Sales Today
‘What a time to be in sales’
People say this various times in many different ways – excited, exasperated, worried, pessimistic, optimistic, happy, sad, confused – the whole range of human emotions.
This is an exciting time to be in sales, if you are selling B2B complex solutions. It’s a time when you can bring huge value to your customers; it’s a time to thrive. But you need to know how, as it is a time unlike any before. The rules have changed and as a sales professional you can have a hand in redefining how the game is played.
Challenges salespeople face are:
· ‘Busy Busy Busy’ – being ineffective; it results in wasted opportunities, is tiring and stressful and means the focus is on the wrong activities to deliver results
· ‘Olde Worlde’ – being old-fashioned; when salespeople are self-centred rather than customer-focused, too technical in their approach or use bad techniques better suited to a bygone era of selling
· ‘Muddled Mindset’ – being misaligned; it can happen at organisation, management and individual level and the confusion leads to frustration and wasted effort.
By using a more collaborative approach salespeople can make a difference and sales can become a force for good and fight against the negative image it can often be associated with.
The Sales Today podcast explores how sales professionals can adapt and futureproof themselves by using the best practice shared by host Fred Copestake and the guests of the show.
What a time to be in sales!
Host Fred Copestake is Founder of Brindis, a sales training consultancy, and bestselling author of 'Selling Through Partnering Skills' and 'Hybrid Selling'.
Connect with Fred on LinkedIn, Facebook, Instagram and Twitter.
www.linktr.ee/fredcopestake
- Update frequency
- every 6 days
- Average duration
- 31 minutes
- Episodes
- 210
- Years Active
- 2022 - 2025
How I sold myself into a new job
What if a sudden layoff could lead to the career transition of a lifetime?
Meet Luis Alan, who after twenty years in IT, found himself navigating the thrilling world of tech sales at Deel.
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Tech in Sales: Having the right conversations
In this third episode of the Sales Today podcast miniseries, sales tech expert Hanneke Vogels shifts the focus to how technology can elevate the right conversations with prospects and customers.
…
Tech in Sales: Driving the right outcomes
In this fifth and final episode of the Sales Today podcast miniseries, sales tech strategist Hanneke Vogels returns to wrap things up with Fred Copestake as they delve into the last part of the mod…
Tech in Sales: Creating the right solutions
In this fourth episode of the Sales Today podcast miniseries, sales tech expert Hanneke Vogels joins Fred Copestake to explore the future of proposals, presentations, and how we bring solutions to …
Tech in Sales: Doing the right research
In this second episode of the Sales Today podcast miniseries, Fred Copestake continues his conversation with sales tech expert Hanneke Vogels - this time addressing how modern technology can transf…
Tech in Sales: Finding the right opportunities
Modern technology is reshaping how sales teams identify and qualify opportunities.
In this conversation, Fred Copestake speaks with sales tech expert Hanneke Vogels to explore how tools like Hu…
Developing and using Partnering Skills - Procurement Special
This episode is a live recording of Fred Copestake’s show for the Alchemie Network, where he dives deeper into what makes true collaboration between sales and procurement work.
Picking up from th…
Sales Today Rewind – 15 Essentials For Your Sales Process
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 …
Becoming world-class at Relationship Building
Too many sellers think being friendly is enough. It isn’t.
If the customer only hears from you when it’s renewal time or when there’s something new to flog, you’re not a partner - you’re a vendor.
…
Running better Reviews - Think value, not vanity metrics
QBRs are broken- here’s how to fix them.
In this episode, we challenge the traditional Quarterly Business Review and introduce a smarter alternative: the Quarterly Value Review.
If your cust…
Focusing on Outcomes, not just offerings
Customers don’t care about what your product is - they care about what it does.
In this episode, we explore a fundamental shift in sales thinking: moving from product-based conversations to o…
Mastering Storytelling (and making your customer the hero)
Sales success doesn’t come from bombarding prospects with features, facts, or figures.
What truly sticks are stories - stories that show a better future and invite your customer to see themselve…
Delivering Presentations that centre on them, not you
Most sales presentations fail because they’re all about you.
Customers don’t care about your awards, your company map, or your tech stack- until they know you get their world.
In this episode…
Writing Proposals that make it easy to say yes
Proposals don’t close deals on their own - but bad proposals can definitely kill them.
Today I’m sharing exactly why most sales proposals fail and how you can turn yours into a tool that helps …
The Evolution of Sales – Procurement Special
This episode is a live recording of Fred Copestake’s show for the Alchemie Network where he shares insight on sales with procurement professionals.
Fred kicks off the Sales Today: Procurement S…
Structuring Sales Meetings that flow and convert
Most sales meetings don’t fall apart because of price, product, or even the competition. They fail because there’s no structure - no clear flow, no engagement, no direction. And when that happens,…
Asking better Questions to elevate your sales sensemaking
Deals aren’t won by the best pitch - they’re won by the best questions.
Sales conversations that lead to results are built on curiosity, not monologues. This episode reveals how strategic questio…
Sharing bold Insights that position you as a guide, not a seller
Today’s buyers aren’t struggling with a lack of information -they’re overwhelmed by it.
Reports, webinars, emails, stats… it’s a constant barrage. But what they really need is someone who can he…
Making Customer Value real (and measurable)
Value - it's something every customer wants, but few can clearly define.
Ever wonder why your customers often don't know what "better" looks like, even when they want improved results?
What i…
Understanding the Change Drivers behind every deal
No change, no sale.
In this episode of Sales Today, discover why change is the true driver behind every deal - and how the best salespeople use it to create urgency, relevance, and trust.
E…