Tech in Sales: Creating the right solutions
Sales Today
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 - challenging the outdated way many salespeople still share proposals.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...
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Tech in Sales: Having the right conversations
Sales Today
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...
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Tech in Sales: Doing the right research
Sales Today
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...
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Tech in Sales: Finding the right opportunities
Sales Today
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...
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Developing and using Partnering Skills - Procurement Special
Sales Today
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...
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Sales Today Rewind – 15 Essentials For Your Sales Process
Sales Today
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...
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Becoming world-class at Relationship Building
Sales Today
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...
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Running better Reviews - Think value, not vanity metrics
Sales Today
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...
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Focusing on Outcomes, not just offerings
Sales Today
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 confident buying decisions The three core types of outcomes that matter to buyers: financial, operational, and strategic How to align your entire sales process...
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Mastering Storytelling (and making your customer the hero)
Sales Today
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 dry case studies into compelling customer-first stories that feel real and memorable. Learn the four-part structure that positions your buyer as the hero and you as...
info_outlineHow do you thrive in a world where buyers are more informed than ever?
In this weeks episode we delve into the transformative power of engaging early in the engineering sales process. Daniel Wendon, Sales Manager at Sulzer, shares his expert insights on how the digital age is reshaping the landscape of engineering sales.
Discover why engaging in the early stages of tender preparation could be the key to increasing your success rate in competitive environments and how failing to do so might leave you sidelined.
The evolution of sales engineers into trusted advisors is a game-changer in the industry. We' discuss how the internet has transformed buyers into self-informed decision-makers, reducing the need for direct interactions for basic purchases. Yet, for complex challenges, these same buyers crave strategic guidance.
This episode uncovers the need for sales engineers to merge technical prowess with strategic business consulting, enabling them to address broader business objectives like carbon reduction commitments.
The insights shared could be pivotal in helping you build meaningful, long-term relationships with clients.
We also confront the hurdles faced by technical sales engineers as they balance technical knowledge with business acumen.
By focusing on external drivers like energy costs and government policies, you'll learn how to craft value propositions that truly resonate with decision-makers.
We talk about the necessity of embracing change, even overcoming the "engineering super ego" that might resist it.
This conversation is all about equipping you with modern tools and techniques necessary to stand out in an ever-evolving market.
--------- EPISODE CHAPTERS ---------
(0:00:00) - The Future of Engineering Sales
The digital age has transformed engineering sales, highlighting the need for early engagement and understanding of project intricacies.
(0:09:30) - Sales Engineer Transition to Advisory Role
Sales in engineering are shifting towards self-informed buyers, requiring sales teams to have both technical and strategic consulting capabilities.
(0:19:21) - Navigating Technical Sales Challenges for Engineers
Technical sales engineering requires balancing technical expertise with business insights to build trust and align solutions with client needs.
(0:29:36) - Embracing Change in Engineering Sales
Engineering super ego, marginal gains, continuous learning, evolving sales, managing change, proven methods in sales training.
Connect with Daniel: https://www.linkedin.com/in/daniel-wendon-31b85569/
Follow me: https://linktr.ee/fredcopestake
Take the Collaborative Selling Scorecard
https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube