What is Selling? (And Has It Changed?)
Sales Today
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 buyers actually make decisions today. In this episode, they explore: What has stayed the same in selling - and what has genuinely evolved Why selling has always been about understanding...
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CEMMT vs SaaS and an Ethical Approach
Sales Today
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 practical, tactical necessity - particularly in complex, long-term, high-consequence sales environments. This episode challenges hype-driven sales narratives and asks a bigger...
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Why Great Sales Conversations Are Built on Process, Not Personality
Sales Today
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, questioning, sharing insight, and guiding the discussion - always with the buyer’s outcome in mind. Rather than restricting creativity, process and structure create the space for better thinking,...
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Why “The Gift of the Gab” Is a Myth in Modern Sales
Sales Today
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 with selling — and why that discomfort is often rooted in outdated assumptions about what sales really is. In this episode, we explore: Where the “gift of the gab”...
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Why Old Sales Tactics Don’t Work Anymore (And What Does)
Sales Today
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 upside down. Together, they explore how selling has evolved from persuasion, pressure, and performance theatre into something far more human, ethical, and buyer-led. ...
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Live Review: 2026 State of Sales Coaching
Sales Today
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, performance impact, the role of AI, who salespeople trust as coaches, and why tenured sellers may be the most underserved group of all. If you want to deepen your coaching culture,...
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The Unnatural Acts of Selling: How Top Performers Do What Others Won’t
Sales Today
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, and why modern sellers struggle with basic conversational competence. Gerry also shares practical guidance for sellers stuck in a “crushing low,” as well as his thoughts on...
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Ethical Selling: A Practical Framework in 10 Minutes
Sales Today
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 dilemma in sales - striking the perfect balance between being too aggressive or too passive. I break down the ETHICAL framework, offering tactical approaches such as...
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From Texting to Talking Sales Training for Gen Z
Sales Today
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 impact on sales. This episode is packed with strategies to bridge the gap between traditional sales skills and modern digital communication tools, equipping young...
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Non-commission sales is the future!
Sales Today
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 can turn sales professionals into trusted advisors who not only enhance customer relationships but also foster long-term trust. Learn how Esri's mapping solutions...
info_outlineInspirational 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 where few attendees identified as salespeople, sparking her mission to redefine sales as a positive, relationship-building process.
Leisa’s goal is to empower business professionals to see sales as an integral and beneficial part of their journey.
Our conversation breaks down the importance of authenticity in sales, especially in a digital-first era where first impressions often occur online.
We explore her strategies for effective communication, stressing the use of clear, jargon-free language, even in high-stakes conversations.
Leisa highlights maintaining control and clarity without falling into the trap of apologetic language or empty pleasantries, providing actionable advice on making impactful impressions in brief interactions.
Her tips for owning conversations are especially crucial for those looking to enhance their sales communication skills.
Feel inspired as Leisa offers practical tips to enhance confidence during calls and discusses alternative prospecting methods like video and voice notes to better engage with audiences.
--------- EPISODE CHAPTERS ---------
(0:00:03) - Challenging Stereotypes in Sales
(0:11:55) - Communicating Authenticity in Sales
(0:18:41) - Effective Sales Communication Strategies
Connect with Leisa
LinkedIn: linkedin.com/in/leisapickles
Website: findmetheleads.co.uk/
Get Leisa’s book https://amzn.eu/d/aDRL9v9
Follow me: https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube