'What a time to be in sales'
People say this various times in many different ways – excited, exasperated, worried, pessimistic, optimistic, happy, sad, confused – the whole range of human emotions.
This is an exciting time to be in sales, if you are selling B2B complex solutions. It's a time when you can bring huge value to your customers; it's a time to thrive. But you need to know how, as it is a time unlike any before. The rules have changed and as a sales professional you can have a hand in redefining how the game is played.
Challenges salespeople face are:
· 'Busy Busy Busy' – being ineffective; it results in wasted opportunities, is tiring and stressful and means the focus is on the wrong activities to deliver results
· 'Olde Worlde' – being old-fashioned; when salespeople are self-centred rather than customer-focused, too technical in their approach or use bad techniques better suited to a bygone era of selling
· 'Muddled Mindset' – being misaligned; it can happen at organisation, management and individual level and the confusion leads to frustration and wasted effort.
By using a more collaborative approach salespeople can make a difference and sales can become a force for good and fight against the negative image it can often be associated with.
The Sales Today podcast explores how sales professionals can adapt and futureproof themselves by using the best practice shared by host Fred Copestake and the guests of the show.
What a time to be in sales!
Host Fred Copestake is Founder of Brindis, a sales training consultancy, and bestselling author of 'Selling Through Partnering Skills' and 'Hybrid Selling'.
Connect with Fred on LinkedIn, Facebook, Instagram and Twitter.
www.linktr.ee/fredcopestake
Great Salespeople Don't Automatically Make Great Sales Managers
Being great at selling doesn't automatically mean you'll be great at leading salespeople.
In this episode, Fred is joined by Kelly Riggs, founder of The Business LockerRoom and author of The Five Power Moves, to explore why the transition from top salesperson to sales manager can be so difficult especially when organisations provide little or no training for the new role.
They discuss the five moves Kelly believes can transform sales management: creating clarity, holding regular one-to-ones, having effective coaching conversations, building individual sales plans and improving onboarding.
They also explore why coaching is a fundamental skill for any sales manager and why deal reviews and pipeline reviews shouldn't be confused with actually coaching your people.
In this episode:
Why top sellers can struggle when promoted into management
The five power moves of effective sales leadership
Why clarity comes before accountability
The importance of individual sales plans
The difference between managing deals and coaching people
Why great sales managers develop people rather than do the job for them
A practical conversation about making the shift from successful salesperson to successful sales leader.
Connect with Kelly
· LinkedIn https://www.linkedin.com/in/kriggs
· Get the Book: 5pmbook.com
Follow Fred: https://linktr.ee/fredcopestake (https://linktr.ee/fredcopestake)
Watch this episode on YouTube: https://youtu.be/a_0FJEiUC6U
Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers
Useful resources
Take the Collaborative Selling Scorecard – free
Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/
1 Oct 2026
Human Sales Coaching with the Frequency, Timing and Availability of AI
Sales coaching works. The problem is getting enough of it, at the right time.
In this episode of Sales Today, Fred is joined by returning guest Kevin Beales, founder of My Sales Coach, to explore how AI could help solve that problem without trying to replace the human coach.
They discuss the disconnect between what managers call coaching and what salespeople actually experience, why more technology hasn't necessarily created more capable sellers, and where AI genuinely adds value.
The opportunity? Combine the empathy, expertise and judgement of a human coach with AI's ability to provide frequency, availability, context and timely intervention.
In this episode:
Why sales coaching is more than simply asking good questions
The difference between coaching for growth and managing for performance
Why AI role play and feedback alone won't solve the competence problem
Where AI can strengthen coaching
Why timing matters as much as coaching frequency
How AI can spot coaching opportunities a human might never see
Why the future could be human coaching amplified by AI
A great conversation about using AI for what it does best - while keeping humans firmly in the loop.
Connect with Kevin
· LinkedIn https://www.linkedin.com/in/kevinbeales
· Website: https://www.mysalescoach.com
Follow Fred: https://linktr.ee/fredcopestake (https://linktr.ee/fredcopestake)
Watch this episode on YouTube: https://youtu.be/a-mFuuWNN78 (https://youtu.be/a-mFuuWNN78)
Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers
Useful resources
Take the Collaborative Selling Scorecard – free
Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/
24 Sept 2026
Mindset, Skillset, Toolset: What Really Makes a Great Salesperson?
Host Fred Copestake interviews Nigel Gracie, exploring how mindset, skillset, and toolset create exceptional salespeople by prioritizing self-awareness and emotional intelligence.
Who has been a guest on Sales Today
Names identified in recent episode analyses. Showing up to five guests.
Nigel Gracie
Christer B Jansson
Andrea Wilson
Anndrea Wilson
Mark Schenkius
Reach and audience
Public platform figures. Ratings count people who left a rating, not total listeners.
YouTube views
49,491
Score snapshot 15 Sept 2025
Spotify
5.0 / 5
3 ratings
Podcast Authority Score: 82 / 100
A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.
Quality
99
Social presence
0
YouTube
85
Engagement
81
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Guest appearances
Books guests
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