Make it a Summer to remember
Set up for success for the rest of 2023
6 weeks of intense results focused training
The fastest way to learn about Collaborative Selling in form that pays for itself
Secure a place for £795
Also available -
the 'Collaboration in Action' offer
If you are salesperson and bring a buyer (your own procurement or any customer)
If you are a buyer and you sign up and bring a salesperson (your own company or a supplier you are working with)
That extra place costs just £1
Benefits of 'Collaboration in Action'
By learning together buyers and sellers can
- Understand why they do what they do
- Recognise what works in building relationships (and what doesn't)
- Identify live issues to explore
- Generate insight and new perspectives
- Target mutually beneficial high value projects
- Create rules of engagement
- Think and act like partners
This results in
- Building trust
- Improving communication and transparency
- Handling change
- Developing interdependence
- Focusing on the future
Too good to be true?
For the cost of £1 extra
Suitable for individuals and teams, this has been developed to drive learning and activity that wins business in REAL TIME
Spread over six weeks there is time to take the ideas and apply them with REAL CUSTOMERS:
Sessions are live streamed for maximum impact and interaction for REAL RESULTS
- 6 vILT (virtual instructor led training) Sessions
- AI powered coaching chat bot (Rocky.ai)
- PQ Self Audit
- Collaborative Selling Scorecard
- Option to integrate with Boxxstep buyer enablement platform
- Book - Selling Through Partnering Skills
All sessions are designed to drive real life sales activity based on the VALUE Framework
Prepare to collaborate
Fast access to a framework to drive 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
– 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 Sprint 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 all concerned?
Future orientation. Do you look to the future rather than the past in evaluating your business relationships?
Designed by professionals for professionals
Over the last 22 years Brindis Founder Fred Copestake has traveled round the world 14 times visiting 36 countries and working with over 10,000 salespeople
He has taken some of the things that really make a difference in modern selling and put these in my book 'Selling Through Partnering Skills’.
These ideas form the basis of work with sales professionals involved in complex B2B sales to develop their approach and ensure it is up to date and has maximum impact.
He believes that people can get better through learning and sharing, and that with better collaboration we can really make a difference
‘Selling Through Partnering Skills’ looks at the evolving world of sales and sets out what people need to do to refine their approach.
It explores how they can take it to the next level through understanding partnering intelligence (PQ) and using the innovative VALUE Framework. Classic, Consultative, Value Based and Enterprise selling are all considered using existing and more modern thinking, together with advice on practical application of the most relevant techniques.
Put simply, it helps individuals and businesses improve how they sell in the modern sales environment so they will achieve better results.
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 by change?
Grab the opportunity NOW
Every Thursday 2.00pm- 5.00pm (UK Time) for 6 weeks
Sprint starts 20th July 2023
Limited to 26 spaces
Special price of £795
(plus option of 'Collaboration in Action' place for £1)
The small (but important) stuff:
This Sprint is about delivering results which is why we enroll only if you are serious about working on yourself and your selling
It is not for everyone and in line with a true collaborative mindset we want to ensure our mutual success
For the same reason we limit the number of places
A key lesson of Selling Through Partnering Skills is to be selective and we practice this as it helps us maintain high standards
We 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…
Week 1 - Collaborate
- Growth mindset
- Evolution of sales
- Characteristics of a modern salesperson
- Introduction to PQ (Partnering Skills)
Week 2 - Validate
- Account portfolio management
- Qualification and ICP
- Developing value propositions
- Finding new business
Week 3 - Align
- Understanding DMU's
- Opportunity planning
- Selling value
- Social Selling
Week 4 - Leverage
- Preparing for action
- Managing meetings
- Advanced questioning
- Virtual Selling
Week 5 - Underpin
- Writing proposals
- Delivering presentations
- Using mutual action plans
Week 6 - Evolve
- Delivering outcomes
- Building relationships
How long is the Sprint?
How many people from one company can apply?
What is B1G1?
Who is the ideal person to attend?
What if I have no sales experience?
What is Rocky.ai?
What is the investment required?
What people say
"I recently attended a sales training course led by Fred about Collaborative Selling which concentrated on developing partnering skills to aid your sales process, build relationships and increase success rates. It was a great experience which helped me reflect on myself, what I do and how I do it. I would definitely recommend this course to other sales professionals - Fred’s got a unique delivery style and keeps material relevant and fresh. I also know I’ve got ongoing support from him if a challenge arises where I need a different perspective or some advice. Thanks Fred!"
Gemma Birkett - Business Devleopment Manager, EAO
"Fred is an amazing trainer! I completed sales training over a 6 week period, the training was very informative and was delivered effortlessly, Fred has the ability to catch your attention from the first session. He made every session interactive and enjoyable which kept us listening! Thanks to his coaching, I was able to improve and develop my current skills. Fred also, made the strategies easy to implement in my everyday tasks!"
Sharni Mandair - Business Development Manager, Flagship Partners
"I have completed Fred’s 6-session sales accelerator programme. He is an honest and straight-talking sales trainer, who gives practical advice that actually works in real life. In fact, I started putting it to use in real-time to build my new and improved sales process. The interactive format allows for valuable cross learning among participants. Also, Fred individualises his support when needed, which makes it particularly relevant. The insights Fred shares are critical if you want to sell in a more collaborative and authentic way. No gimmicks anywhere in the programme! I would highly recommend him to anyone looking to boost the sales effectiveness of their team"
Armand Brevig, M.Eng, MBA - Procurement Consultant, Procurement Cube
"The session was excellent in terms of content and delivery. Unlike many online courses I've attended it was not an endless stream of PowerPoint slides but a real person stood at a flip chart. The content provided was insightful and all useful to take-away and use. Some parts will need integrating into what we do but other small changes can be made immediately. Fred's engaging delivery style meant that he had my attention from minute one. Thanks Fred for a very worthwhile session"
Andrew Hawkworth - Business Manager, Spaghetti Maths Ltd
"Completing your collaborative selling course over the last 12 weeks, I can only say that I have changed my approach to the I go about performing with potential and current customers. One word, Breathtaking. Cheers Fred."
Andrew Cross - New Truck Sales Executive, Renault Trucks