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_outlineIn 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
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Follow Fred: https://linktr.ee/fredcopestake
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https://collaborativeselling.scoreapp.com/
Watch this episode on YouTube