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...
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Anatomy of a sales conversation - Procurement Special
Sales Today
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...
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Engineering sales: Who are the best salespeople?
Sales Today
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...
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From Engineering to Enablement: Building Sales Processes That Work
Sales Today
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,...
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The Only Thing That Guarantees a Second Sales Meeting
Sales Today
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"...
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How to have great sales conversations
Sales Today
Sales expert 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...
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Why selling knowledge fails so often (and how to fix it)
Sales Today
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...
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Why weird works in sales
Sales Today
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...
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Don't use AI - partner with it
Sales Today
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,...
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EQ vs AI - Why emotional beats artificial intelligence
Sales Today
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. ...
info_outlineModern 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