Shows
Sales TodayDo Salespeople Need FBI Hostage Negotiation Skills? In this episode of The Sales Today Podcast, Fred Copestake is joined by Sebastian Hidalgo, co-founder of DURINDAL and creator of the SWAT method - a sales framework influenced by hostage negotiation principles. Fred admits he's often sceptical when crisis negotiation gets blended with commercial sales, so this becomes a lively, grounded conversation: what genuinely transfers, what doesn't, and how to use "hostage" techniques ethically to improve trust, discovery, and positioning. What you'll hear in this episode Sebastian's unusual origin story: becoming a certified hostage negotiator at 18 The persistence it...
2026-02-1934 min
Sales TodaySurprisingly simple ways to use AI in sales In this episode, Fred is joined by Tom Ridley, an AI sales coach, for a refreshingly grounded conversation about AI in sales. Instead of racing through a list of tools, Tom makes a different point: AI isn't the story - being human is. The real value of generative AI (ChatGPT, Gemini, Claude) is that it removes the admin-heavy work salespeople hate and frees them up to do what matters most: have better conversations, build stronger relationships, and help customers make sense of complex decisions. They explore how to use AI to...
2026-02-1250 min
Sales TodayEthical marketing meets ethical selling In this episode, Fred is joined by Chelsea Burns - marketing psychologist, brand ethicist, and non-manipulative marketer to explore where ethical marketing and ethical selling overlap… and where they can go wrong. Chelsea introduces a practical way to draw the line between persuasion and manipulation: Agency - a person's genuine ability to choose. From there, the conversation goes deep into real-world examples of questionable tactics, why "FOMO" can backfire, and how the brain evaluates purchases immediately after the transaction. Chelsea also shares her four pillars of ethical branding - consent, reciprocity, tr...
2026-02-0544 min
Sales TodayThe secret to faster training and coaching result In this episode, Fred is joined by John Richardson, Co-Founder and Director of Coaching at My Sales Coach, to explore a key question: how do you get faster, more meaningful results from training and coaching? Their answer is simple but powerful: start with the right assessment. They unpack why great coaches are always assessing (without judging), how the right diagnostics can shorten the path to meaningful improvement, and why revenue alone isn't a useful starting point for development. John explains how My Sales Coach uses assessments to build coaching plans with...
2026-01-2243 min
Sales TodayIs 'good enough' good enough? In this episode of The Sales Today Podcast, Fred Copestake is joined by sales thought leader, author, and one of the kindest people in the profession, David Brock. Together, they explore David's new book "Is Good Enough, Good Enough?" and why it's not another "do this, do that" sales methodology book. Instead, it focuses on the mindsets and behaviours that separate high performers from those who are simply checking the boxes. With win rates often accepted at 15–20% in many SaaS environments, David challenges the idea that "making the number" should be th...
2026-01-2238 min
Sales TodayHow to avoid AI killing your communication skills In this episode of The Sales Today Podcast, Fred Copestake is joined by communications and speech coach Susie Ashfield, author of Just F**king Say It and a third-time guest on the show. This is an "emergency podcast" sparked by a moment on LinkedIn: Susie posted a video where she stumbled and left it in. No polishing. No AI. No pretending. Because as AI-generated content gets smoother, faster, and more convincing, the thing that makes us stand out is increasingly simple:- being human. Together, Fred and...
2026-01-1536 min
Sales TodayWhat is Selling? (And Has It Changed?) In the final episode of the Sales Today mini-series, Fred Copestake and James Michael step back to answer a deceptively simple question: Has selling really changed? The answer is both yes - and no. This closing conversation brings together the themes explored across the series and reframes selling not as persuasion or pressure, but as something far more human, thoughtful, and aligned with how buyers actually make decisions today. In this episode, they explore: What has stayed the same in selling - and what has genuinely evolved Why selling has...
2026-01-0807 min
Sales TodayCEMMT vs SaaS and an Ethical Approach In Episode 4 of the Sales Today mini series, Fred Copestake and James Michael tackle a growing tension in modern selling: the contrast between SaaS-led sales thinking and the realities of selling in CEMMT industries - construction, engineering, manufacturing, mining, and transport. At the heart of the discussion is Fred's work on Ethical Selling and why ethics isn't an abstract concept, but a practical, tactical necessity - particularly in complex, long-term, high-consequence sales environments. This episode challenges hype-driven sales narratives and asks a bigger question: are we optimising sales processes for speed...
2026-01-0215 min
Sales TodayWhy Great Sales Conversations Are Built on Process, Not Personality In Episode 3 in this five part mini series of Sales Today Podcast, Fred Copestake and James Michael explore a question that challenges another long-held belief in sales: do great sales conversations succeed because of personality - or because of process? This episode looks at how the most effective salespeople consciously select their mode during conversations, switching between listening, questioning, sharing insight, and guiding the discussion - always with the buyer's outcome in mind. Rather than restricting creativity, process and structure create the space for better thinking, deeper understanding, and more human conversations.
2025-12-3019 min
Sales TodayWhy "The Gift of the Gab" Is a Myth in Modern Sales In Episode 2 of the CEMMT Sales Series, Fred Copestake and James Michael challenge one of the most persistent stereotypes in sales: that success comes from being loud, charismatic, and constantly talking. Focusing on technical and specialist industries such as construction, engineering, manufacturing, and logistics, this episode explores why many highly capable professionals feel uncomfortable with selling — and why that discomfort is often rooted in outdated assumptions about what sales really is. In this episode, we explore: Where the "gift of the gab" stereotype comes from — and why it no longer appl...
2025-12-2214 min
Sales TodayWhy Old Sales Tactics Don't Work Anymore (And What Does) In this opening episode of a 5 part mini series of Sales Today, we do things a little differently. Instead of the usual host-led interview, Fred Copestake is in the hot seat as James Michael turns the tables and leads the conversation. Chatting from opposite sides of the world – Fred in the UK and James in Australia – the discussion reflects a wider theme of this episode: sales has been turned upside down. Together, they explore how selling has evolved from persuasion, pressure, and performance theatre into something far more human, ethical, and buye...
2025-12-1814 min
Sales TodayLive Review: 2026 State of Sales Coaching In this solo episode, host Fred Copestake conducts a live, first-reaction review of the My Sales Coach "State of Sales Coaching in 2026" Report. Fred reads the executive summary, explores the data, and offers unfiltered commentary on what the findings mean for sales leaders, salespeople, and the future of coaching - human and AI. He dives into coaching frequency, quality, barriers, performance impact, the role of AI, who salespeople trust as coaches, and why tenured sellers may be the most underserved group of all. If you want to...
2025-12-1123 min
Sales TodayThe Unnatural Acts of Selling: How Top Performers Do What Others Won't In this episode of The Sales Today Podcast I am joined by Gerry Hill - widely regarded as a "pipeline savant" to unpack the uncomfortable truths behind pipeline health, buyer-centricity, conversational skills, and what truly separates top performers from everyone else. Together we explore why good intentions often crumble under commercial pressure, how weak pipelines drive unethical behaviour, and why modern sellers struggle with basic conversational competence. Gerry also shares practical guidance for sellers stuck in a "crushing low," as well as his thoughts on resilience, generational shifts, and the realities...
2025-12-0438 min
Sales TodayEthical Selling: A Practical Framework in 10 Minutes Is it possible to make every sales interaction a win for all parties involved? On today's solo episode of Sales Today I address the conventional sales dynamic with a bold exploration of ethical selling. Discover how a win-win-win scenario not only benefits the customer and the company but also leaves the salesperson's conscience clear. The conversation tackles the intriguing Goldilocks dilemma in sales - striking the perfect balance between being too aggressive or too passive. I break down the ETHICAL framework, offering tactical appr...
2025-11-2711 min
Sales TodayNon-commission sales is the future! What if transforming your sales approach could turn prospects into loyal clients without the pressure of chasing commissions? Discover the groundbreaking sales philosophy at Esri, where Jay Hoffman, Key Account Manager, unveils a refreshing model that prioritises relationship-building and genuine problem-solving. Forget the transactional mindset; we explore how adopting a consultative approach can turn sales professionals into trusted advisors who not only enhance customer relationships but also foster long-term trust. Learn how Esri's mapping solutions empower clients to make informed decisions, and understand the critical role of...
2025-11-1331 min
Sales TodayAnatomy of a sales conversation - Procurement SpecialThis live recording of Sales Today: Procurement Special goes back to fundamentals as Fred Copestake breaks down the anatomy of a great sales conversation so procurement professionals can spot the good ones, steer the wobbly ones, and borrow the best bits for their own internal selling. With 25+ years in the field, three books (including Ethical Selling), and over 10,000 salespeople trained across 38 countries, Fred shares a practical, step-by-step structure you can use immediately - whether you're evaluating a supplier's approach or building support for your own initiatives. In this episode, you'll discover: • Why objectives matt...
2025-11-1026 min
Sales TodayWhy selling knowledge fails so often (and how to fix it) In this episode of Sales Today we explore the intricate world of sales in knowledge-intensive business services (KIBS) with our special guest, Diego Ramirez, who brings insights from his MBA journey at Warwick Business School. We discuss the vital role of sellers in guiding customers toward informed decisions, especially in industries like consulting, law, accounting, technology, and creative sectors. Diego shares his experiences and findings on the challenges these industries face amidst the rise of AI and new technologies, highlighting the need for a transformation in selling strategies.
2025-10-0938 min
Sales TodayEQ vs AI - Why emotional beats artificial intelligence Uncover the secret to achieving consistent sales success by enhancing your emotional intelligence. Join me, Fred Copestake, as I engage with James White, an experienced sales mentor and trainer, to explore how Daniel Goleman's five characteristics of emotional intelligence can revolutionise your sales approach. James passionately advocates for listening over pitching and stresses the importance of truly understanding client needs to foster genuine connections. Our goal is to help you achieve consistent sales results, reduce stress, and enjoy a more balanced life. We discuss how missing conversational...
2025-09-1834 min
Sales TodayTech 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. From virtual calls to face-to-face meetings, the discussion centres on using tech to prepare more intentionally, uncover fresh angles, and deliver conversations that help buyers think in new ways. Hanneke highlights the often-overlooked art of meeting preparation - knowing your objective, anticipating the customer's goals, and having well-crafted questions ready. She explains how accessible tools like ChatGPT...
2025-09-0118 min
Sales TodayTech 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...
2025-08-2824 min
Sales TodayTech 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.
2025-08-2119 min
Sales TodayTech 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 transform your research process before engaging with prospects. The focus is on understanding who you're talking to, what they care about, and how to personalise outreach in meaningful ways using tools already at your fingertips. From mapping complex Decision Making Units (DMUs) to exploring individual communication styles with DISC-based AI profiling, this episode highlights how tech can sharpen your preparation and relevance...
2025-08-0718 min
Sales TodayTech 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 HubSpot's Breeze and other sales intelligence platforms can help define and refine your Ideal Customer Profile (ICP). They examine how existing customer data can reveal key patterns and shared traits, enabling teams to pinpoint lookalike companies and prioritise outreach more effectively. There's also a focus on how AI can support deeper customer understanding, allowing for more relevant messaging and...
2025-07-3121 min
Sales TodayDeveloping 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 the last session on the evolution of sales, Fred explores selling through partnering skills – a practical approach to creating better, more productive relationships. With his usual energy, hard-won experience, and a few lighthearted moments, Fred unpacks six key elements of PQ (Partnering Intelligence) – the lesser-known but equally vital cousin of IQ and EQ. In this episode, you'll discover: Why trust is the...
2025-07-2436 min
Sales TodayMastering 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 themselves in it. This episode explores how to use storytelling as a powerful sales tool by borrowing from one of the oldest and most effective narrative structures: the Hero's Journey. Discover how to turn dry case studies into compelling customer-first stories that feel real and memorable. Learn the four-part structure that positions your buye...
2025-06-2611 min
Sales TodayWriting 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 your customers make confident buying decisions. Too many proposals read like company brochures, filled with "we do this" and "we do that." That approach rarely works because it's all about you, not the customer. In this episode, I walk you through a simple but effective six-part structure that...
2025-06-1215 min
Sales TodayThe 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 Special Series with a time-travelling journey through the evolution of sales - from the efficient, process-driven methods of the 1950s to today's collaborative, value-led partnerships. Expect punchy takeaways, entertaining side notes, and hard-earned wisdom from someone who's trained over 10,000 salespeople in 38 countries. This episode explores: Why process still matters (and what it looks like now) How psychology shaped...
2025-06-1033 minSales TodayThe 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 Special Series with a time-travelling journey through the evolution of sales - from the efficient, process-driven methods of the 1950s to today's collaborative, value-led partnerships. Expect punchy takeaways, entertaining side notes, and hard-earned wisdom from someone who's trained over 10,000 salespeople in 38 countries. This episode explores: Why process still matters (and what it looks like now) How psychology shaped...
2025-06-1033 min
Sales TodayStructuring 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, buyers check out, momentum disappears, and indecision takes over. In this episode of Sales Today, I'm sharing a simple yet powerful framework that will help you take control of your meetings and drive real progress: the AIDA model. It's been around for decades, but there's a reason it's still used - it maps perfectly onto how people think and make decisions. ...
2025-06-0513 min
Sales TodayAsking 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 questioning transforms average chats into meaningful, high-impact dialogue. What you will learn: The 8 must-use question types that uncover real needs How to sequence your questions to guide, build trust, and create clarity Key traps to avoid – from interrogation mode to emotional blind spots Why silence is more powerful than you think The one move that instantly raises the quality of a...
2025-05-2912 min
Sales TodaySharing 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 help them cut through the noise and bring clarity to complexity. In this episode of Sales Today, I explain what 'insight' actually means in modern B2B sales - and why it's more than just sharing clever stats or flashy trends. The conversation explores how sales professionals can shift from simply offering options to actually reframing how cu...
2025-05-2211 min
Sales TodayEthical selling: How to win more business by doing the right thing (Book deep dive) Unlock the secrets of ethical selling and transform your approach with insights from Fred Copestake's new book 'Ethical Selling - How to win more business by doing the right thing'. Discover how honesty and integrity not only enhance trust but also pave the way for long-term success without compromising profits. Embrace the shift from outdated pushy tactics to a more empathetic, value-driven methodology that fosters genuine connections. By harnessing emotional intelligence, you can elevate your sales game, ensuring your interactions are transparent and collaborative, ultimately leading to win-win outcomes for you...
2024-11-0723 min
Sales TodayHabits to drive success in sales (and life)How often do we hold ourselves back from venturing outside our comfort zones, even when we know that growth and learning lie just beyond? This episode features Steve Fox, sales director at Experian, who shares his thoughts on why embracing the 'learning zone' is paramount for not just salespeople, but anyone looking to expand their skills and perspectives. We discuss the mindset that drives high performing salespeople and how younger professionals can adopt these traits. We also discuss the profound impact of social media on performance, the...
2023-12-0728 min
Sales TodayOvercoming Pitfalls and Revamping Strategies for Effective Sales Get ready to transform your sales approach with Fred Copestake as I dissect the common pitfalls that even seasoned professionals stumble into and reveal the keys to becoming a more effective and efficient salesperson. Promise yourself that you'll never waste your time, energy or potential again as we pull back the curtain on the five major mistakes that hinder your sales: inefficiency, lack of customer understanding, self-centered selling, outdated methods and poor process use. Let's shift gears and embark on a journey to revamp your sales strategies for optimum results.
2023-08-2815 min
Sales TodayBen Elijah - Bonus episode: Live Storytelling CoachingBen is back! This time with his coaching hat on to elicit a story from Fred. After a reminder of why the method is so powerful, he explains the process and then uses it in real life signposting the stages. Is Fred clear on his customers? What is the old way and what has changed? Can he create a deep enough subconscious shift to stimulate a desire to do something different? You be the judge!
2022-08-0848 min
Sales TodayFred Copestake - Collaborative Selling using the VALUE FrameworkMake sure you are relevant. Sales professionals need to be increasingly aware of what they say and do. This episode gives an overview of the VALUE Framework introduced in the book 'Selling Through Partnering Skills' that encourages salespeople to work with a partnering mindset to develop a more collaborative approach. In the spirit of practising what we preach the YouTube version tries out new tech that can be used to up the video-selling game. Check out Fred Copestake Youtube and the Collaborative Selling Scorecard Learn more at: https://linktr.ee/fredcopestake
2022-07-0614 min
Sales TodayFred Copestake - Sales Is More Challenging Than EverWhat a time to be in sales! It was already challenging enough and then a new set of challenges develop that sales professionals have to address to stay effective. This podcast explores those challenges and suggests ways salespeople can adapt to stay relevant. Take the Collaborative Selling Scorecard Take the Hybrid Selling Scorecard Learn more at https://linktr.ee/fredcopestake
2022-06-1516 min
Sales TodayHybrid Selling: New Challenges and Solutions with Fred CopestakeSalespeople across the world face challenges in all different types of selling. This episode covers the areas in which salespeople can improve and adapt to change. Learn more at https://linktr.ee/fredcopestake
2022-02-0915 minSales TodayFred Copestake - Why Sales Today?The 'Selling Through Partnering Skills' podcast has rebranded and expanded to 'Sales Today'! Listen for: What salespeople should/shouldn't be doing How salespeople can build trust How content creation can help salespeople How to use video in selling How we can improve our digital selling …and much more! Learn more about Sales Today and Selling Through Partnering Skills here: https://linktr.ee/fredcopestake
2022-01-2411 min
Sales TodayHarry & Larry Series: LeadingHarry and Larry talk about leading customers. That Salespeople are change agents and should think and act as such by challenging the status quo. They know that customers want to do things differently and that it is not always easy for them. They appreciate that the more comfortable they are with change themselves, the easier it it to help customers manage their changes. They talk about change as an opportunity. ARE YOU READY FOR THE NEXT EVOLUTION OF SALES? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their ca...
2022-01-1812 min
Sales TodayHarry & Larry Series: Opportunity ManagementIn this episode, Harry and Larry reflect on how opportunity management is different to account management, but that there are plenty of similarities. They talk about how it focuses on a specific project or an identified chance to win business and that it is all about information. They see how it is understanding what they know and what they don't know and that by recognise that there are things they need to understand better, they can take steps to find out and make better decisions. ARE YOU READY FOR THE NEXT EVOLUTION OF SALES? Selling is changing, and sales professionals ne...
2022-01-1317 min
Sales TodayHarry and Larry Series: EssentialsARE YOU READY FOR THE NEXT EVOLUTION OF SALES? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers. Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success. The book by Fred Copestake covers: - The essentials of selling as a foundation for winning business - The virtual selling techniques and innovative tools that can give you an edge - How to manage sales opportunities based on...
2021-12-3015 min
Sales TodayHarry and Larry Series: ExpandingHarry and Larry talk about expanding relationships and reach as what they do as professional salespeople. They discuss how expanding a relationship is about starting off on a project, working on some initial opportunities and delivering on those by ensuring the customer enjoys the success they are seeking. ARE YOU READY FOR THE NEXT EVOLUTION OF SALES? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers. Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a f...
2021-12-2821 min
Sales TodayHarry and Larry Series: Value SellingHarry and Larry talk about value selling having been around for a while. However, that does not make it any less important today. As salespeople, they know they must understand what value is but talk about how they can't really know what value is until they work out what it means to the customer. Once this is established, they can share insights and ways of working that are going to help. ARE YOU READY FOR THE NEXT EVOLUTION OF SALES? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further th...
2021-12-2811 min
Sales TodayHarry and Larry Series: Virtual SellingHarry and Larry discuss how virtual selling and the associated skills are important for they way they need to work. They talk about how they can operate using the tools and the techniques offered by modern technology. ARE YOU READY FOR THE NEXT EVOLUTION OF SALES? Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers. Hybrid Selling does not just cover the clever use of tools and technology: it defines the way salespeople can adapt to a future that needs a multi-faceted approach to drive success. The book...
2021-12-2824 min
Sales TodayMatt Elwell - Open with a CloseIs a focus on closing a bit old fashioned? Matt quickly answers that and is clear about what is unprofessional versus what is elite behaviour in selling. He practices what he preaches with a mission to help salespeople get better at closing, as he believes this is their duty and the best way to serve customers. His advice of 'do not solve' is surprising but makes sense as he outlines the importance of having the right intent as a sale progresses. Is he crazy when he talks about having '40,000 brain cells in...
2021-11-1848 min
Sales TodayFred Copestake - Sharing a Sales Secret for SuccessSales has changed, and if we don't keep up with it, our potential for failure will increase. In this episode, Fred talks about the challenges of modern selling across three areas: 1. Busy, busy, busy 2. Oldy worldy 3. Muddled mindset, and specifically how you can use partnering skills (PQ) to become more collaborative. Learn more at https://linktr.ee/fredcopestake.
2021-10-1318 min
Sales TodaySocial Selling: Content CreationCreating content makes a difference. This is why Will Aitken is in a new role that intends to 'do some honour to the sales profession'. He was offered this based on the content he produced. In this episode, he shares how he made this form of communication really work for him when things started to happening and conversations moved on from where he left them... all because of what he was posting. When customers are booking demos and asking for you in person it shows that this is time well spent. With authenticity, consistency, and...
2021-10-0437 min
Sales TodayNiraj Kapur - Everybody Works in SalesNiraj talks about his crimes against human rights and his disappointment in the actions of salespeople. However, he is neither really a tyrant or negative person and shares his enthusiasm for good selling. Listen for solid advice on how to make a positive impact on customers with a mindset to serve the person. Key insights include: No magic dust, Considered communication, and Business is relationships. Connect with Niraj Kapur on LinkedIn, and with Fred Copestake at https://linktr.ee/fredcopestake.
2021-09-2441 min
Sales TodayMark Hunter - A Mind for SalesMark says it is a shame we even have to talk about trust in sales, and maybe we do as salespeople might not actually trust themselves. Yet building trust is key, not least because a higher degree of trust often leads to a lower need to negotiate. Salespeople need to get ahead of the game as customers don't buy things for today. Key insights include: Trust is currency of business, Doing damage to your reputation, and Go three levels deep. Connect with Mark on LinkedIn, and with your host Fred Copestake at https://linktr.ee...
2021-09-2340 min
Sales TodayGabrielle 'GB' Blackwell - Sales WitchcraftGabrielle explains what a 'SaaStress' is then uses the associated mystical powers to deliver an episode packed full of value. Beginning with a two-stage approach to building, we then go on a magical tour of what good selling entails with some great advice on internal relationships. The conversation turns to management - and if 'hippy dippy' is the right way to describe the approach then more managers need to take an interest in this! Key insights include: reporting first = reporting best, be present in the moment, and 'recognise, respond, react'. Connect with Gabrielle o...
2021-09-1551 min
Sales TodayJustin Leigh - True Influence & Bold Thinking Justin Leigh shares key elements of his INSPIRE model, including how to build relationships FAST with new people and why modern sales success needs BOLD thinking. Mindset plays a key element and salespeople need to feel that deserve to be infront of customers. Leading with insight can help remove the unintentional blinkers and prove to be the real point of differentiation. Connect with Fred at linktr.ee/fredcopestake, and visit Justin on LinkedIn! Podcast sponsored by Remaster Media.
2021-09-0348 min
Sales TodayRajiv Nathan - Que Pasa?Rajiv 'RajNATION' Nathan takes time out from his Rap-preneur and MC duties to share his thinking on how salespeople can be more effective. A big fan of storytelling, Raj explains a structure that can be used to explain what you do from a customer's perspective. He talks about how #video is a great way to convey #sales messages and how customers can be primed to ask your #competitors questions that make you look good! Connect with Fred at linktr.ee/fredcopestake Connect with Raj on LinkedIn Head to www...
2021-09-0247 min
Sales TodaySam Dunning - Have Fun in DiscoverySam Dunning explains why the discovery phase is his favourite part of the sale, and shares his approach to making this a solid foundation for what will follow. Agreements made and information shared at this stage can be used throughout the process and when used alongside tools like Mutual Action Plans can have a positive impact on selling. Many of his lessons are hard earned and his story of how he sold LinkedIn is not to missed! Key insights include: use an upfront contract, search for a trigger event, and agree deliverables.
2021-08-2438 min
Sales TodaySelling It - How Salespeople AnnoyIn this episode, Scott Wilson-Benner and I explore the mistakes salespeople often make, including: 1. The 'Best Price Pitch. - If you're going to give me a price, give me the price! 2. The Con - Exaggerating a situation to sell a product. 3. The Condescending Pitch. - I have this product, have you heard of it.. no.. well then you're an idiot. You must buy this now. 'If they get past the first three, the next challenge most never ask themselves is will their product solve my problem, do I have a problem...
2021-08-2316 min
Sales TodayIan Meharg - Assess the ImpactIan uses his front row seat in selling to share his thoughts on what works in selling and the thread that runs winning through sustainable, profitable business. He highlights how we can move from confrontational to collaborative to be more successful, and talks about about how humility can be a key component of any sales activity. Connect with Ian on LinkedIn, and with your host Fred Copestake at linktr.ee/fredcopestake. Sponsored by Remaster Media.
2021-08-1540 min
Sales TodayTom Williams - Create Virtuous CirclesBeing more collaborative allows us to kickstart longer term relationships while delivering on the 'microsteps' along the journey to success. Whilst being charming is all very well, building trust has more elements to it including being explicit about the wins for all parties - 'after all we're not communists'. Key insights include: be proud of the whole selling team, the power of 'if statements' at all stages of the sale, and three types of enablement salepeople must understand! Connect with Tom on LinkedIn, and with your host Fred at linktr.ee/fredcopestake. Podcast...
2021-08-0844 min
Sales TodayArmand Brevig - Procurement: Opening the Black Box Armand is a seasoned procurement professional with an understanding of selling, lifting the lid on what this function does and why. He discusses old and modern approaches and shares the human side to the role. Packed with practical tips, this episode gives an interesting perspective on who the 'Trusted Advisor' needs to be. Get his insight guide to the procurement black box here at www.procurementcube.org/selling. Key insights include: rattling the value proposition, don't bother with RFPs, and what buyers fear most. Connect with Armand on LinkedIn, and with your host Fred Copestake at linktr.e...
2021-08-0141 min
Sales TodayFred Copestake - Challenges of Modern SellingIn this episode, Fred talks through the challenges faced by salespeople today. From being busy and ineffective, through to an old fashioned self-centred approach, Fred discusses how you can overcome these challenges through great preparation, clear focus, and more, to have a positive impact on your sales results.
2021-07-1009 min
Sales TodayTrust or Bust - Personal BrandingMoeed Amin and Fred Copestake discuss the importance of personal branding in professional sales. Connect with Moeed on LinkedIn, and with your host Fred Copestake at https://linktr.ee/fredcopestake! Podcast sponsored by Remaster Media.
2021-07-1024 min
Sales TodayChris Dawson and Leon McCowan - Sell Like a BossThe Sales Dojo pays a visit! Chris and Leon care about sales and salespeople and put great effort into helping them get better. Forthright in their views and practical in their advice, they share their thoughts on how to make the most of a tough job. WARNING - Do not listen if you are a 'rubbish manager working for a rubbish company'. Key insights include: Stop trying to build trust and rapport quickly Focus on decisons not deals You are equal in status to customers, not subserviant ...
2021-07-1040 min
Sales TodayChris Hatfield - Mental Wellbeing and Sales PerformanceIn this episode, Chris talks about the impact of different forms of pressure and why it is important to have a mechanism to cope. He explains the relationship of being able to manage mindset with improved performance, and why we need to pay attention to emotional signals and triggers. With the signs of both stress and burnout sometimes being difficult to recognise it is important to take responsibilty to increase awareness of these. Key insights include: - Developing a mindset to serve not sabotage - Managing self talk - Recognising types...
2021-07-0743 min
Sales TodayTrust or Bust - Non-Verbal CommunicationIn 'Trust or Bust: Non-Verbal Communication', Moeed Amin and Fred Copestake discuss the importance of non-verbal communication and body language in professional sales. They talk about common mistakes, and what salespeople should really be doing. Connect with Moeed on LinkedIn, and find your host Fred Copestake at https://linktr.ee/fredcopestake.
2021-07-0516 min
Sales TodayTrust or Bust - Verbal Communication In 'Trust or Bust: Verbal Communication', Moeed Amin and Fred Copestake discuss the importance of this type of communication in professional sales. They talk about common mistakes, and what salespeople should really be doing. Connect with Moeed on LinkedIn, and find your host Fred Copestake at https://linktr.ee/fredcopestake.
2021-06-2815 min
Sales TodayMark Boundy - Beware the Mediocrity CycleMark Boundy talks about 'pseudo-optimisation' and how making silos increasingly smaller does not really help anybody. There is an opportunity for those that really take ownership and are able to walk the customer through their own complicated process. He argues that when salespeople 'go native' it is not always a bad thing, and responsiveness is an opportunity to differentiate and build value. Key insights include: Salespeople are pretty unimpressive, Social risk of being an advocate, and Perfect understanding of an imperfect vision. Connect with Mark on LinkedIn, and with your host Fred Copestake at linktr...
2021-06-2839 min
Sales TodayKevin Dixon - Mutual Action Plans Need the Human ElementKevin Dixon is a massive advocate for MAPs, and in this episodes he shares how and why they work. He describes the importance and characterisitics of a true 'Champion' and why we need to use a tool to help customers buy. Key insights include: buying is more difficult than selling, salesepeople sell change (but are also often resistant to it), and improving deal velocity and win rates. Connect with Kevin on LinkedIn, and find your host Fred Copestake at linktr.ee/fredcopestake.
2021-06-0342 min
Sales TodayMike Raven - AQ meets PQHow well can you adapt? Mike Raven introduces the Adaptability Quotient, and its relevance today and for the future of work. If we explore our relationship with uncertainity we can have a greater impact on how we perform. Key insights include: build new neural pathways, consider you environment and what you consume, and do something different every day. Connect with Mike on LinkedIn, and with your host Fred Copestake at linktr.ee/fredcopestake. Podcast sponsored by Remaster Media.
2021-06-0137 min
Sales TodayAnthony Coundouris - Take Friction AwayAnthony is the author of Run Frictionless and he shares how adjusting sales proposions based on Who/What/Why/How we serve can have a positive effect on customer experience and make it easier for people to buy. He talks about how we serve customers and the appropriate messaging to promote that. Key insights include: simplifying modes of selling, beware 'future selling', and pre-empt limitations and develop workarounds. Connect with Anthony on LinkedIn, and with your host Fred Copestake at linktr.ee/fredcopestake. Podcast sponsored by Remaster Media.
2021-06-0144 min
Sales TodayJay McBain - Influence the InfluencerJay McBain talks about selling ecosystems and how we need technology to do the heavy lifting so humans can do the uniquely human work of value creating and co-innovation. Sales is no longer a linear activity and digital matchmaking is a more efficient way to operate. Key insights include: add value to your own brand, you cannot pitch the whole game, and trying to be a trusted advisor is a flawed approach. Connect with Jay on LinkedIn, and with your host Fred Copestake at linktr.ee/fredcopestake. Podcast sponsored by Remaster Media.
2021-06-0129 min
Sales TodayTrust or Bust - ClosingIn 'Trust or Bust: Closing', Moeed Amin and Fred Copestake discuss trust and its importance in professional sales. They talk about common mistakes, and what salespeople should really be doing. In this episode, they focus specifically on closing a sale. Connect with Moeed on LinkedIn, and find your host Fred Copestake at https://linktr.ee/fredcopestake.
2021-06-0117 min
Sales TodayTrust or Bust - PresentingIn 'Trust or Bust: Presenting', Moeed Amin and Fred Copestake discuss trust and its importance in professional sales. They talk about common mistakes, and what salespeople should really be doing. In this episode, they focus specifically on the role of presentation within sales. Connect with Moeed on LinkedIn, and find your host Fred Copestake at https://linktr.ee/fredcopestake.
2021-06-0126 min
Sales TodayTom Williams - Mutual Action Plans Get a MakeoverTom Williams is a man on a mission - to help salespeople do things differently to make a difference. In this episode breaks down a tool that will WOW customers. He explains how 'Outcome Enablement Plans' bring massive benefit to all parties, and shares how to construct and use one. Key insights include: The 7 component parts, Positioning and using MAP/OEPs with new and experienced buyers, and Factors to improve success in use. Connect with Tom on LinkedIn, and with your host Fred Copestake at https://linktr.ee/fredcopestake.
2021-05-3145 min
Sales TodayMartin Moore: B2B = Belly to BellyMartin Moore talks about being human in our interfaces with customers and discusses the importance of delivering the right message to all stakeholders. He shares how understanding value at all levels allows for premium pricing, and how change can lead to opportunity through correct communication. Key insights include: build customer personas, romance the change, and drive activity through inner purpose. Connect with Martin on LinkedIn, and your host Fred Copestake at https://linktr.ee/fredcopestake. Podcast sponsored by Remaster Media.
2021-05-2335 min
Sales TodayTrust or Bust - QuestioningMoeed Amin and Fred Copestake discuss trust and its importance in professional sales. They talk about common mistakes, and what salespeople should really be doing. In this episode, they focus specifically on the questioning phase of sales. Podcast sponsored by Remaster Media.
2021-05-1520 min
Sales TodayPhilip Brown - Procurement: An Insider's ViewPhil shares some secrets from a career spent in procurement. He talks about what is actually happening and why. Systems are in place for a reason and cannot be ignored. Salespeople can recognise these and indeed use that understanding to make progress and add value. Key insights include: passing ships in the night, balancing risk and value, and ask about the process. Connect with Philip Brown on LinkedIn, and with your host Fred Copestake at https://linktr.ee/fredcopestake. philip.brown@thenegotiationclub.co.uk Podcast sponsored by Remaster Media.
2021-05-1545 min
Sales TodayTrust or Bust - OpeningMoeed Amin and Fred Copestake discuss trust and its importance in professional sales. They talk about common mistakes, and what salespeople should really be doing. In this episode, they focus specifically on the opening of a sale. Podcast sponsored by Remaster Media.
2021-05-1118 min
Sales TodayDavid Meerman Scott - FanocracyTurn fans into customers and customers into fans. David Meerman Scott is the author of 12 books much loved by marketeers from which salespeople can also take a huge amount from. David and Fred talk neuroscience, communication, and narrative medicine. Key insights include: Show you are passionate... about something! Show you are in the same tribe Understand the customer's full story Connect with David on LinkedIn, and your host Fred Copestake at https://linktr.ee/fredcopestake. https://www.davidmeermanscott.com/blog/create-calls-to-action-in-clubhouse Podcast sponsored by Remaster Media.
2021-05-0939 min
Sales TodayPaul Bleck - Customer Interests FirstPaul Bleck talks about how a partnership approach is key when working with his clients. Servicing big engines is a big deal, but by having the right mindset positive outcomes can be generated for all parties. Key insights include: Look at the bigger picture Make life easy for people Pre-empt key consideration Connect with Paul on LinkedIn, and with your host Fred Copestake at https://linktr.ee/fredcopestake
2021-05-0240 min
Sales TodayZach Selch – Tough LoveZach Selch has worked all over the world and brings his philosophy of helping people be the best they can to the podcast, where he shares ideas for winning mindshare and becoming stickier with customers. Has his approach been brutal in the past? You decide. Key insights include: Don't screw people Rent trust It's ok to manipulate Connect with Zach on Linkedin, and with your host Fred Copestake at https://linktr.ee/fredcopestake.
2021-04-2547 min
Sales TodayStudent Sales Academy TakeoverThe inaugural 'Takeover' episode of the Selling Through Partnering Skills podcast is part of a series to help promote the Student Sales Academy supported by host Fred Copestake. The interviews by current students explore how 'sales skills are life skills' and what advice guests would give themselves. www.studentsalesacademy.com
2021-04-1918 min
Sales TodayMarcus Cauchi - Buyer Safety Above All ElseMarcus Cauchi is passionate about sales being done right, and gets annoyed when it is not taken seriously. Listen to his list of requirements for a professional salesperson and decide if you fit the bill. Expect no fluff at any stage in this interview! Key insights include: No-one is born naturally able to sell; Coaching should not be an instituitonalised punishment; Daily reflection is THE best way to develop as a salesperson (and individual). Connect with Marcus on LinkedIn, and find your host Fred Copestake at linktr.ee/fredcopestake.
2021-04-1846 min
Sales TodayFred Copestake - Student Sales Academy Takeover #2Fred, a graduate of Birmingham Univerisity in Commerce and Spanish, talks in the second part of the Takeover pilot about why sales skills are life skills and why he wants to help students prepare for work with the Student Sales Academy. This 'Takeover' episode of the Selling Through Partnering Skills podcast is part of a series to help promote the Student Sales Academy supported by host Fred Copestake. The interviews by current students explore how 'sales skills are life skills' and what advice guests would give themselves. www.studentsalesacademy.com
2021-04-1812 min
Sales TodayFred Copestake - Student Sales Academy TakeoverFred is a Commerce and Spanish graduate of Birmingham University, and shares with us in this pilot podcast his take on sales skills as life skills and why he supports the Student Sales Academy. This 'Takeover' episode of the Selling Through Partnering Skills podcast is part of a series to help promote the Student Sales Academy supported by host Fred Copestake. The interviews by current students explore how 'sales skills are life skills' and what advice guests would give themselves. www.studentsalesacademy.com
2021-04-1812 min
Sales TodayJason Graystone - Fair Exchange Rules the GameJason Graystone, professional investor and founder of Graystone Education, describes a professional sales approach in the first few minutes and then goes on to share some innovative ways of thinking he uses that salespeople can learn from. Key insights include: Build 'trust ramps' to STOP people from buying Everything is expensive until it seems cheap When ego is involved it is difficult to progress Connect with Jason on LinkedIn, and your host Fred Copestake at https://linktr.ee/fredcopestake.
2021-04-1035 min
Sales TodayDON'T Sell!Is your client more informed than you? But do you think you know best? Clare O'Shea and Fred Copestake discuss alignment of the buyers process and why selling is NOT telling.
2021-04-1007 min
Sales TodayMario Martinez Jr - Video in Selling: Fools with Tools?Buyer engagement and the methods to sell are now perfectly aligned - and video is the way to leverage this. Mario M. Martinez Jr. covers the why, what and how. An incredibly generous evangelist for modern selling, he shares techniques that can be used immediately to make a difference. But can sales leaders step up to the challenge? Key insights include: making a deep psychological impact; use cases for video; monkey see, monkey do. Connect with Mario on LinkedIn and find your host Fred Copestake at https://linktr.ee/fredcopestake.
2021-04-0543 min
Sales TodayTyler Lessard - Video in Selling: Build Trust Faster Where can video play a part in the sales process? As Chief Video Strategist at Vidyard, Tyler Lessard gives us an overview of where video works, why it works and how to make it work at different stages of the sale. If you are in any doubt if this should be a standerd part of the way you work, this overview of the power of video will answer those questions. Connect with Tyler on LinkedIn, and find your host Fred Copestake at https://linktr.ee/fredcopestake. Podcast sponsored by Remaster Media.
2021-04-0555 min
Sales TodayDON'T Meet!Clare O'Shea and Fred Copestake discuss the norm of doing business as expected versus the value of virtual meets.
2021-03-2708 min
Sales TodayMoeed Amin - Discourtesy and Disrespect In this episode, B2B sales expert Moeed Amin and podcast host Fred Copestake discuss the 8 elements of trust, including a 'new' one that Moeed's research is showing to be key. Key points include: - Why you should feel guilty - Pure generosity does not work - Get 'in the river' to influence better Connect with Moeed on LinkedIn, and find him through the Clubhouse app. Connect with your host Fred Copestake at https://linktr.ee/fredcopestake. Podcast sponsored by Remaster Media.
2021-03-251h 03
Sales TodayDON'T Over-Deliver! In this week's episode of the DON'T series, we have DON'T Over-Deliver! Clare O'Shea and Fred Copestake discuss the pitfalls of over-delivering, and how to build sustainable value through excellent customer experience.
2021-03-2008 min
Sales TodayLarry Long Jr - Check the ScoreboardLarry Long Jr brings his unique style and insight into elite sport to discuss being successful in sales. He talks about employing the right approach to avoid 'commission breath' and becoming a matchmaker. He tells us about the Say:Do Ration, and even sings us a song! Key take-aways include: control the controlables, trust the process. and team work makes the dream work! Connect with Larry on LinkedIn to learn more, and find your host Fred Copestake at https://linktr.ee/fredcopestake. Podcast sponsored by Remaster Media.
2021-03-2039 min
Sales TodayJohn D. Hanson - Scarcity or Abundance MindsetThis week's episode features John D. Hanson, a sales consultant, speaker, trainer and author at Accelerated Revenue. His mission within these roles is to 'equip companies of all sizes to become Heroes in every human interaction'. Key insights include: Proximity is not relationship Don't be fake or a poseur Self disruption is the future Connect with John on LinkedIn, and with your host Fred Copestake at https://linktr.ee/fredcopestake. Podcast sponsored by Remaster Media.
2021-03-1349 min
Sales TodayDON'T Make Friends!Fred Copestake and Clare O'Shea are back with a new episode of the DON'T series - DON'T Make Friends! You might thinking making friends is a good idea, but your thinking is flawed... Podcast sponsored by Remaster Media.
2021-03-1309 min
Sales TodayHarry Novic - My Coach is a Robot!In this episode, Harry Novic talks about how Artificial Intelligence can be used to augment the coaching process and help people grow. Should we be worried about sharing information with machines, and how does it make a difference? Insights include: Implement initial excitement and learning into routines Move forward and make actions Machines are relentless Connect with Harry on Linkedin, and with your host Fred Copestake at https://linktr.ee/fredcopestake. Podcast sponsored by Remaster Media.
2021-03-1343 min
Sales TodayKate Lewis - Neggy-Poos and Cheerleaders Kate Lewis is a self-professed 'sales enthusiast' and a massive fan of coaching to acheive results. She sets out a simple framework for how to implement coaching, and reveals why it often doesn't work. But what does she think about AI-driven coaching chat bots like Rocky.ai? Episode features: - Coaching puts a firework up the ass of training - Find your team cheerleader - Buy a bloody big umbrella Connect with Kate on LinkedIn, and find your host Fred Copestake at https://linktr.ee/fredcopestake
2021-03-0744 min
Sales TodayVenese Lau - Create Good VibesVenese Lau has a background in event marketing in Tokyo, connecting local brands with international audiences and vice versa, with her career purpose evolving to focus on helping entrepreneurs. This episode features: - Using social proof to build trust - Change is a part of growth - with no change you aren't going anywhere - Covid has been a kick in the butt Find Venese on Instagram (yourentrepreneurresources) and connect with your host, Fred Copestake, at https://linktr.ee/fredcopestake. Y. E. R.: https://yourentrepreneurresources.com/
2021-02-2837 min
Sales TodayDON'T Be Persistent!This episode with Fred Copestake and Clare O'Shea highlights how to work smarter not harder, and the importance of research for lead qualification. The Selling Through Partnering Skills podcast is sponsored by Remaster Media: https://www.remastermedia.com/
2021-02-2807 min
Sales TodayFred Copestake - My WhyFred Copestake talks about why he does what he does, including: - Addressing the 3 big challenges in sales today - What drives him in his work - Being proud about what we do as professional salespeople "I believe we can make selling better, and the potential to do good and make a difference is huge." - Fred Copestake
2021-02-2812 min
Sales TodayMike Willliams and Scott Scholfman - Sprint or a Marathon? This episode was great fun to record, as The Selling Podcast came to visit. Though we might have sounded like a trio of painters at one stage as colours were thrown around with much abandon, there is some great advice dispensed amid the rainbow antics. And then the motorbike came out before disagreement over birthday parties... Key insights include: -You lose trust not gain it -Be true to yourself -Stay in your lane Visit www.thesellingpodcast.com for more details; connect with Mike and Scott on LinkedIn; connect with your host, Fred Copestake, through linktr.ee/fredcopestake.
2021-02-2147 min
Sales TodayDON'T Cold Call! DON'T Cold Call! Clare O'Shea and Fred Copestake discuss the importance of prospecting, and the significance of research and planning - developing from 'cold', to warm, to hot.
2021-02-2109 min