Suitable for individuals and teams the materials have been developed to drive learning and activity that wins business IN REAL TIME
Membership gives access to:
- Digital (videos, documents, worksheets, templates)
- Community (support, coaching, best practice, challenges, chat)
- Livestreams (training, accountability, Q&A, guest speakers)
- 30-day Kickstarter Course
- Collaborative Selling Summit recordings
- B1G1 donation
Where it began...
On Monday 15th August 2022 Brindis Founder Fred Copestake decided 'enough was enough'
Frustrated with how many salespeople were not being prepared to deal with the changes they now face he made a commitment to do something about it
The Collaborative Selling Academy and how it is presented to you is a result of that...
Sales people are being hung out to dry.
Come on, look.
The world of sales is changing. It's changing faster than ever before.
Yet sales people aren't being prepared to deal with this.
Now I get it, some don't understand and aren't wanting to make the changes themselves, but some do and sales management and their companies aren't helping them with this.
It's not right.
You're setting people up to fail.
I can't stand by and let this happen.
So I'm gonna do something about it.
I'm not sure exactly what yet, but I know that what I can do is take the material from the Collaborative Selling Accelerator and make it way more accessible for more people.
We're gonna do that somehow.
My team are gonna love me for this, making the commitment for it now.
Watch this space.
We're gonna get this stuff out for people so that they have got a fair crack at getting the results that they're looking for.
Fred Copestake 15 August 2022
Selling has evolved
Chronology of sales focus
‘50s – Process
‘60s – Personality
’70s – Benefits
‘80s – Closing
‘90s – Needs
‘00s – Value
‘10s – ‘Sales Stature’
’20s – Collaboration
Today’s success is based on being:
- More focused and effective in selling activity
- More modern in approach and technique
- More aligned to own, organisational and customer goals
The world of sales has changed
Evolution and revolution has led to some common modern sales challenges
‘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
– 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
– this is being misaligned. It can happen at organisation, management and individual level and means that the confusion leads to frustration and wasted effort
You can change
Counter ‘Busy Busy Busy’ by become more effective.
- Prepare to make the most of opportunities
- Plan to balance work to reduce stress
- Process to focus on the right activity
Counter ‘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
Counter ‘Muddled Mindset’ by creating better alignment through
- Clarity within the organisation
- Coaching by management
- Confirming for individuals that their approach is consistent with top performance
You can be part of the movement using modern thinking, tools and technology to make a difference in sales and be proud to move the profession forward in the modern era
Collaborative Selling Academy is built around the VALUE Framework
Validate - How to check fit for doing business
Align - How to prepare to work together
Leverage - How to make a sales approach
Underpin - How to present, prove and agree
Evolve - How to develop the business
We use Partnering Skills (PQ) to develop a collaborative mindset
Ability to trust. Do you give people your trust, or do they have to earn it?
Comfort with change. Are you comfortable changing not just the status quo, but your own status quo?
Comfort with interdependence. Can you allow your partners to accomplish their assigned activities, even if they don’t do it the way you would?
Self-disclosure and feedback. Can you easily disclose and articulate your needs, as well as express your appreciation or disappointment?
Win-win orientation. Do you employ a problem-solving approach that creates wins for all concerned?
Future orientation. Do you look to the future rather than the past in evaluating your business relationships?
Learning curve – the steeper the better because means faster time to results
The Collaborative Selling Academy interventions are designed to give smoother ‘speed to competence’ – it balances fast with effective.Buy Now
Designed by professionals for professionals
Fred Copestake is Founder of Brindis, a sales training consultancy
Over the last 22 years he has travelled round the world 14 times visiting 36 countries working with 10,000 salespeople
Using this to understand the challenges salespeople face he has taken what really makes a difference in modern selling and used these in his book 'Selling Through Partnering Skills’.
These ideas form the basis of his work with sales professionals involved in complex B2B sales to develop their approach and ensure it is up to date and has maximum impact.
Aware of the unprecedented speed of change in the world of sales in his second book 'Hybrid Selling' he addressed how salespeople can adapt and evolve their approach to avoid becoming irrelevant. This quickly went to number one on Amazon after it’s launch.
He has a strong belief that people can get better through learning and sharing, and that with better collaboration we can all really make a difference.
Brindis is a specialist sales performance consultancy run by consultants for clients.
By having direct interaction with stakeholders we are better able to deliver required outcomes more effectively.
We are all about ‘performance enhancement’ for the people we work with and all over the world Brindis has worked with clients to improve the results of both individuals and teams.
The premise is simple, ‘if you always do what you’ve always done, you always get what you’ve always got’.
By identifying the things to change to achieve maximum impact Brindis can help deliver the outcomes desired by sales people, managers and the organisation in general.
Change by chance or chance to change…?
The small (but important) stuff:
The Collaborative Selling Academy is about delivering results which is why we encourage you to attend a free workshop to see if it suits you and to make sure our philosophies match.
It is not for everyone and in line with a true collaborative mindset want to ensure our mutual success.
Whilst we will do everything we can to help our members achieve their results ultimately they must commit to the activity that will drive the outcomes they desire
A key lesson of Selling Through Partnering Skills is to be selective and we practice this as it helps us maintain high standards
Brindis supports B1G1 giving projects
For every participant we will make a donation do that a less privileged person can also learn
Imagine if you could change lives every day just by doing what you do…