🎙 The Evolution of Sales: Insights from Fred Copestake

Guest: Fred Copestake, Founder & Sales Trainer at Brindis

💡 Summary

In this episode of the SDR DiscoCall Show, Neil Bhuiyan chats with Fred Copestake — a veteran sales trainer, podcast host, and the creative mind behind Orange Hat Thinking. Fred shares how he got his start at just eight years old in a freezing Victorian tile store, and how that experience shaped a lifelong sales career. From building Brindis to coaching across the globe, Fred reflects on the evolution of ethical selling, personal branding, curiosity, and staying aligned to your purpose in the ever-changing world of sales.

🔥 Key Takeaways

Fred’s first sales job was in a Victorian mill at age 8.
Curiosity is the foundation of great salespeople.
Orange Hat Thinking helps reframe sales challenges.
Coaching builds confidence, self-awareness, and clarity.
Sales has evolved — and ethical selling is the future.

🕒 Timestamps

00:00 – Introduction to the SDR DiscoCall Show
02:47 – Meet Fred Copestake
05:01 – Fred’s First Sales Job at Age 8
10:09 – Fred’s Official Entry into Sales at IMI Norgren
18:35 – Founding Brindis & Building a Sales Training Business
22:47 – Questioning Purpose & Evolving the Business
30:27 – Modelling Your ICP and Aligning to What You Love
39:04 – Coaching and How Fred Joined MySalesCoach
41:16 – Orange Hat Thinking and the Six Thinking Hats
46:14 – A Decade-by-Decade Breakdown of Sales Evolution
52:36 – The Sales Today Podcast
54:46 – Advice to 8-Year-Old Fred

🎙 Soundbites

"Curiosity is key in sales."
"Salespeople are sense makers."
"Value is in the eye of the holder."
"Don't do something just because it sounds like a great idea. Make sure it really fits you."