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 modern sales framework: delivering the right outcomes.

But before they get there, the conversation begins with one of the most critical (and often messy) phases in sales: negotiation.

Hanneke shares how tech can help streamline this complex process - from collaborative contract tools to AI-powered note-takers that analyse sentiment and conversation flow. 

They explore how sellers can use these tools to track changes, suggest alternative clauses, and avoid getting lost in version-control chaos.

Fred and Hanneke also discuss the importance of staying human during negotiations, emphasising that while tech can help prep and speed up the admin, the face-to-face connection still matters when resolving key sticking points.

From there, the duo turns their attention to outcomes and ongoing customer success. In modern sales, it’s not just about closing deals - it’s about ensuring delivery, adoption, and long-term value.

They cover:

·       How to seamlessly hand off deal context to delivery teams using CRM and automation tools

·       The evolving role of customer success platforms in driving upsell, cross-sell, and satisfaction.

·       Automating smart reminders for relationship touchpoints and renewals.

·       Using sentiment analysis and stakeholder tracking to proactively manage risk.

·       The death of the QBR - and the rise of meaningful, value-led customer reviews.

·       Why tech makes it easier than ever to stay connected with stakeholders after the sale.

They close out the series with a rallying call: Tech doesn’t need to be complex or overwhelming. Start small, think in processes, and automate the things you repeatedly forget.

Whether it’s helping with negotiation, driving customer success, or building long-term relationships, this episode shows how sales teams can use technology to make outcomes more predictable, partnerships more valuable, and selling a lot more human.

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/2E-CkUYGn5M