Sales Today

Free Collaborative Selling Scorecard If you would like to assess how your sales approach aligns with today's buying environment, you can take the free Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com/   In this final episode of the Sales Today mini series, Fred brings the threads of the series together and explains the deeper issue sitting underneath many of the challenge...

If you would like to assess how your sales approach aligns with today's buying environment, you can take the free Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com/   In this episode, Fred explores a frustration shared by many engineering and technical businesses: You've invested in sales training. The team enjoyed it. The ideas made sense. But six months later… very littl...

Free Collaborative Selling Scorecard If you would like to assess how your sales approach aligns with today's buying environment, you can take the free Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com/   In this episode of the Sales Today Podcast , Fred explores one of the most important moments in any sales conversation. It's not when the customer agrees to a meeting. It'...

Take the Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com   In this episode of the  Sales Today Podcast , Fred Copestake explores a pattern he often sees in engineering-led sales organisations: What he calls The Engineering Super Ego . Despite the provocative name, this isn't a criticism of engineers. In fact, it comes from one of their greatest strengths: deep expertise,...

Take the Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com Connect with Fred: https://www.linkedin.com/in/fredcopestake Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers Watch the full mini series playlist here   In this episode of the Sales Today Podcast , Fred Copestake tackles a challenge that many engineering and...

Take the Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com Connect with Fred: https://www.linkedin.com/in/fredcopestake Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers Watch the full mini series playlist here   Most engineering businesses already have strong products, strong expertise, and strong technical capabilit...

Take the Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com Connect with Fred: https://www.linkedin.com/in/fredcopestake Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers Watch the full mini series playlist here   In this episode of the Sales Today Podcast , Fred Copestake explores one of the most frustrating realities...

Take the Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com In this episode of the  Sales Today Podcast , Fred Copestake explores one of the most common frustrations in engineering and B2B sales: Why do so many deals eventually come down to price? While it is easy to blame procurement pressure, competition, or tighter budgets, Fred explains why pricing pressure is often onl...

In this episode of the Sales Today Podcast , Fred Copestake challenges one of the most accepted assumptions in B2B and engineering sales:   That an RFP or tender represents the start of an opportunity.   The reality?   By the time an RFP reaches your inbox, many of the most important decisions have already been made.   Fred explores why tender-led sales processes often create pricing pressure, red...

In this episode of the Sales Today Podcast , Fred Copestake challenges one of the most accepted assumptions in B2B and engineering sales:   That an RFP or tender represents the start of an opportunity.   The reality?   By the time an RFP reaches your inbox, many of the most important decisions have already been made.   Fred explores why tender-led sales processes often create pricing pressure, red...

In this first short episode of the Sales Today Mini Series,   Fred Copestake explores a challenge many sales teams are currently facing:   Why does it feel like sales teams are doing everything "right" - yet deals still move slowly, margins tighten, and opportunities stall?   Fred explains why the issue often is not capability, effort, or product quality. Instead, the real friction comes from a gr...

You've just come back from a trade show. You're exhausted, your feet hurt, but you've got a list of leads. It feels like progress. But here's the uncomfortable truth most of those people are not going to buy. Not because they're bad leads. But because that's not why most people attend trade shows. They're there to explore, learn, compare, and figure things out. And that single shift in perspective...

This episode of The Sales Today Podcast is a little different - a live webinar recording where Fred Copestake breaks down a practical approach to closing more sales without compromising how you do business. At the heart of it is a simple idea: ethical selling isn't about being "nice" or "soft"… and it's definitely not about making things complicated. It's about finding the balance - what Fred call...

In this episode, Fred is joined by Gearoid Cox, founder of Sales Pipeline, to explore why selling feels harder in a world full of noise, new vendors, and empty promises.   From early-stage founders doing all the selling… to the challenge of building trust when buyers are more cautious than ever, this conversation digs into what actually helps sales teams stand out today.   The big theme running th...

What really happens when a top salesperson gets promoted into leadership?   In this episode, Fred is joined by Amanda Downs , Director of Commercial at The Uspire Partnership and author of Step Up to Sales Leader , to explore the challenges of moving from individual contributor to sales leader.   From letting go of old habits… to leading former peers… to creating the right structure for growth, th...

What if selling wasn't about speed… but about timing?   In this episode, Fred is joined by Mark Kempf, author of Unfurl Your Sales , to explore a different approach to selling -one that is gradual, progressive, and deeply personalised.   From slowing down to speed up… to building relationships that last decades, this conversation challenges the pressure to rush and reframes what effective selling...

The way buyers buy has changed - but most sellers haven't. In this episode, Fred is joined by Steve Knapp (co-founder of PLAN.GROW.DO) to explore what the Buyer Revolution really means for modern sales. From buyers being 83% through their journey before speaking to you… to why most sellers are preparing for the wrong conversation - this episode challenges traditional thinking and offers a more pra...

In this episode of the Sales Today Podcast, Fred Copestake is joined by Marc Baladi, sales and senior leadership coach, and co-host of the podcast Beyond Enough.   Together, they explore a challenge many people in sales quietly face: feeling overwhelmed, behind, or not good enough - even when they're capable and putting in the effort.   Marc's argument is simple but powerful:   You are probably no...

In this episode, Fred Copestake is joined by Ollie Whitfield of Slingshot Content to explore a sales tactic that surprisingly few salespeople use: running webinars themselves .   While marketing teams often lead webinars, salespeople can use them as a powerful way to stand out, demonstrate expertise, and create valuable conversations with prospects.   The key is doing them well.   Not product demo...

In this episode, Fred Copestake is joined by Ollie Whitfield of Slingshot Content to explore a sales tactic that surprisingly few salespeople use: running webinars themselves .   While marketing teams often lead webinars, salespeople can use them as a powerful way to stand out, demonstrate expertise, and create valuable conversations with prospects.   The key is doing them well.   Not product demo...

In this episode of the Sales Today Podcast, Fred Copestake speaks with Alex Nicholls-Gray, founder of The Prospect Experience Company, about why the prospect experience has never been worse and what salespeople can do to fix it.   With automation tools and AI making it easier than ever to send thousands of messages, buyers are overwhelmed with generic outreach across email and LinkedIn. The result...

Fred is joined by Mark Young , whose LinkedIn headline says it all: "A cat person helping technical AI founders earn trust before the first call."   This episode is a lively (and refreshingly sceptical) conversation about why so much LinkedIn advice is formulaic, outdated, or simply irrelevant - especially for technical founders and specialists who need trust, not vanity metrics.   What you'll lea...

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...

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: hav...

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 rea...