Sales Today

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 pat...

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...

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, faste...

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 buye...

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 pr...

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, questi...

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 w...

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...

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, performanc...

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, a...

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 dilem...

What if the reluctance to pick up the phone is the key to unlocking a new sales strategy?   In this weeks episode we address communication preferences of Gen Z sales professionals, highlighting the need for empathy and understanding from seasoned sales managers.   With insights from Janet Efero, an award-winning sales trainer, we explore the generational shift in communication styles and its impac...

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...

This 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 acros...

Jimmy Armitage, founder of Your Wavelength, joins me to unravel the complexities of recruiting sales professionals for technical industries.   This episode is full of insights for business owners navigating the intricate balance between technical expertise and sales prowess.   We dissect the fallacy of assuming every successful salesperson will thrive in any business environment, stressing the imp...

Melissa Madian, the charismatic founder of TMM Enablement and the self-styled Chief Fabulous Officer, brings her vibrant personality to our latest podcast episode, where sales enablement meets storytelling magic.   Discover how Melissa's unique blend of humour and authenticity can redefine your sales approach and why infusing your true self into your professional persona isn't just acceptable - it...

You nailed the first step and got the meeting - now what? Most salespeople squander this critical opportunity by running a tired "Discovery Meeting" that serves only them .   Sales differentiation expert and contrarian, Lee Salz , is back as a guest for a third time to expose why the old ways are fundamentally broken and reveal the Consultation Mindset that must replace them.   Based on his new bo...

Sales expert Steve Radford sheds light on the intricacies of the modern sales landscape, drawing from a rich 25-year career in sales.   His book, "How To Sell," distills these years of experience into 50,000 meticulously curated words, and in this episode, we explore the art of conveying complex sales concepts with clarity and precision.   Listen as we uncover the nuances of achieving win-win outc...

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 se...

Ever wondered how to transform mundane cold emails into memorable interactions?   Discover how Marc McDougall, a savvy freelance web designer, has cracked the code with his unconventional video email outreach methods.   By personalising each message with a touch of creativity, including a whiteboard with the recipient's name, Marc shifts the focus from quantity to quality, turning generic emails i...

In this episode of The Sales Today Podcast I speak with Bryan Cassady, author of Generative Organization . His book looks at how people and AI can work better together inside a business. The central idea is not about "using" AI but learning how to partner with it in the same way you would with a colleague. Brian explains why many leaders feel let down by AI. The problem is not the technology itsel...

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 importanc...

In this episode of Sales Today , I am joined by Brad Eather, a digital communications consultant and the creator of the Digital Sales Mastery framework.   Brad shares why LinkedIn should be treated as a communications tool rather than a marketing broadcast channel, and how salespeople can use it to connect with the right people in the right way.   The conversation explores the difference between i...

What if a sudden layoff could lead to the career transition of a lifetime?   Meet Luis Alan, who after twenty years in IT, found himself navigating the thrilling world of tech sales at Deel.    Through his personal journey from technical support in Costa Rica to unexpected roles on cruise ships, Luis turned a layoff in the oil and gas industry into a springboard for success in sales.   He shares h...

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.   Hann...