Sales Today

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 ho...

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 - challenging the outdated way many salespeople still share proposals.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 too...

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 alrea...

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, enab...

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 experienc...

Too many sellers treat sales like a checklist. It's not.   Sales is a system - and when every part is strong, the whole thing works better.   In this special recap episode, we take a step back to zoom out and review the 15 core skills, tools, and mindsets covered so far on Sales Today .   Whether you're new to the series or have been with us since episode one, this is your chance to assess, reflec...

Too many sellers think being friendly is enough. It isn't. If the customer only hears from you when it's renewal time or when there's something new to flog, you're not a partner - you're a vendor.   And vendors are easy to replace.   In this episode, the focus is on what it really takes to build genuine , lasting relationships in complex B2B sales.   Relationships that win repeat business, reduce...

QBRs are broken- here's how to fix them.   In this episode, we challenge the traditional Quarterly Business Review and introduce a smarter alternative: the Quarterly Value Review.   If your customer reviews are little more than status updates and activity reports, you're missing a huge opportunity to demonstrate value and grow the relationship.   You'll learn:   • Why QBRs often fail to deliver st...

  Customers don't care about what your product is - they care about what it does .   In this episode, we explore a fundamental shift in sales thinking: moving from product-based conversations to outcome-focused dialogue.   When you stop pitching features and start communicating results, you change how customers see your value.   You'll learn:   Why outcome-based selling leads to faster, more confi...

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...