Too many sellers treat sales like a checklist. It’s not.

Sales is a system - and when every part is strong, the whole thing works better.

In this special recap episode, we take a step back to zoom out and review the 15 core skills, tools, and mindsets covered so far on Sales Today.

Whether you're new to the series or have been with us since episode one, this is your chance to assess, reflect, and reset your approach to modern ethical selling.

What’s Covered:

• The 15 essential skills for modern B2B selling
• Why sales isn’t just a series of disconnected activities
• How each skill fits into a connected, customer-first system
• The #1 question you need to ask: Where should I focus next?
• A simple scoring exercise to guide your personal development

The 15 Essentials Recapped:

1. Ideal Customer Profile

2. Value Proposition

3. Sales Messaging

4. Account Planning

5. Change Drivers

6. Customer Value

7. Sharing Insights

8. Asking Better Questions

9. Structuring Sales Meetings

10. Writing Proposals

11. Delivering Presentations

12. Storytelling

13. Focusing on Outcomes

14. Running Better Reviews

15. Relationship Building

This Week’s Action Step

- Score yourself from 1 to 5 on each of the 15 areas (listed above).
- Avoid choosing 3 - force a choice!

Then:

- Focus first on your lowest scores.
- Strengthening weak links will lift your whole system.

Need a full scorecard template? Message Fred on Linkedin

Resources:

Fred’s books:
• Selling Through Partnering Skills
• Hybrid Selling
• Ethical Selling

Connect with Fred on LinkedIn to share your thoughts and hear more.

https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://bit.ly/4o3XbgB

Sales Today – for professionals doing things the right way.