Collaborative Selling Accelerator
Designed for professional B2B salespeople to develop a modern approach to winning business
Framework + content + platform to drive activity = sales resultsIs this for you? Take the quiz to find out
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
– 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 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?
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 out
Designed by professionals for professionals
Suitable for individuals and teams the materials have been developed to drive learning and activity that wins business IN REAL TIME
Learning Portal gives access to:
- Live vILT (virtual instructor led training) Sessions
- Live Hotseats account implementation
- Boxxstep buyer enablement platform
- VALUE Framework Digital Training
- Community membership
- Collaborative Selling Scorecard
- Rocky AI powered coaching chat bot
- PQ Self Audit
- Podcast special episodes
- 'Selling Through Partnering Skills' Book
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 the things that really make a difference in modern selling and put these in his 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 to change…?
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…