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Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, No 8. of 42 Best Podcast For Every Sales Professional 2020. Dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.

I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are the primary outcome of the business and marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale. The more focused you are on the customer outcome the more productive your sales process. More on Scale Your Sales website.

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Jan 2, 2021

My next guest is on Scale Your Sales podcast is Fred Copestake, the Sales trainer and consultant, and author of 'Selling Through Partnering Skills'. Fred believes that people can get better through learning and sharing, and with better collaboration, we can all really make a difference.

Fred and I talk about his book and why partnering, and collaboration is more important in sales today. Fred expresses why listening is critical and balancing long term and short-term demands between the buyer and supplier along with customer success.

00:00 Fred Copestake - Not Gamification but Realification Deliberate Practice in Real Life.

03:53 Why gamification does not excite Fred, but realification does?

08:47 What is the highest praise given to a salesperson by the customer or buyer?

09:32 What is a good sign to salespeople should look for?

11:44 What the consequence of product selling?

12:26 Summary of what I love about the book, Selling Through Partnering Skills.

13:41 The book builds on the good foundation of sales methodology.

16:32 Pain and gain at the same time achieve more.

19:00 Long-term relationships scale your sales.

21:54 Talk about the deal and the plan.

22:37 We are still talking about Customer Success.

23:20 Hero is Dad