Experience

Brindis

• Chile
• Events Services

• Founder

  • Jan 2004 - Present

  Leading a specialist sales training consultancy dedicated to Collaborative Selling 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. By identifying the things to change to achieve maximum impact Brindis can help deliver the outcomes… Show more Leading a specialist sales training consultancy dedicated to Collaborative Selling 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. 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. Our work now concentrate on championing 'Collaborative Selling' which we deliver through the 12 week Accelerator programme and ongoing Academy

• Sales Trainer

  • Jan 2004 - Present

  Supporting the Collaborative Selling Accelerator and Academy by designing and delivering real life and virtual sessions to improve sales performance Areas covered include: - Sales - Negotiation - Account Management - Presentation Skills Training can be delivered in English or Spanish

• Sales Coach

  • Jan 2004 - Present

  Using a pragmatic rather than dogmatic approach to work with sales professionals to help them achieve results. - Embedding learning from training - Using opportunity management techniques - Preparing for pitches and presentations - Shifting performance blockages - Planning account activity - Designing personal development plans

• Host - Collaborative Selling Summit

  • Aug 2021 - Sep 2021

  Virtual Collaborative Selling = Selling for the modern era. This one-day online event is designed for Sales Specialists. Are you: - - In B2B, complex sales? - Involved in high values sales? - Sales Executive, Account Manager, Business Development Manager? - Responsible for winning business? This is for you and your colleagues if:- - You have a sales team - You drive sales via indirect routes - You work with Partners; Channel Managers/ Distribution Managers… Show more Collaborative Selling = Selling for the modern era. This one-day online event is designed for Sales Specialists. Are you: - - In B2B, complex sales? - Involved in high values sales? - Sales Executive, Account Manager, Business Development Manager? - Responsible for winning business? This is for you and your colleagues if:- - You have a sales team - You drive sales via indirect routes - You work with Partners; Channel Managers/ Distribution Managers etc Follow our Think, Learn, Do method to get the most from the day. We believe in this concept so passionately and want to share it so the fee is purely to cover costs and all proceeds will be donated to B1G1. Timetable 08:00 Why Collaborative Selling? – Conquer the challenges of modern selling (Fred Copestake)​​ 09:00 Scale Your Sales - Master the art of the Trusted Advisor (Janice B Gordon) 10:00 Personal Branding – Maximising your impact using technology (Alexander Low)​ 11:00 The Other Side of Sales – Think like a buyer (Mark Schenkius)​ 12:00 Sales Stereotypes - How they help and hinder (Suchi Pathak) 13:00 KEYNOTE Flt LT Zane Sennett - RAF Red Arrows 14:00 Sell With Insight: Using scorecards to discover and share value (Daniel Priestley) 15:00 Video in Selling - The modern buyer requires a modern seller (Mario Martinez Jr)​​ 16:00 Psyche to Sell - Beat the bots (Anita Nielsen) 17:00 The Perfect Close – The secret to winning more deals (James Muir)​​ 18:00 Let’s Do The Time Warp Again - The evolution of sales (Quiz Show with special guest host)​​ ​ All day event suitable for multiple time zones Times in GMT https://lnkd.in/drSzakPS



Brindis Gulf

• Professional Training and Coaching

• Co-Founder

  • Feb 2022 - Present

  Dubai, United Arab Emirates Educating the sales force of yesterday into the powerhouse of tomorrow Changing the face of sales training making the Collaborative Selling Accelerator available to all sales professionals in the region No more 'training days' of the past Welcome to practical learning and activity that wins business in real time The unique solution to personalising training includes : - Live vILT (virtual instructor led training) Sessions - Live Hotseats account… Show more Educating the sales force of yesterday into the powerhouse of tomorrow Changing the face of sales training making the Collaborative Selling Accelerator available to all sales professionals in the region No more 'training days' of the past Welcome to practical learning and activity that wins business in real time The unique solution to personalising training includes : - Live vILT (virtual instructor led training) Sessions - Live Hotseats account implementation - Boxxstep buyer enablement platform - VALUE Framework Digital Training - Collaborative Selling Scorecard - Rocky AI powered coaching chat bot - PQ Self Audit - Podcast special episodes - 'Selling Through Partnering Skills' Book Show less



Hybrid Selling

• Professional Training and Coaching

• Author

  • Jan 2022 - Present

  Are you ready for the next evolution of sales? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers. Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success. The book 'Hybrid Selling - How salespeople can use a complete approach to drive opportunities in the new world of… Show more Are you ready for the next evolution of sales? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers. Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success. The book 'Hybrid Selling - How salespeople can use a complete approach to drive opportunities in the new world of sales' acts as a guide in this area It covers - What are the essentials of selling as a foundation for winning business - How virtual selling techniques and innovative tools can give you an edge - How to manage sales opportunities based on delivering outcomes - Why salespeople must embrace the skill of leading customers - What value really is and how to create it with – and for – customers - The key elements needed to expand meaningful business relationships Show less



Selling Through Partnering Skills

• Professional Training and Coaching

• Author

  • Aug 2020 - Present

  ‘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… Show more ‘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. Show less



Sales Today

• Professional Training and Coaching

• Podcast Host

  • Sep 2020 - Present

  Originally called 'Selling Through Partnering Skills', the show rebranded in January 2022 to reflect broader discussions on things affecting the world of sales and what sales professionals need to do to stay relevant now and in the future. Episodes are based on discussions around: - Collaborative Selling - Hybrid Selling - Specific skills and tactics (eg Video in Selling or Understanding Procurement) - Mini series (eg 'Trust or Bust' or 'Selling IT') Host Fred… Show more Originally called 'Selling Through Partnering Skills', the show rebranded in January 2022 to reflect broader discussions on things affecting the world of sales and what sales professionals need to do to stay relevant now and in the future. Episodes are based on discussions around: - Collaborative Selling - Hybrid Selling - Specific skills and tactics (eg Video in Selling or Understanding Procurement) - Mini series (eg 'Trust or Bust' or 'Selling IT') Host Fred Copestake is Founder of Brindis, a sales training consultancy, and author of 'Selling Through Partnering Skills' and 'Hybrid Selling'. He is an expert in helping salespeople around the world improve their performance and unleash their full potential. Connect with Fred on LinkedIn, Facebook, Instagram and Twitter. www.linktr.ee/fredcopestake Show less



Konsälidön

• United Arab Emirates
• Business Consulting and Services
• 1 - 100 Employee

• Partner

  • Mar 2021 - Present

  Dubai, United Arab Emirates We are at a crossroads. Ideas and models which defined the consulting industry are no longer as effective and viable as they were in the past. Clients expect more from their advisors as they require that much more to survive in today’s market. Konsälidön is the tipping point ushering in the new era in consulting. We have built a first-of-its-kind digital platform to connect organizations with consulting teams more efficiently than in the traditional consulting partnership model… Show more We are at a crossroads. Ideas and models which defined the consulting industry are no longer as effective and viable as they were in the past. Clients expect more from their advisors as they require that much more to survive in today’s market. Konsälidön is the tipping point ushering in the new era in consulting. We have built a first-of-its-kind digital platform to connect organizations with consulting teams more efficiently than in the traditional consulting partnership model. Our platform enables us to operate an agile, decentralized and distributed global consulting firm with very low overheads – which means that our clients see work with senior experts for faster more impactful results. This, we believe, is the future of consulting. Show less



Loughborough University School of Business and Economics

• United Kingdom
• Higher Education
• 1 - 100 Employee

• Associate Lecturer

  • Apr 2016 - Present

  Loughborough Delivery of modules on Masters programme



TTM Associates Ltd

• United Kingdom
• Business Consulting and Services
• 1 - 100 Employee

• Senior Management Consultant

  • May 2018 - May 2021

  Designing and delivering management and leadership programmes for clients in Europe and the Middle East. Our Award-Winning approach focuses on developing the organisation’s most important asset: People It sparks innovation and prepares them to cope with change and make the best out of every opportunity. The ultimate goal is to cohesively help companies to fully integrate their Business Strategy, Talent Strategy and people’s Behaviours to deliver ultimate and innovative… Show more Designing and delivering management and leadership programmes for clients in Europe and the Middle East. Our Award-Winning approach focuses on developing the organisation’s most important asset: People It sparks innovation and prepares them to cope with change and make the best out of every opportunity. The ultimate goal is to cohesively help companies to fully integrate their Business Strategy, Talent Strategy and people’s Behaviours to deliver ultimate and innovative customer impression and value Show less



Maguire Training

• United Kingdom
• Professional Training and Coaching
• 1 - 100 Employee

• Client Director

  • Jun 2011 - Oct 2012

  Maguire Training is one of the UK's leading L & D companies offering a global service specialising in tailored training and development solutions to both the private and public sectors. Through working with market-leading clients the company has developed a way of doing business that has been universally embraced by clients because of the impact on their organisations. The 'total L & D solution' supports continual business growth through people development. Specialisms: Leadership… Show more Maguire Training is one of the UK's leading L & D companies offering a global service specialising in tailored training and development solutions to both the private and public sectors. Through working with market-leading clients the company has developed a way of doing business that has been universally embraced by clients because of the impact on their organisations. The 'total L & D solution' supports continual business growth through people development. Specialisms: Leadership, Management, Sales & Customer Service, Personal Development, E-Learning, HR Services, L&D Consultancy Show less



Grupo Modelo S.A. de C.V.

• Mexico
• Food & Beverages
• 700 & Above Employee

• Head of Coronacademy

  • Jul 2004 - Dec 2009

  International Corona Extra brewer Grupo Modelo wanted to establish training and development capabilities for the EMEA market. The opportunity arose as the sales structure for the popular Mexican beer involved selling through a different distributor in each of the countries in the territory. Through close consultation it was established that not only would sales person’s competence be improved but also that their engagement would be increased – both key factors for growth needed in new areas. As… Show more Corona Extra brewer Grupo Modelo wanted to establish training and development capabilities for the EMEA market. The opportunity arose as the sales structure for the popular Mexican beer involved selling through a different distributor in each of the countries in the territory. Through close consultation it was established that not only would sales person’s competence be improved but also that their engagement would be increased – both key factors for growth needed in new areas. As such the ‘Coronacademy’ was born. Based at the Brussels headquarters a number of ‘open’ course were offered including ‘Selling to the On-Trade’, ‘Selling to the Off-Trade’, ‘Planning and Implementing Promotions’, ‘Sales Leadership’ and ‘Brand Management’. Development work was also undertaken ‘in-country’ to overcome language barriers and to assist with market specific challenges. A number of processes and planning tools were developed for both internal and distributor sales people and their managers, many of which are still used today. Show less

• Principal Consultant

  • Jan 2004 - Dec 2009

  Responsible for running Corona Extra's European Training Academy, a project that delivered training and consultancy work in some 18 countries working in both 'On' and 'Off' Trade. Specialisms: Sales, Key/National Account Management, Negotiation, Management, Leadership, Brand Selling, Channel Management/Selling Through Distributors, Planning and Selling Promotions, Brand Management, Marketing, Team Building, Customer Service,



Structured Training

• United Kingdom
• Primary and Secondary Education

• Consultant

  • Mar 1998 - Jan 2004

  Design and delivery of training programmes (courses, workshops, seminars etc), conference speaking, consultancy projects. Specialisms: Sales, Key Account Management, Negotiation, Team Building, Customer Service, Management



IMI Norgren

• India
• Machinery Manufacturing
• 1 - 100 Employee

• European Business Development Manager

  • May 1995 - Mar 1998

  Developing and implementing sales strategy by country. Including internal company/distributor support, promotional campaigns, key account activity etc

• Product Manager

  • Jun 1994 - May 1995

  Managing mixed product portfolio, NPD, market analysis, competitor tracking, technical support, creation of training/promotion material

• Assitant Product Manager

  • Dec 1993 - Jul 1994

• Marketing Projects Co-ordinator

  • Jun 1993 - Dec 1993