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 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 matter: set a primary and secondary outcome before the meeting, then signal preparedness with a short agenda. • "Ask before tell": why prescription without diagnosis is malpractice and how great sellers make it about you before talking about themselves. • Reading the room: tailoring style to personalities (analytical, amiable, driver, expressive) and how tools like DISC profiling can help you prepare. • AIDA done right: Attention → Interest → Desire → Action as a clean flow that mirrors how people think. • Strong openings: craft an attention-grabber (value proposition) that hooks into your world—industry issues, goals, and likely friction points. • High-gain questioning: use open, probing, and TED prompts ("Tell me… Explain… Describe…"), thoughtful hypotheticals, strategic summaries, and silence. • Consultative depth: map current state vs desired state, then explore impact and consequences to build a compelling case for change. • From ask to tell: when to pivot from questions to a tailored response - not a boilerplate pitch - linked to the problems uncovered. • Progress checks: small "trial closes" to confirm fit and keep momentum without pressure. • The Perfect Close (James Muir): "Does it make sense for us to… [next step]?"- an elegant, ethical way to agree the action or surface the right alternative. • Internal use: how procurement can repurpose the same structure to win support for projects and decisions inside the business. Expect straight-talking guidance, usable language patterns, and a simple framework you can run tomorrow- whether you're buying, selling, or building alignment across stakeholders. Join the Alchemie Network for FREE to connect with other forward-thinking professionals and get access to more events like this. Connect with Fred on Linkedin https://linktr.ee/fredcopestake
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 importance of aligning technical know-how with sales roles. Jimmy sheds light on the benefits of training technically skilled employees in sales or recruiting individuals who possess both skill sets, offering guidance for overcoming the steep learning curves that often lead to failure. We explore the unique challenges engineers face when shifting to sales roles, especially in sectors introducing new technologies like packaging machinery for potato chips. By evaluating candidates through key pillars such as capability, environment fit, team fit, and motivation, we highlight how engineers can leverage their technical background while honing new sales skills. Jimmy shares his views on the importance of motivation and natural communication abilities in managing the demands of field sales, such as international travel and client interactions. We also discuss the value of transparency about product limitations to foster trust and connect with clients on a human level. This episode wraps up by focusing on strategic hiring decisions, examining how structured planning and clear communication can maximise sales ROI and ensure new hires align with company goals. Through this comprehensive approach, we aim to equip listeners with the tools to make informed and strategic hiring decisions that drive success. Chapters: 00:00 - Technical Sales Recruiting Strategies 12:00 - Recruiting Engineers for Technical Sales 17:33 - Effective Sales Training and Hiring 28:49 - Maximising Sales ROI Through Strategic Hiring Links and Resources Connect with Jimmy https://www.linkedin.com/in/jimmy-armitage-yourwavelength/ Website: https://yourwavelength.co.uk/ Follow Fred: https://linktr.ee/fredcopestake Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube: https://youtu.be/nKSwkayPvgs Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers
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's essential. This episode challenges the traditional notion of professionalism, encouraging salespeople to find their voice and make meaningful connections through genuine, relatable narratives. Melissa shares her customer-centric sales approach, where providing the right tools and training isn't just beneficial - it's transformative. Learn how focusing on existing client relationships can be a goldmine for growth, and why solving customer problems rather than just pushing products is the secret to long-lasting success. From first contact to nurturing long-term loyalty, this conversation highlights creating memorable customer experiences and highlights the overlooked power of exceptional service. Rounding out our episode, we explore the art of making the customer the hero of their journey, with sales enablement strategies that empower sales teams to do just that. Melissa shares insights on tackling performance dips, addressing the importance of continuous skill enhancement and professional curiosity. With a light-hearted close and an invitation to challenge your own sales strategies with our collaborative selling scorecard, this episode is packed with engaging content and actionable insights for anyone looking to elevate their sales game. Chapters: 00:00 – Getting Salespeople Up to Speed 00:22 – How to Structure a Success Story 07:52 – What Is Sales Enablement? 08:55 – The Full Customer Lifecycle 12:48 – Sales with Service in Mind 16:26 – Context and the Role of Enablement 18:20 – Engineering Principles in Sales 25:15 – Why Stories Matter in Selling 33:09 – Melissa's Book: Enabler? I Hardly Know Her! 34:00 – Where to Find Melissa Links and Resources Connect with Melissa https://www.linkedin.com/in/melissamadian/ Website: https://melissamadian.com/ Buy the Book: Enabler? I Hardly Know Her! Follow Fred: https://linktr.ee/fredcopestake Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube: https://bit.ly/SalesTodayPodcast_MelissaMadian
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 book, The First Meeting Differentiator, Lee shares a hard-hitting, practical framework for success. Inside this episode, you will learn to kill your ego-centric "discovery" script, understand and actively combat the "Forgetting Curve," and leverage "Empathetic Expertise" to engage emotion (not just logic) in order to drive action. Lee details the single most important question you must ask at the very end of the meeting to lock in the next steps. If you're tired of sending information only to be ghosted, this episode is the essential blueprint for creating genuine meaningful value that makes prospects want to partner with you. In This Episode, We Discuss: The conversation kicks off with a look at The Necessary Death of Discovery Meetings, revealing exactly why the typical focus on "what I need to ask" and "what I need to tell them" is an egocentric, value-less approach for the prospect. This leads directly into The Doctor Analogy, showing how shifting to a Consultation Mindset ensures the client gains meaningful value - making the entire interaction worth their time, regardless of whether they ultimately buy your product. Lee then delivers his Sales Contrarian Manifesto, arguing that "Sales is a numbers game" is the worst advice ever and explaining precisely why you should limit your prospecting to ensure you can personalise every interaction, valuing quality over quantity. Following this, we look at how to Stop Suffering from the Sales EKG Effect, identifying the danger of believing "you're only as good as your last sale" and outlining the forward-looking focus you must have instead. Next, Lee dives into the critical strategy of engaging both the Head & Heart through Empathetic Expertise, revealing how even the legal system uses emotion to drive decisions, and sharing a simple method for arousing your client's feelings to ensure the deal doesn't "fizzle out." This emotional engagement is key to combatting The Forgetting Curve, as Lee explains how to use powerful stories, rather than boring features and benefits, to ensure your client remembers more than six minutes of your hour-long meeting. As the conversation wraps up, Lee discusses The ONLY acceptable ending to a first meeting, detailing how to confidently close the consultation by asking the partner-focused question: "How did we do today?" and then immediately scheduling the next interaction. The episode concludes by highlighting the crucial mental shift between the Sales Process vs. Buying Process, an insight that will make your entire career easier and more effective. Chapters: 00:00 Introduction to Sales Differentiation 02:56 The Importance of the First Meeting 06:05 Challenging Traditional Sales Mindsets 08:53 The Consultation Mindset vs. Discovery Meetings 11:59 Understanding Value in Sales 15:00 Empathetic Expertise in Sales 18:14 The Power of Storytelling in Sales 20:58 Closing the Meeting Effectively 23:59 The Buying Process vs. Sales Process Links and Resources Download Chapter 1 (Free!): Get Lee's first chapter of The First Meeting Differentiator: www.firstmeetingbook.com Download the Tip Sheet (Free!): Grab the guide on 10 Ways to Provide Meaningful Value in your first meeting: www.meaningfulvalue.com Lee's Website: Learn more about Lee and his work: https://salesarchitects.com The Book: The First Meeting Differentiator by Lee Salz is available wherever you purchase your books. Connect with Lee LinkedIn: https://www.linkedin.com/in/leesalz/ Connect with Fred LinkedIn: https://linktr.ee/fredcopestake Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube: https://bit.ly/SalesTodayPodcast If you enjoyed this episode, please subscribe, rate, and share with a colleague
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 outcomes by challenging assumptions and involving customers in the process, all while leveraging the power of AI to refine sales strategies. Discover the ethical backbone of successful selling as we navigate a seven-step conversational sales process that prioritises customer satisfaction. From planning and engaging to understanding needs and proposing solutions, this episode highlights the significance of aligning sales strategies with both organisational and individual metrics for success. Our conversation delves into the personal touch required in B2B sales interactions, advocating for solutions that resonate on both company and personal levels. We also touch on the foundational mindsets necessary for successful sales, exploring how ingrained ways of thinking underpin effective behaviours. Despite the tendency for some to skip mindset training, we discuss its long-term benefits and the importance of aligning sales training with fundamental selling philosophies. Chapters: 00:00 - Modern Sales Strategies and AI Utilisation 11:49 - The Art of Ethical Sales 21:40 - Foundational Mindsets in Sales 30:01 - Enhancing Sales Skills Through Collaboration Links and Resources Connect with Steve: https://www.linkedin.com/in/realsteveradford/ Steve's Book: https://greatersales.com/howtosell Follow Fred: https://linktr.ee/fredcopestake Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube: http://bit.ly/3W7EAUi
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. Discover how KIBS operate like an onion with layers of knowledge, insight, and judgment, highlighting the importance of experience and expertise in mastering these services. Listen in as we redefine sales approaches, focusing on the balance between methodologies and frameworks, and how aligning strategies with customer buying processes can boost effectiveness. Discover the art, science, and engineering of sales, and learn about innovative ways to assess client readiness using matrices. We also discuss the importance of recognising biases, addressing personal client goals, and fostering ethical selling that builds trust and long-term value. Rewarding behaviours that nurture genuine relationships is key to sustainable success, and this episode provides insights into creating strong value propositions that meet client needs. Chapters: 00:00 - Challenges in Sales for KIBS 12:33 - Refining Sales Approach and Value Proposition 27:44 - The Sales Approach Revolutionised Links and Resources Connect with Diego: https://www.linkedin.com/in/diegoramirezfigueroa/ Follow Fred: https://linktr.ee/fredcopestake Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube: https://youtu.be/4EJMtsiJwP8
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 into genuine conversations that stand out in a crowded inbox. Curious about the quirks that can capture attention in sales emails? Get ready for some laughs as we explore how offbeat subject lines like "I'm trapped with a squirrel" can bypass the usual business jargon and resonate on a human level. In a world where professionalism often equates to formality, Marc shares his insights on why embracing humour and authenticity can lead to more engaging and successful interactions. Plus, we discuss a daring, albeit risky, tactic of misspelling names to pique curiosity, showing that even the boldest moves require careful consideration. Want to leverage YouTube for business growth? Learn from Marc's innovative ideas on using the platform as a dynamic lead-generation tool. His proposed "Drunk Design" series exemplifies how educational content can entertain while building brand influence. The episode closes with Marc's approachable charm, offering listeners avenues to connect with him and access more of his valuable insights on his website. Whether you're in sales or just looking to spice up your communication, this episode promises a refreshing take on standing out and making meaningful connections. Chapters: 00:00 - Unconventional Video Email Outreach Strategies 08:34 - Unconventional Sales Email Strategies 20:33 - Engaging Sales Outreach Strategies Links and Resources Connect with Marc: https://www.linkedin.com/in/marc-mcdougall/ Website: https://marcmcdougall.com/ Follow me: https://linktr.ee/fredcopestake Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube: https://youtu.be/NuusuRdk180
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 itself but the way it is asked to work. Just as you wouldn't tell an intern to "go make a sale" without guidance, AI also needs clear direction and context. Treated in the right way, it becomes more like a smart team member or even a muse that can spark new ideas. We connect this way of thinking with sales practice. Just as salespeople partner with customers rather than trying to push them, the most effective approach with AI is to collaborate with it. Brian shares how this can change the way salespeople prepare, research, and build proposals. From shaping better questions, to testing different perspectives, to anticipating how different stakeholders might react, AI can raise the quality of every stage in the sales process. We also explore the importance of mindset. Seeing AI as a vending machine that spits out quick answers will keep you average. Seeing it as a thinking partner that helps you clarify objectives, test ideas, and prepare for real conversations is where the real value lies. Brian argues that AI can make everyone slightly above average, but it still takes excellent people to lead the process and ensure it is applied well. Towards the end, we link Brian's ideas to the VALUE framework for sales: Validate opportunities by checking if what you offer really matters to the customer Align your research and preparation with what drives their business Leverage better questions and sharper conversations Underpin your proposals with clear, customer-focused messages Evolve towards outcomes that prove real value This is a lively conversation that blends practical sales thinking with a new way of looking at technology. If you've ever wondered how to work with AI in a way that makes you stronger in front of your customers, this episode is worth your time. --------- EPISODE CHAPTERS --------- (00:00) - Collaborating With AI in Sales (07:32) - Maximising Sales With AI Collaboration (12:03) - AI Collaboration in Sales Conversations (24:04) - Effective Sales Strategies With AI (31:17) - Evolving Sales Strategies With Collaboration Connect with Bryan https://www.linkedin.com/in/bryancassady/ Website: https://genorg.ai/ Follow me: https://linktr.ee/fredcopestake Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/
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 cues can lead to lost opportunities, and how comparing human adaptability to AI highlights the need for a sophisticated understanding of tone. While personality profiling tools like DISC can offer insights, James emphasises the critical importance of flexibility and self-awareness in real-time interactions to optimise engagement and success. Empathy takes center stage as we discuss its transformative power in cultivating strong business relationships. From small gestures like thank-you notes to understanding the evolving job landscape, we explore how empathy and emotional intelligence can set you apart as a trusted advisor, particularly in high-value service contexts. Tune in to learn how these human skills will remain indispensable even as AI continues to advance, and discover how to harness them to elevate your sales strategy. --------- EPISODE CHAPTERS --------- (00:00) - Importance of Emotional Intelligence in Sales (06:55) - Emotional Intelligence in Sales (19:13) - Empathy and Emotional Intelligence in Sales (28:40) - Qualification and Emotional Intelligence in Sales Connect with James: https://www.linkedin.com/in/jameswhitesales/ Website: https://www.jameswhite.business/ Follow me: https://linktr.ee/fredcopestake Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube https://youtu.be/8fH1ac2AYuo
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 influencers and business professionals, showing how salespeople can move from passively consuming content to engaging and producing it in a way that attracts the right audience. Brad introduces his consumer–prosumer–producer model, explaining how to join the conversations that already matter to your industry instead of chasing leads through cold approaches. Together we also discuss the REP framework for creating content that is repeatable, efficient and practical, and why simple, consistent messages are more effective than polished "personal brand" campaigns. They share how comments and short interactions can often lead to better opportunities than constant posting, and why giving away insights is not the same as giving away your competitive edge. Brad also outlines his VIP framework—values, identity and prize—which draws on motivational psychology to help salespeople hold more relevant, meaningful conversations. He closes with three practical tips for anyone starting out: build confidence by auditing your strengths, expect a learning curve and use it to refine your approach, and practise writing in comments to develop clarity and style. This episode offers a refreshing take on how LinkedIn can support professional sales without falling into the traps of hype or gimmicks. --------- EPISODE CHAPTERS --------- 0:00 – LinkedIn as a communication tool, not marketing 2:00 – What a digital communications consultant does 3:00 – Why most LinkedIn training misses B2B sales 6:00 – The consumer–prosumer–producer model 16:00 – The REP framework for practical content 29:00 – The VIP framework: values, identity, prize 32:00 – Three steps to get started on LinkedIn Connect with Brad: https://www.linkedin.com/in/brad-eather/ Website: https://www.tomorrowcommunications.com/ Follow me: https://linktr.ee/fredcopestake Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube https://youtu.be/DKLwkifaUO8
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 how LinkedIn became his secret weapon and how skills acquired from IT played an essential role in reinventing his career path. The episode unpacks the art of career transitions, revealing how strategic networking and self-reflection can become catalysts for professional growth. We dive into the power of technology, with tools like ChatGPT, to reassess career goals and align them with personal strengths. By focusing on quality over quantity in job applications and networking, you can effectively increase your visibility and open doors to new opportunities. Learn how engaging meaningfully on platforms like LinkedIn can elevate your professional profile and lead to tangible career advancements. Finally, we uncover the tactics to excel in the sales interview process and ensure sales success through practical collaboration strategies. From personalised outreach to hiring managers to practicing cold calls with innovative tools, discover how to stand out in a competitive job market. Aligning personal beliefs with company values not only fuels genuine motivation but also ensures job satisfaction. Tune in to gain insights into mastering the competitive sales environment and maximising your potential through collaboration, preparation, and strategic networking. --------- EPISODE CHAPTERS --------- (00:00) - Sales Success Through Interview Preparation (08:21) - Navigating Career Transitions Through Strategic Networking (19:41) - Strategic Networking for Job Success (25:35) - Mastering the Sales Interview Process (34:49) - Maximising Sales Through Collaboration Connect with Luis: https://www.linkedin.com/in/luis-alan/ Follow me: https://linktr.ee/fredcopestake Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube https://youtu.be/gc2iEhj_N4Q
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 can act as a personal assistant to uncover perspectives you might miss, suggest fresh metaphors, or even tailor your messaging to a customer's interests. We explore how advanced meeting tech can go beyond recording and transcription, offering in-the-moment prompts, missed-question alerts, speaking-time analysis, and even sentiment insights to sharpen performance. Alongside high-end tools, Fred and Hanneke also stress simple but impactful upgrades - like better audio, lighting, and on-camera presentation — that boost credibility and connection. Topics include how to: • Prepare meeting objectives and customer-focused questions using AI assistants. • Spot new "angles" that open up richer, more valuable conversations. • Use meeting tech to track speaking time, monitor engagement, and capture key points. • Incorporate tailored metaphors to connect on a personal level. • Upgrade audio, video, and virtual presentation for stronger impact. Whether it's a high-stakes strategic meeting or your next discovery call, this episode shows how to blend human skill with technology to have more intentional, valuable, and memorable conversations. Connect with Hanneke: linkedin.com/in/hannekevogels Follow me: https://linktr.ee/fredcopestake Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube https://bit.ly/4fAclWV
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 explore how sellers can use these tools to track changes, suggest alternative clauses, and avoid getting lost in version-control chaos. Fred and Hanneke also discuss the importance of staying human during negotiations, emphasising that while tech can help prep and speed up the admin, the face-to-face connection still matters when resolving key sticking points. From there, the duo turns their attention to outcomes and ongoing customer success. In modern sales, it's not just about closing deals - it's about ensuring delivery, adoption, and long-term value. They cover: · How to seamlessly hand off deal context to delivery teams using CRM and automation tools · The evolving role of customer success platforms in driving upsell, cross-sell, and satisfaction. · Automating smart reminders for relationship touchpoints and renewals. · Using sentiment analysis and stakeholder tracking to proactively manage risk. · The death of the QBR - and the rise of meaningful, value-led customer reviews. · Why tech makes it easier than ever to stay connected with stakeholders after the sale. They close out the series with a rallying call: Tech doesn't need to be complex or overwhelming. Start small, think in processes, and automate the things you repeatedly forget. Whether it's helping with negotiation, driving customer success, or building long-term relationships, this episode shows how sales teams can use technology to make outcomes more predictable, partnerships more valuable, and selling a lot more human. Connect with Hanneke: linkedin.com/in/hannekevogels Subscribe to hear about e-book: https://stryfes.com/newsletter/ Follow Fred: https://linktr.ee/fredcopestake Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube https://youtu.be/2E-CkUYGn5M
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. From seeing which sections a prospect re-reads to knowing when they log back in, sellers gain insights a static PDF could never provide. The conversation also touches on buyer experience. Far from being just a sales efficiency play, these tools make it easier for customers to navigate information, watch embedded videos, and collaborate across complex deals. Fred and Hanneke debate the role of video and avatars in proposals, weighing authenticity against automation, before diving into live presentations. They highlight the pitfalls of bullet-heavy slides, the power of storytelling, and why the humble whiteboard still creates the most memorable collaboration moments with clients. From there, the discussion turns to new ways of capturing and amplifying those sessions transforming messy whiteboard notes into professional infographics and valuable touchpoints that keep momentum alive after the meeting. Topics include how to: • Replace static PDFs with interactive, trackable proposal tools. • Use digital sales rooms for collaboration across complex deals. • Enhance buyer experience with embedded video and personalised touches. • Avoid "death by PowerPoint" with simple, story-led presentations. • Harness whiteboards and collaborative tools to co-create solutions. • Transform workshop notes into infographics or post-meeting value assets. Whether you're crafting a proposal, running a pitch, or co-designing with a client, this episode shows how modern tech when used smartly can make your solutions more compelling, collaborative, and credible. Connect with Hanneke: linkedin.com/in/hannekevogels Subscribe to hear about e-book: https://stryfes.com/newsletter/ Follow Fred: https://linktr.ee/fredcopestake Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube https://youtu.be/A2Q7tUFaqeI
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 in every interaction. They also discuss the power of sales intelligence tools to surface what prospects are talking about, writing about, or being interviewed on - making deep, high-impact research both accessible and efficient. Topics include how to: Use affordable AI agents for personality and communication style insights. Profile unknown stakeholders using LinkedIn Sales Navigator. Apply large language models to join the dots between your value prop and their unique needs. Tailor whitepapers and outreach messaging at an individual level. Know when deep research is a competitive advantage - and when it becomes table stakes. Whether you're targeting a strategic account or prepping for your next call, this episode shows how to harness tech to understand people and context so your conversations land with more relevance and value. Connect with Hanneke: linkedin.com/in/hannekevogels Follow me: https://linktr.ee/fredcopestake Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/
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 stronger initial engagement. The discussion also highlights how qualification is no longer a one-off task. Using AI tools, transcription services, and structured CRM inputs, sales professionals can apply a more dynamic, data-driven approach to assessing opportunities over time. Techniques such as role-based AI prompts - particularly for understanding decision-makers like finance directors are covered, offering practical ways to enhance both lead scoring and personalisation. Whether you're reviewing your ICP or aiming to improve qualification consistency, this episode presents clear ways to use technology to sell smarter, not louder. --------- EPISODE CHAPTERS --------- 0:00 - Techniques for Modern Sales Success 09:49) - Effective Sales Qualification Strategies Connect with Hanneke: linkedin.com/in/hannekevogels Follow me: https://linktr.ee/fredcopestake Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube https://youtu.be/ZweyyOH6m_s
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 non-negotiable foundation of any relationship The "trust equation" (and how self-orientation can make it crumble) How to create a genuine win-win mindset without damaging your own position Why interdependence beats independence in modern sales How transparency builds credibility (and why leading with a flaw is powerful) The importance of being comfortable with change – for you and your customer Why future orientation helps both sides achieve meaningful outcomes Fred also shares practical tools like mutual action plans, tips for handling resistance to change, and why buyers care about futures rather than just features. Expect straight-talking insights, useful questions to reflect on, and a clear framework to help you recognise great sales behaviours – and spot the ones that fall short. A must-listen for procurement professionals who want to work with genuine partners, and for salespeople who want to stand out for the right reasons. . Join the Alchemie Network for FREE to connect with other forward-thinking professionals and get access to more events like this. Connect with Fred on Linkedin https://linktr.ee/fredcopestake Watch this episode on YouTube https://youtu.be/FHifHfaKXJw
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, reflect, and reset your approach to modern ethical selling. What's Covered: • The 15 essential skills for modern B2B selling • Why sales isn't just a series of disconnected activities • How each skill fits into a connected, customer-first system • The #1 question you need to ask: Where should I focus next? • A simple scoring exercise to guide your personal development The 15 Essentials Recapped: 1. Ideal Customer Profile 2. Value Proposition 3. Sales Messaging 4. Account Planning 5. Change Drivers 6. Customer Value 7. Sharing Insights 8. Asking Better Questions 9. Structuring Sales Meetings 10. Writing Proposals 11. Delivering Presentations 12. Storytelling 13. Focusing on Outcomes 14. Running Better Reviews 15. Relationship Building This Week's Action Step - Score yourself from 1 to 5 on each of the 15 areas (listed above). - Avoid choosing 3 - force a choice! Then: - Focus first on your lowest scores.- Strengthening weak links will lift your whole system. Need a full scorecard template? Message Fred on Linkedin Resources: Fred's books: • Selling Through Partnering Skills • Hybrid Selling • Ethical Selling Connect with Fred on LinkedIn to share your thoughts and hear more. https://linktr.ee/fredcopestake Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube https://bit.ly/4o3XbgB Sales Today – for professionals doing things the right way.
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 price pressure, and create referral engines that power long-term success. What's Covered · Why most sellers confuse being friendly with actually building trust · Five behaviours that deepen long-term customer relationships: o Solve, don't sell o Stay relevant between deals o Deliver on promises o Create win-win outcomes o Celebrate customer success · The STAIRS model – six practical ways to stay visible and valuable after the initial deal is done: o S – Social: Stay active where your clients are o T – Thanks: Small acts of recognition go a long way o A – Ask: Show genuine curiosity and ask for feedback o I – Invite: Extend opportunities, don't wait for them to come to you o R – Review: Focus on value, not just activity o S – Share: Provide insights, trends and benchmarks to help clients succeed This Week's Action Step Take the STAIRS model and apply it straight away. Ask: Where can you engage socially? Who deserves a thank you? What's changed in a client's world recently? What can you offer that adds value now? When's your next meaningful review? What insight can you share today? Small, consistent actions lead to bigger, better, longer-lasting partnerships. Resources: Fred's books: Selling Through Partnering Skills Hybrid Selling Ethical Selling Connect with Fred on LinkedIn to share your thoughts and hear more. https://linktr.ee/fredcopestake Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube https://bit.ly/44UGo72
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 strategic value - and how to fix that • The 5-part framework for running high-impact QVRs that drive renewals and upsells • How to shift the focus from tasks completed to business outcomes delivered • What kind of insights customers really care about (hint: it's not your activity log) • The future-focused questions that position you as a partner, not just a provider You'll also hear how simple visual storytelling and clear next steps can transform a routine meeting into a powerful growth lever. This episode is about turning customer reviews into strategic conversations that matter. Less reporting. More insight. Real value. Expect practical advice and one clear action step you can apply in your next account review. When you review with purpose, you partner for growth. Tune in - and start the QVR shift today. Connect with Fred: Author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling https://linktr.ee/fredcopestake Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/ Watch this episode on YouTube https://bit.ly/40Ac7Je