Fred is the author of 'Selling Through Partnering Skills' and the principal consultant at Brindis, the consultancy he founded in 2004. A major project for Brindis being the planning and implementation of the 'Coronacademy'. Working with Grupo Modelo, the Mexican brewer of Corona Extra, he oversaw training and other development initiatives for its EMEA distributors.

Fred has worked in more than 35 countries delivering projects that range from developing sales skills for Middle Eastern healthcare companies to account development and sales leadership in Latin America and Europe for IT and engineering multinationals.

In this episode, Fred shares his experience and knowledge to help us become better at building trust with clients that drive predictable growth. Insights he shares include:

There is a lot of hype around sales and a big number-crunching focus, but what does sales really entailBuilding trust with clients by partnering with themHow to introduce this idea of partnering and its development process within an organizationWhat is PQFred's framework to develop our partnering skillsIndicators to know that you have built enough trust with clientsBuilding trust with clients by having a good dialogueHow to get comfortable with interdependence and outcome enabled plansA key element to building trust with clients that most salespeople get wrongHow to bring the various elements to bring value to a clientand much much more...