Sales Today

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 dr...

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 I share how to flip the script and deliver customer-focused presentations that engage, build trust, and make decisions easier.   What you will learn:     Why traditional presentations lose the room - and...

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...

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 takea...

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 takea...

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 dri...

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, an...

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 st...

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 if you could help them uncover and articulate  that value? It's a skill that separates the average salesperson from the exceptional one.   In this episode of Sales Today , we're diving into a core principle...

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.   Explore the RESPECT Framework , a practical tool that breaks down the 7 major external forces influencing customer behaviour:   Regulation Economic Social Political Environmental Competition Technology   Lea...

Can strategic account planning be the missing piece in your sales success puzzle?   This episode of the Sales Today podcast pulls back the curtain on what it really takes to move from scattershot selling to a focused, strategic approach that drives results.   Account plans often get dismissed as corporate red tape - but when used right, they're your GPS for navigating complex deals with confidence...

Imagine if sales messages could cut through the clutter of a crowded inbox and truly engage potential buyers.   The frustration of sending emails that go unnoticed is all too familiar, and one of the biggest mistakes salespeople make is focusing too much on themselves.   This episode dives into the art of personalising communication to address the unique needs and challenges of prospects, using la...

What's the secret to crafting a value proposition that truly resonates?   In this episode of Sales Today I discuss how salespeople can create value propositions that go beyond listing features and truly connect with customers.   The conversation focuses on how to link customer pain points to meaningful outcomes, shifting the emphasis from product details to the results buyers actually care about....

  Tired of wasting time on prospects who aren't a perfect fit?   Top sales teams know the secret: mastering the art of disqualification.   Discover how identifying and embracing your Ideal Customer Profile (ICP) can revolutionise your sales approach.   Forget rejection - it's all about respect and efficiency. Find out why disqualifying the wrong leads is a game-changer for high-performing teams.  ...

What if mastering just 15 elements could transform your sales game from forgettable to phenomenal?   In this episode we embark on a journey through the essential building blocks that can elevate every aspect of your sales process.   These aren't just run-of-the-mill tricks; they're proven strategies that have empowered over 10,000 sales professionals across 37 countries.   Discover how defining yo...

What if your sales strategy is missing the mark because you're trying to do too much in a single email?   Leslie Venetz, founder of Sales-Led GTM Agency shares her wisdom on modern sales techniques.   We uncover the art of clarity in communication by focusing on one point per email, preventing message overload.   Leslie introduces her groundbreaking "earn the right" concept, a test ensuring each p...

What if you could revolutionise your lead generation strategy by simply tapping into the power of trust?   Dave Plunkett, founder of Collaboration Junkie, joins us to discuss the concept of nearbound lead generation - a contemporary twist on the traditional word-of-mouth approach.   Dave's insights bridge the delicate gap between inbound and outbound strategies, offering a structured, intentional...

What if your cold calls could turn into meaningful conversations that lead to genuine connections and success?   Nick Jeins, a master of the craft with over 30 years of experience, as shares his insights into transforming cold calling from a mundane task into an art form.   With a focus on the engineering business sector, Nick highlights the critical importance of understanding your prospects' tru...

How do you thrive in a world where buyers are more informed than ever?   In this weeks episode we delve into the transformative power of engaging early in the engineering sales process. Daniel Wendon, Sales Manager at Sulzer, shares his expert insights on how the digital age is reshaping the landscape of engineering sales.   Discover why engaging in the early stages of tender preparation could be...

Is the diesel truck on the brink of extinction?   Industry expert Tony Owen brings his extensive knowledge to discuss the monumental shift toward electric trucks in the pursuit of net-zero emissions.   As legislative deadlines loom, manufacturers like Volvo, Renault, and Scania are leading the charge with new electric models, while the pressure mounts to phase out diesel trucks. We scrutinise the...

Susie Ashfield, the brilliant author and communication expert, returns with her profound insights into the art of authentic communication.   In this episode, we discuss her latest book, "Just F**king Say It," which encourages confronting communication hurdles with audacity and sincerity.   Susie shares her wisdom on embracing the imperfections that make conversations genuinely meaningful and guide...

Can LinkedIn truly revolutionise your sales strategy? Join me and LinkedIn expert Mic Adam as we challenge the misconception that this powerful platform is just about connections and job hunting.   Discover how setting clear objectives and measuring outcomes can transform LinkedIn into a potent tool for achieving business goals. We redefine what it means to be a power user, highlighting the import...

Inspirational business leader and author Leisa Pickles shares her unique insights in our latest episode, spotlighting the often misunderstood world of sales.   As the author of "The Only Salesperson in the Room," Leisa challenges the common reluctance of business owners to embrace their roles in sales, largely due to negative stereotypes.   She recounts her experience at a business conference wher...

Could imposter syndrome be the hidden obstacle holding you back from sales success?   In this enlightening episode Tara Halliday demystifies imposter syndrome, explaining why it's more than mere self-doubt and how it uniquely targets specific tasks rather than general confidence.   We dive into the surprising revelation that imposter syndrome affects both men and women equally, although societal f...

Jeff Hatten an innovator in the sales world, shares his incredible journey of turning the once drab networking site into a lively stage for humorous and engaging content. Hesitant at first to mix humour with business, Jeff reveals how embracing his unique personality not only captured attention but also brought a much-needed vibrancy to sales communications.   We take a closer look at the inspirat...