In this first short episode of the Sales Today Mini Series, Fred Copestake explores a challenge many sales teams are currently facing:

Why does it feel like sales teams are doing everything "right" - yet deals still move slowly, margins tighten, and opportunities stall?

Fred explains why the issue often is not capability, effort, or product quality. Instead, the real friction comes from a growing gap between how organisations sell and how customers actually buy.

In this episode:

Why traditional sales processes no longer align with modern buying behaviour
How customers now begin their buying journey long before speaking to suppliers
The impact of internal collaboration and multiple stakeholders on decision-making
Why buyers are more informed, cautious, and price-sensitive than ever
The hidden reason conversations sometimes fail to land
A simple mindset shift that can help sales conversations feel more natural again

Key Takeaway

The question is no longer: "How do we move this deal forward?"

Instead, modern sales teams should ask: "Where is the customer in their buying journey right now?"

That small shift in perspective can dramatically improve relevance, trust, and momentum.

Mentioned in this episode

The free Collaborative Selling Scorecard to help assess how aligned your sales approach is with today's buying environment. https://collaborativeselling.scoreapp.com/

Connect with Fred

https://linktr.ee/fredcopestake

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Watch this episode on YouTube: https://youtu.be/NkwiULWa05I

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers