between experienced training consultants Fred Copestake and Clare O’Shea Clare: Great to see you again Fred. Todays DON’T for salespeople is ‘Don't...
Don’t Make Friends!
Why what you think works does not… and what to do instead Practical sales advice based on conversations between experienced training consultants Fred Copestake and Clare O’Shea Clare: Nice to see you again Fred. The next DON’T is ‘Don't Make Friends’. This is one...
Don’t Gift!
Why what you think works does not… and what to do instead Practical sales advice based on conversations between experienced training consultants Fred Copestake and Clare O’Shea Clare: Hi there. Fred. Nice to see you again. Today's DON’T is ‘Don't Gift’. So don't...
My Why – Fred Copestake
My name is Fred Copestake founder of Brindis a sales training consultancy. I work with people in complex B2B sales to help develop a more modern collaborative approach. Over the last 22 years, I've travelled around the world 14 times, I’ve visited 36 countries and...
Don’t Be Persistent!
Why what you think works does not… and what to do instead Practical sales advice based on conversations between experienced training consultants Fred Copestake and Clare O’Shea Clare Welcome back. In today's Don't Series offering, we're talking about ‘Don’t Be...
Don’t Cold Call!
Why what you think works does not… and what to do instead Practical sales advice based on conversations between experienced training consultants Fred Copestake and Clare O’Shea Fred: In this episode, we're going to talk about Don’t Cold Call and that's one that...
Don’t Present!
Why what you think works does not… and what to do instead Practical sales advice based on conversations between experienced training consultants Fred Copestake and Clare O’Shea Fred: So, in this episode of the Don't Series, we're looking at Don't Present, and this is...