HeyJaredSales Today
'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.
- Indexed episodes, last 90 days
- 12
- Latest publication
- Sep 24, 2026
- Audience
- Checking…
- Earliest in this view
- Jul 9, 2026
Latest episodes
Mindset, Skillset, Toolset: What Really Makes a Great Salesperson? (opens the original)
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What really makes someone great at sales? In this episode, Fred is joined by Nigel Gracie to explore the three elements he believes sit behind sales performance: mindset, skillset and toolset and why mindset needs to come first. They discuss why self-awareness and emotional intelligence matter, whether empathy can really be taught (or faked!), and why understanding the person behind the buyer is just as important as understanding their business needs. They also look at why so much sales training
Overcoming Sales Call Reluctance (opens the original)
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What really stops salespeople from making the call, asking the question or starting the conversation? In this episode, Fred talks with Christer B. Jansson about sales call reluctance and why it goes much deeper than simply not wanting to pick up the phone. They explore the thoughts and behaviours that can quietly limit sales activity, why fear of being "too salesy" can actually make sellers less useful to customers, and why doing lots of activity isn't enough if the conversations themselves aren
Win More Business in Manufacturing (opens the original)
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Manufacturing and engineering businesses do brilliant work. But are they always brilliant at explaining why customers should choose them? In this episode, Fred is joined by Andrea Wilson, MD of Support UK Manufacturing and founder of ManufacturingUK.org, to explore how manufacturers can communicate their value, build stronger relationships and ultimately win more business. In this episode: Why manufacturers need to talk about more than what they make How to communicate why customers should choos
What Procurement Pros Get Trained In (opens the original)
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What if salespeople understood what procurement teams are actually trained to do? In this episode, Fred is joined by returning guest Mark Schenkius , procurement expert and author of The Other Side of Sales and The Art of Spending Money Wisely , to look at sales from the buyer's side of the table. They discuss why procurement isn't simply about squeezing suppliers on price, why buyers think about risk as well as cost , and why something a salesperson sees as exciting - like innovation —-can look
The Secret Behind 'Discovery Prospecting' (opens the original)
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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 change the conversation. Rather than rushing to pitch, David argues that great prospecting starts with research, intelligent assumptions and genuine curiosity about what is happening inside the customer's bus
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