Collaborative Selling Accelerator
Designed for professional B2B salespeople to develop a modern approach to winning business
Framework + content + platform to drive activity = sales results
Is this for you? Take the quiz to find out
Think
Learn
Do
Content + framework + platform to drive activity = sales results
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
‘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 effort
How do these affect you?
Without addressing these individuals and organisations will get left behind by those that do understand and act now
Is this for you? Take the quiz to find outYou 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 Accelerator is built around the VALUE Framework
Validate - How to check fit for doing business
Align - How we can 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?
Accelerated Learning
Learning curve – the steeper the better because means faster time to results
The Collaborative Selling Accelerator programme interventions are designed to give smoother ‘speed to competence’ – it balances fast with effective.
Is this for you? Take the quiz to find outDesigned by professionals for professionals
What’s included?
Suitable for individuals and teams the materials have been developed to drive learning and activity that wins business IN REAL TIME
- LIVE vILT (virtual instructor led training) training sessions
- LIVE coaching account implementation sessions
- Boxxstep buyer enablement platform
- Access to Collaborative Selling Blueprint digital resources
- VALUE Canvas (opportunity management tool)
- Collaborative Selling Scorecard
- PQ Self Audit
- Access to Sales Today podcast special episodes
- Product or Problem Quiz
- 101 B2B Sales Tactics Book
- Access to Brindis Bots (AI assistants)
- B1G1 'performance' donations
- 'Selling Through Partnering Skills' Book
- LIVE Introduction to Ethical Selling workshop
Fred Copestake is founder of Brindis
Over the last 25 years he has travelled round the world 14 times visiting 38 countries working with 10,000 salespeople
Using this to understand the challenges salespeople face he has taken what makes a difference in modern selling and explored this 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.
Fred's third book is 'Ethical Selling' and he is host of the popular Sales Today podcast
When Fred is not delivering training to UK or international clients, he can be found enjoying rugby, cricket and time with his wife and cats.
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.
The way customers decide and buy has changed. Modern sales teams focus on understanding and helping their customers buying committees. Boxxstep offers three stages of buyer engagement and enablement.
At their heart is your customers business problems, buying process and buying committee people.
Problem - What do you know about your prospects business problems and needs? Where do you capture and manage this information?
Process - Your prospects decision process is complex and difficult. How can you help them and reduce the risk of a do nothing outcome?
People - Who’s in the buying committee? What are the roles, reporting lines and internal dynamics? What’s important to them?
Change by chance or chance to change…?
Take the quiz to find out if this is for you and your team
Call 01623 702485 to find out more or apply for a place
The small (but important) stuff:
This Accelerator is about delivering results which is why we encourage you to take the quiz to see if it suits you and we will talk to you to make sure we have a match.
It is not for everyone and in line with a true collaborative mindset want to ensure our mutual success.
For the same reason we limit the number of places on each Accelerator we run and how many clients we can deliver ‘Small Team’ and ‘Corporate’ versions for at any time.
A key lesson of Selling Through Partnering Skills is to be selective and we practice this as it helps us maintain high standards
Our Accelerators support 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…
