From selling at the age of 8 to reshaping modern sales thinking, Fred Copestake shares a career defined by curiosity, coaching, and creativity.

Guest Links

• Find Fred on LinkedIn: https://www.linkedin.com/in/fredcopestake/
• Fred’s Book – Ethical Selling: https://amzn.eu/d/biLP8p8
• Sales Today Podcast: https://throughpartnering.libsyn.com/

In this episode of the SDR DiscoCall Show, Neil Bhuiyan sits down with Fred Copestake, sales consultant, trainer, and the creator behind Brindis and the Sales Today podcast. Fred shares his journey from childhood sales hustles to becoming a leader in ethical selling. Together, they explore how the world of sales has shifted - from manipulative tactics to value-driven, curiosity-led conversations.

Fred introduces us to Orange Hat Thinking, the importance of coaching for modern sellers, and why personal branding is now a non-negotiable. If you’re in sales, love a good framework, or want to serve your buyers better, this episode delivers.

Key Takeaways

• Curiosity is the foundation of great salespeople
• Sales has evolved - manipulation is out, ethical value is in
• Orange Hat Thinking offers fresh perspectives
• Personal branding helps reps stand out and connect
• Salespeople today are sense makers
• Coaching develops clarity and confidence
• Knowing your ICP creates better conversations
• Building long-term relationships is still key

Timestamps

00:00 – Introduction to the SDR DiscoCall Show

02:47 – Meet Fred Copestake: A Sales Veteran

05:35 – Fred’s Early Sales Journey

08:32 – Building Confidence in Sales

11:16 – Transitioning to Professional Sales

14:15 – Curiosity as a Key to Success

17:08 – The Evolution of Brindis

19:26 – Navigating Career Changes and Economic Challenges

21:08 – Evolving Business Models and Personal Growth

22:47 – Finding Your Niche in Sales Training

26:42 – The Importance of Aligning with Your Audience

30:26 – Defining Your Ideal Customer Profile (ICP)

39:03 – The Journey into Coaching and Orange Hat Thinking

41:16 – The Six Thinking Hats Model

44:01 – The Orange Hat and Personal Branding

45:06 – Evolution of Sales Practices

52:36 – Sales Today Podcast and Its Purpose

54:46 – Advice to My Younger Self