# Fred Copestake
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Top podcast episodes featuring fred copestake.
Why Deals Don't Move - Even When They Look Good
Take the Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com
Connect with Fred: https://www.linkedin.com/in/fredcopestake
Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers
Watch the full mini series playlist her…
Why Being Too Technical Can Cost You Deals
Take the Collaborative Selling Scorecard: https://collaborativeselling.scoreapp.com
In this episode of the Sales Today Podcast, Fred Copestake explores a pattern he often sees in engineering-led sales organisations:
What he calls The Engineering Super Ego.
Despite the provocative name, t…
What Can Sales Learn From Customer Success?
Take the free Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/
Winning new customers is only half the story.
The real commercial advantage comes from helping customers achieve the outcomes they were promised, long after the contract has been signed.
In this episode…
Salespeople Can't Be Trusted to Run QBRs!
Why Quarterly Business Reviews should be about customer value, not sales pitches
Quarterly Business Reviews (QBRs) are supposed to strengthen relationships, demonstrate value and identify future opportunities. Too often, however, they become little more than product presentations.
In this epi…
Training vs Coaching
Why telling people isn't enough to change behaviour
Sales organisations spend millions every year on training, yet many still struggle to see lasting improvements in performance.
In this solo episode, Fred Copestake explores one of the biggest misconceptions in sales development: the belief t…
Selling is like tracking serial killers
Why complex sales are won by great investigators, not great presenters.
Most salespeople think they've found a champion.
In reality, they've found a friendly contact.
In this episode, Fred Copestake is joined by Tom Stearns, go-to-market consultant and co-author of the bestselling book Grap…
Telephone selling made simple
Why do perfectly confident people suddenly become nervous when they pick up the phone to sell?
In this episode of the Sales Today podcast, Fred Copestake is joined by sales trainer and coach Anna Bates to explore how to make telephone selling simpler, more natural and far less intimidating.
An…
Why Should Customers Choose You?
Why should a customer choose you over your competitors?
If the answer is "because we're innovative, experienced and provide great service"… there's a good chance your competitors are saying exactly the same thing.
In this episode of the Sales Today podcast, Fred Copestake is joined by John Rav…
#012 Selling Through Partnering, with Fred Copestake
IN THIS EPISODE
Do you tell your clients that you work in partnership?
What evidence do you have to reassure them that the statement is, in fact, true?
What are the qualities of a good partnership?
Does your team possess the skills required to forge strong win:win relationships, built on trust, tra…
The Secret Behind 'Discovery Prospecting'
What if discovery started before the first sales meeting?
In this episode of the Sales Today podcast, Fred Copestake is joined by David Kreiger, founder and president of SalesRoads, to explore why many salespeople are getting prospecting wrong and how a discovery-led approach can completely chan…
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