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 life for buyers.

Hanneke kicks things off with a strong rallying cry - “Death to the PDF!” - challenging the outdated way many salespeople still share proposals.

She explains how today’s proposal tools and digital sales rooms allow sellers to create interactive, trackable micro-sites that not only look better but also provide rich data on buyer engagement.

From seeing which sections a prospect re-reads to knowing when they log back in, sellers gain insights a static PDF could never provide.

The conversation also touches on buyer experience. Far from being just a sales efficiency play, these tools make it easier for customers to navigate information, watch embedded videos, and collaborate across complex deals.

Fred and Hanneke debate the role of video and avatars in proposals, weighing authenticity against automation, before diving into live presentations.

They highlight the pitfalls of bullet-heavy slides, the power of storytelling, and why the humble whiteboard still creates the most memorable collaboration moments with clients.

From there, the discussion turns to new ways of capturing and amplifying those sessions transforming messy whiteboard notes into professional infographics and valuable touchpoints that keep momentum alive after the meeting.

Topics include how to:

• Replace static PDFs with interactive, trackable proposal tools. • Use digital sales rooms for collaboration across complex deals. • Enhance buyer experience with embedded video and personalised touches. • Avoid “death by PowerPoint” with simple, story-led presentations. • Harness whiteboards and collaborative tools to co-create solutions. • Transform workshop notes into infographics or post-meeting value assets.

Whether you’re crafting a proposal, running a pitch, or co-designing with a client, this episode shows how modern tech when used smartly can make your solutions more compelling, collaborative, and credible.

Connect with Hanneke: linkedin.com/in/hannekevogels

Subscribe to hear about e-book:  https://stryfes.com/newsletter/

Follow Fred: https://linktr.ee/fredcopestake

Take the  Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/A2Q7tUFaqeI