Matthew Lakajev - Sales prospecting: Massive action

Today I am joined by Anna Corless, a global purchasing manager with a rich background in the chemical industry.

 

We discuss the art of negotiation without pressure, the synergy of sales and procurement strategies, and how transparent communication can drastically shape the outcome of business deals.

 

Anna’s wealth of knowledge offers a rich perspective on steering clear of aggressive sales tactics and fostering a collaborative environment that benefits all parties involved.

 

Anna and I reflect on the value of being well-informed and how this can safeguard against the erosion of trust.

 

Amidst a business landscape reshaped by COVID-19, we examine the newfound importance of trust and the delicate professional boundaries necessary for healthy partnerships.

 

We discuss innovations born from necessity during the pandemic and how these adaptations have led to more robust supply chains and risk management practices.

 

The conversation reveals how crises can create stronger bonds and the key role that thorough vendor evaluation now plays in preparing for future uncertainties.

 

We turn our focus to the future, examining the strategies and communication tools that can streamline the buyer-seller journey.

 

From the importance of clear, transparent pricing to the subtle art of optimising email footers, we discuss practical takeaways for anyone in the field of sales and procurement.

 

Anna shares wisdom from the buyer's perspective, providing a clearer understanding of what they truly need from salespeople.

 

This episode has practical takeaways for anyone navigating the intricate world of sales and procurement.

 

--------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------

 

(0:00:00) - Collaboration Between Buyers and Salespeople

Buyer-seller relationships, involving technical experts, clear communication, and transparency are crucial in procurement and sales strategies.

 

(0:08:48) - Collaboration and Communication in Business

Nature's procurement challenges in made-to-order industries, emphasising early engagement, clear communication, and becoming a preferred partner.

 

(0:17:15) - Building Trust and Understanding Buyers

Trust is fragile and takes time to build, balance research and respect, avoid crossing boundaries in business relationships.

 

(0:21:31) - Navigating Supplier Relationships Post-Covid

COVID-19 exposed vulnerabilities in global supply chains, leading to innovative solutions and a focus on risk assessment and vendor management.

 

(0:29:55) - Sales Tips and Buyer Insights

Nature's frustrations for buyers, importance of early engagement, avoiding short-term gains, internal communication, doing homework, transparent communication, personal preferences.

 

(0:35:44) - Optimising Email Footers for Communication

Importance of including contact info in email footers, psychological impact of email sign-offs, and gratitude for engaging discussion.

 

Follow Anna

https://www.linkedin.com/in/anna-corless-61a21854/

 

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https://linktr.ee/fredcopestake

 

Take the Scorecard

https://collaborativeselling.scoreapp.com/

 

Watch this episode on YouTube

https://youtu.be/qCdcEhVrqnw

 

Join me in my latest exploration into the art of modern selling, where I unpack the strategies and techniques that can transform the way you approach your sales game.

 

I kick things off by discussing the invaluable partner mindset and how to shine a spotlight on potential client interests, engaging them with insightful questions and listening intently.

 

I'll walk you through the VALUE framework, a cornerstone of effective partnering, starting with 'Validate' to ensure you're targeting the right customers and crafting a compelling value proposition.

 

Listen on as we delve into aligning with customers through research, account planning, and fostering a collaborative relationship that benefits both parties.

 

As the conversation progresses, I cover successful sales meetings, emphasising the power of asking the right questions.

 

You'll learn about the 'ask before tell' philosophy and how it can lead to a deeper understanding of client needs.

 

I also touch on modern tools like digital sales rooms and the significance of human connection.

 

Later on, I address collaborative selling, where validation, prospecting, and the effective use of virtual meeting platforms come into play.

 

The session wraps up with a dive into the fast track to sales competence through structured training approaches.

 

So tune in, take notes, and get ready to transform your sales game.

 

------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------

 

(0:00:00) - Effective Modern Selling Strategies and Techniques

Adopt a partner mindset in modern selling using the VALUE framework to validate, align, and collaborate with customers.

 

(0:09:56) - Effective Sales Meeting Strategies

Nature's transformative power lies in asking the right questions, using AIDA framework, digital sales rooms, and human connection.

 

(0:20:10) - Collaborative Selling Strategies and Techniques

Collaboration, validation, prospecting, account plans, virtual sales meetings, storytelling, negotiation, and structured training for sales success.

 

Follow me

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Take the Scorecard

https://collaborativeselling.scoreapp.com/

 

Watch this episode on YouTube

https://youtu.be/pJ8SjeUnLKk

Ever wonder how the best salespeople make you feel like they're solving your life's problems rather than just selling you something? That's the magic Richard Harris, author of "The Seller's Journey," sheds light on in our latest episode.

 

Together, we peel back the layers of the modern sales process, focusing on the art of crafting a buyer's experience that resonates on a personal level.

 

Richard's insights offer a fresh perspective on the dynamic interplay between recognising a customer's pain points and establishing the kind of trust that turns interest into action.

 

The sales world is ever-evolving, and today's top sellers are taking a page from the marketer's playbook.

 

Personalisation isn't just a buzzword; it's a strategy that's helping sales professionals stand out in a crowded marketplace.

 

 In this episode, we reminisce about how the iPhone revolutionised customer expectations and how this legacy informs current sales tactics.

 

By harmonising sales collateral with the real challenges prospects face, we unveil the secrets to connecting what you offer with the solutions your clients seek.

 

The conversation also turns to the literary side of sales, as we muse over the process and motivations behind writing in the field.

 

With Richard's golden nuggets, this episode is a must for anyone looking to refine their approach to sales or storytelling.

 

--------- EPISODE CHAPTERS WITH  SUMMARIES ---------

 

(0:00:00) - Developing a Modern Sales Approach

The buyer's experience and the seller's responsibility in creating a meaningful journey.

 

(0:04:47) - Sales and Marketing Experience Perspective

Sales professionals must prioritise customer's pain points, create personalised content, and align sales and marketing strategies to enhance customer experience.

 

(0:16:57) - Navigating the Sales Journey

Urgency vs. importance in sales, understanding prospects' internal dynamics, creating champions for the cause.

 

(0:27:29) - Sales Conversation Methodologies and Frameworks

Nature's sales methodologies focus on access to authority, addressing skepticism, quantifying economic impact, and authentic discovery questions.

 

(0:35:46) - Collaborative Sales and Book Writing

Book writing in sales, timing and motivations, advice for authors, leveraging book content for thought leadership.

 

Follow Richard

https://www.linkedin.com/in/rharris415/

https://theharrisconsultinggroup.com/

 

  

Follow me

https://linktr.ee/fredcopestake

 

Take the Scorecard

https://collaborativeselling.scoreapp.com/

 

Watch this episode on YouTube

https://youtu.be/RBEL51IT4r0

Have you ever felt like trying to close a deal with wealthy clients is like walking through a minefield?

 

Join me, and my guest, sales coach Frederick Kermisch as we look into the intricate dynamics of selling to a high-end market, highlighting the critical but often overlooked aspects of the decision-making environment.

 

Our interesting discussion sheds light on the art of streamlining complicated sales messages, and we address common mistakes such as bombarding clients with too much information, which can lead to their inability to make a decision.

 

We give you a behind-the-scenes look at how understanding the influence of family members, spouses, and advisors is crucial to the success of your sales strategy.

 

Moving on, we challenge the conventional sales story, promoting a new approach that positions the client as the hero of the narrative.

 

This episode is packed with valuable information for salespeople who wish to evolve from merely dispensing information to becoming compassionate mentors, guiding clients through their decision-making journey without getting ensnared in promotional clutter.

 

We also discuss the hurdles faced when dealing with marketing teams and share stories on how to adjust your sales methods to genuinely focus on the client's needs.

 

Finally, we focus on the mental flexibility needed to stand out in sales, a skill that is often eclipsed by the emphasis on technical skills.

 

 

--------- EPISODE CHAPTERS WITH  SUMMARIES ---------

 

(0:00:00) - Avoiding Confusion in Sales Decision Making (10 Minutes)

 This chapter, I'm joined by Frederick Kermisch, a sales coach for private bankers, where we explore the complexities of selling to high-net-worth individuals and the importance of recognising the decision-making process is rarely made by one person alone. I discuss with Frederick how salespeople often mistakenly focus solely on presenting information to the principal decision-maker, not accounting for the influence of spouses, family members, and advisors. We examine the pitfalls of increasing confusion with excessive information and the necessity of facilitating a clearer decision-making process. Frederick shares anecdotes illustrating the advantage of treating all parties involved as equals and the potential manipulations by advisors with conflicts of interest. By understanding the wider context of the client's decision-making circle, we underscore how salespeople can better navigate these complex dynamics and avoid self-sabotage.

 

(0:10:00) - Sales (9 Minutes)

 This chapter examines the shift from a toxic saviour complex to a coaching mindset in sales, where we empower clients to be the heroes of their own stories. We discuss the importance of fostering a peer-to-peer, adult conversation with clients, enabling them to navigate their challenges and make informed decisions. We explore reframing sales presentations to focus on the client's needs first, rather than leading with information about ourselves or our company. The conversation addresses the resistance salespeople often face from marketing departments and the need to prioritise the client's interests over self-promotion. The goal is to align sales strategies with client empowerment, ultimately aiming to create genuine value and drive business success.

 

(0:19:04) - Transforming the Employee Mindset in Sales (8 Minutes)

 This chapter examines the importance of shifting from an employee to a service mindset, where the focus is on addressing the client's needs rather than simply trying to avoid trouble or please a manager. I highlight the ethical imperative of making informed decisions and the analogy of a dentist addressing a patient's toothache to underscore the responsibility of professionals to intervene rather than enabling denial or neglect. We also discuss how selling can be reframed as doing favours by conducting thorough diagnostics and shining a light on potential issues, thereby fostering trust and building stronger relationships with clients. Furthermore, we consider how business owners often feel frustration due to unmet expectations and the role that a consultative, empathetic approach plays in alleviating these concerns and improving outcomes.

 

(0:26:53) - Psychological Training for Sales Importance (11 Minutes)

 This chapter examines the often overlooked importance of psychological training in sales and finance, contrasting it with the common emphasis on technical skills. We consider whether a zero percent allocation to psychology training is truly optimal, suggesting that perhaps a different ratio, such as 90/10 or 20/80, might better unlock a salesperson's technical knowledge. The discussion also touches on the significance of communication and the ability to frame conversations, which can act as the bottleneck to effective client interaction rather than technical expertise. We discuss the value of understanding the client's perspective, meeting them at their level, whether it's the big picture or the finer details. Furthermore, we explore the strategic importance of selling to higher-level executives by focusing on big-picture issues and the necessity of equipping sales teams with the skills to do so. Finally, we share insights into the initial engagement with clients and the motivational factors that bring them to the table, using an analogy of sledging to illustrate the momentum needed in sales conversations.

 

(0:37:50) - Collaborative Selling and Podcast Interview (1 Minute)

 This chapter wraps up with a sense of satisfaction as we conclude our discussion on effective communication in sales, emphasising the importance of clear follow-ups and the subtleties of guiding clients towards a decision without making it a mere 'yes or no' game. I share insights on creating engaging presentations and the art of inviting and addressing client queries, underscoring the value of contemplation in the decision-making process.

 

Follow Frederick

https://www.linkedin.com/in/frederickkermisch/

https://www.frederickkermisch.com/

 

Follow me

https://linktr.ee/fredcopestake

 

Take the Scorecard

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In today’s episode I am delighted to introduce the versatile Kiran Goindi an SDR at Experian. 

 

Our conversation hits a balance between sales strategies and the rhythm of content creation.

 

Kiran's rich background in music takes centre stage as we explore how personal branding and forging emotional connections can enhance your sales approach.

 

We discuss the parallels between performing arts and sales development, emphasising the significance of humour, initiative, and a proactive mindset.

 

Together, we look into some common misconceptions about personality types in sales, championing the strengths of introverts and ambiverts.

 

Kiran's humility and ambition resonate as we explore his aspirations in sales and music, and the emotional intelligence required to thrive in both realms.

 

Whether you're curious about the excitement of the sales journey, eager for cold calling tips, or fascinated by the interplay of ambition and emotion, this episode offers a wealth of valuable insights.

 

Tune in and be sure to explore Kiran's work under the name KJI Music for an added dose of inspiration.

 

0:00:02) - Content Creation and Sales Development

(0:09:50) - Sales Career Growth and Opportunities

(0:12:48) - Challenges and Enjoyments in Sales Job

(0:17:01) - Cold Calling Tips and Strategies

(0:29:10) - Ambitions and Emotions in Sales

 

 

--------- EPISODE CHAPTERS WITH SHORT SUMMARIES ---------

 

(0:00:02) - Content Creation and Sales Development

Kiran Goindi, an SDR at Experian, shares his journey into sales and the importance of creating emotional connections through humour and personal branding.

 

(0:09:50) - Sales Career Growth and Opportunities

Personal brand development, sales, and introversion in the music industry, with a focus on the advantages of starting in a cohort.

 

(0:12:48) - Challenges and Enjoyments in Sales Job

Sales training prepares novices for success, with continuous learning and balancing collaboration and competition. Challenges include regulations and fast-paced environment.

 

(0:17:01) - Cold Calling Tips and Strategies

Nature's effective cold calling strategies include overcoming emotional barriers, honesty and confidence, and targeting decision-makers.

 

(0:29:10) - Ambitions and Emotions in Sales

Sales and emotional intelligence intersect as Kiran shares his ambition to excel in sales and pursue music, while discussing the evolution of sales and potential for management.

 

Follow Kiran

https://www.linkedin.com/in/kiran-singh-goindi/

https://www.instagram.com/kjimusic/

TikTok / YouTube -  @kjimusic

 

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

 

Watch this episode on YouTube

https://youtu.be/YAJXaJ_wZmc

 

Have you ever walked past a trade show booth and felt an irresistible pull to stop and learn more?

 

That's the trade show magic that Global Sales Mentor Zach Selch and I discuss in our latest chat.

 

 Zach, a mentor of international sales, joins me to share the knowledge behind crafting a magnetic trade show presence.

 

We discuss how to make your booth the talk of the event with strategies like an 'invitation-only' allure and the strategic importance of setting a clear, engaging narrative that captures attention faster than the blink of an eye.

 

Trade shows aren't just about the glitz; they're a battlefield for attention, and our conversation covers every inch of this.

 

We look at tactics like unique giveaways that break the mould and the smart use of a distributor salesperson lounge that keeps representatives coming back for more.

 

It's not just about the show; it's about setting the stage for fruitful conversations and turning those brief encounters into long-term partnerships.

 

The lounge concept, a gem in the treasure trove of Zach's insights, particularly emphasises the importance of creating a space that addresses the specific needs and interests of salespeople.

 

Zach and I share insider tips on fostering connections that last well beyond the trade show floor.

 

From sending personalised mementos to timing your follow-ups around holiday schedules, we cover how to ensure that your brand lingers in the minds of attendees.

 

We even touch upon the gritty details of preparation, from emergency kits to the imperative of a well-briefed booth team.

 

With anecdotes and advice, this episode is a toolkit for anyone looking to transform their trade show efforts into a demonstrable return on investment.

 

--------- EPISODE CHAPTERS WITH SHORT SUMMARY POINTS ---------

 

(0:00:00) - Trade Show Preparation and Strategies

Maximising trade show investments with global sales mentor Zach Selch, discussing strategic and psychological aspects for success.

 

(0:04:04) - Trade Show ROI With Strategic Design

Craft a compelling message, use pattern disruption, set objectives, and create a salesperson lounge for maximum ROI at trade shows.

 

(0:18:06) - Maximising Trade Show Impact and Follow-Up

Maximise trade show engagement with personalised reminders, tailored resources, and pre-planned meetings for effective follow-up.

 

(0:25:45) - Effective Trade Show Strategies and ROI

The overlooked aspects of trade shows: enthusiasm, unforeseen issues, clear briefing, breaks, snacks, and cost efficiency.

 

Follow Zach

https://www.linkedin.com/in/international-sales-growth

https://www.globalsalesmentor.com/

 

Follow me

https://linktr.ee/fredcopestake

 

Take the Scorecard

https://collaborativeselling.scoreapp.com/

 

Watch this episode on YouTube

https://youtu.be/M2ppGr9w2Kk

Listen in as I sit down with Dan Fenwick, Founder of Venture Ten, to pull back the curtain on the recruitment industry's challenges and misconceptions.

 

Throughout our discussion, Dan shares his insights on why so many of us have had negative experiences with recruiters and reveals the dysfunctional links between employers, recruiters, and candidates.

 

With a commitment to change the narrative, we explore how Venture Ten is rewriting the rules of engagement to foster more satisfying recruitment journeys for everyone involved.

 

In today's conversation, we're not just focusing on the nuts and bolts of recruitment; we're taking a step back to assess the often overlooked aspect of behavioural norms and values within businesses.

 

We look into the importance of benchmarking against high-performing individuals, uncovering the behavioural patterns that drive success, particularly in sales roles.

 

We discuss how company culture, focus, and values can significantly influence a salesperson's effectiveness, suggesting that what thrives in one environment might flounder in another.

 

We also highlight how tailored performance profiles and measurable objectives can help businesses attract candidates who align with both their operational goals and their culture.

 

If you're intrigued by the idea of transforming your hiring process to ensure the right fit for your organisation, this episode is an invaluable listen.

 

--------- EPISODE CHAPTERS WITH SUMMARIES ---------

 

(0:00:00) - Revolutionising Recruitment

Values in decision-making, challenges in recruitment industry, broken links in traditional model, importance of commitment, strategies for improvement.

 

(0:15:22) - Assessing Behaviours and Values in Business

Assessing behavioural norms and profiles in business, benchmarking high-performing individuals, and considering culture and values in sales roles.

 

(0:18:58) - Cultural Fit in Recruitment

Corporate cultures, individual performance and fit, collaborative vs. data-driven teams, sales processes vs. autonomy, importance of values and environment in employee success and well-being.

 

(0:28:54) - Hiring the Right Fit and Objectives

Tailored performance profiles contribute to achieving objectives in different roles through measurable results and cultural fit.

 

Follow Dan

https://www.linkedin.com/in/danfenwickuk/

 

Follow me

https://linktr.ee/fredcopestake

 

Take the Scorecard

https://collaborativeselling.scoreapp.com/

 

Watch this episode on YouTube

https://youtu.be/hi8kcmk-aHs

 

When faced with the challenge of standing out in the huge world of sales, what if there was a strategy that could elevate your approach and make you irresistible to clients?

 

Mike Herberts, a master sales trainer and problem-solving genius, joins us to  reveal the game-changing concept of the Unique Problem Solving Proposition (UPSP).

 

We uncover a fresh perspective on selling, moving away from the product-pushing mindset to a more refined problem-centric approach.

 

Cold calls – the mere mention might send shivers down your spine, but what if they turned into warm, engaging conversations and an opportunity for connection and mutual benefit.

 

Join us for an episode not to be missed!

 

(0:00:00) - Unpacking the Unique Problem Solving Proposition (11 Minutes)

Mike explains the psychology behind effective sales techniques, particularly focusing on the concept of the Unique Problem Solving Proposition (UPSP). We examine how traditional sales approaches often push products on customers, whereas the UPSP method shifts the focus to solving a customer's problem, thus creating a more welcoming and successful interaction.

 

(0:11:14) - Unique Problem Solving Proposition Importance (10 Minutes)

This chapter focuses on the importance of a Unique Problem Solving Proposition (UPSP) for salespeople and how to effectively communicate it to avoid being dismissed by potential clients. We discuss how salespeople often struggle to articulate the specific problem they solve, which is crucial for engaging customers and how to address this

 

(0:21:43) - Improving Cold Calls (13 Minutes)

We discuss the power of a human approach in cold calling and the strategic pivot to engaging potential customer.  

 

Follow Mike

linkedin.com/in/mike-herberts

 

Follow me

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Take the Scorecard

https://collaborativeselling.scoreapp.com/

 

Watch this episode on YouTube

https://youtu.be/a9oaoEfsWDE

Do you ever wonder why some sales teams consistently outperform others?

 

The secret might just lie in the art of the discovery conversation.

 

I had the pleasure of hosting Kevin Beales, founder of MySalesCoach, who brought his wealth of experience to the table, dissecting the anatomy of sales interactions that make or break deals.

 

Kevin shares his journey and the innovative solution to the age-old problem of finding time for coaching sales teams. It's like having a personal trainer for your sales muscles, honing them to peak performance through expert analysis and guidance.

 

Listen in as we navigate the often-neglected middle ground of sales performers—the consistent quota hitters who don't usually grab the coaching spotlight.

 

Kevin discusses the strategy behind discovery calls, the kind where the right questions can unveil the full extent of a prospect's pain points.

 

We uncovered the magic of revisiting previous discussions with prospects, a technique that not only signals genuine interest but can also unlock fresh solutions to their problems.

 

We also tackled the delicate dance of asking the hard questions, especially with clientele who may not be accustomed to such directness.

 

Does pushing for deeper insights risk the likeability factor? Perhaps. But as we discussed, building trust is the golden ticket, with data supporting that the best in the business prioritise solving problems over winning popularity contests.

 

Are you ready to transform your sales game? Join us for an episode that's more than just talk

 --------- EPISODE CHAPTERS WITH SUMMARIES ---------

(0:00:02) - Sales Coaching and Conversation Analysis Importance
Kevin Bales, founder of My Sales Coach, discusses the importance of discovery conversations in sales and how My Sales Coach aims to provide expert coaching as a subscription service.

(0:08:49) - Discovery Conversations in Sales
Discovery conversations are pivotal in sales, with predictive power and managerial focus on the middle 60% of performers.

(0:14:11) - Digging Deeper in Sales Conversations
Middle performers in sales teams are often overlooked, leading to missed opportunities. Discovery calls and revisiting conversations can uncover new angles and create urgency for solutions.

(0:21:22) - The Power of Asking Difficult Questions
Nature's importance of asking difficult questions in sales, setting expectations, and building trust to provide solutions.

(0:31:28) - Insightful Conversation on Sales Approach
Collaboration and evolving sales strategies are discussed, along with a collaborative selling scorecard tool for sales professionals.

 

Follow Kevin

https://www.linkedin.com/in/kevinbeales/

https://www.mysalescoach.com/

 

Follow me

https://linktr.ee/fredcopestake

 

Take the Scorecard

https://collaborativeselling.scoreapp.com/

 

Watch this episode on YouTube

https://youtu.be/rD4kOpdx6eY

 Have you ever wondered what it takes to not just be liked, but genuinely trusted in the world of sales?

 

We sit down with Larry Levine, the thought-provoking author of "Selling From the Heart," to unravel the fabric of trust in the sales industry. 

 

Larry's insights challenge every sales professional to look within and ask if they truly live by the values of authenticity and heart they promote.

 

In today's marketplace, it's not enough to charm; you must embody credibility and trustworthiness to truly connect with your clients.

 

We dissect what it means to sell from the heart, and Larry puts to the test the often overused terms 'authenticity' and 'heart' in the realm of sales.

 

Join us in this episode that redefines what it means to succeed in sales.

 

--------- EPISODE CHAPTERS ---------

 

(0:00:00) - Building Trust in Sales Today

(0:13:24) - Building Trust and Credibility in Sales

(0:23:35) - Building Trust and Success in Sales

(0:30:52) - Sales Coaching and Book Launch Success

 

 

--------- EPISODE CHAPTERS WITH SHORT KEY POINTS ---------

 

(0:00:00) - Building Trust in Sales Today

Sales professionals must genuinely sell from the heart, with congruence and authenticity, to build trust and credibility.

 

(0:13:24) - Building Trust and Credibility in Sales

Sales has evolved with technology, but conversation skills are crucial. A trust formula with four pillars helps salespeople build credibility and relationships.

 

(0:23:35) - Building Trust and Success in Sales

Trust, soft skills, self-discipline, and excellence in sales

 

(0:30:52) - Sales Coaching and Book Launch Success

Sharing the journey of coaching and training salespeople, integrating selling from the heart to improve revenue, relationships, and profits.

 

Follow Larry

https://www.linkedin.com/in/larrylevine1992/

https://www.sellingfromtheheart.net/

Link to Larry’s book:  https://www.sellingfromtheheart.net/book

 

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/