Modern technology is reshaping how sales teams identify and qualify opportunities.

In this conversation, Fred Copestake speaks with sales tech expert Hanneke Vogels to explore how tools like HubSpot’s Breeze and other sales intelligence platforms can help define and refine your Ideal Customer Profile (ICP).

They examine how existing customer data can reveal key patterns and shared traits, enabling teams to pinpoint lookalike companies and prioritise outreach more effectively.

There's also a focus on how AI can support deeper customer understanding, allowing for more relevant messaging and stronger initial engagement.

The discussion also highlights how qualification is no longer a one-off task.

Using AI tools, transcription services, and structured CRM inputs, sales professionals can apply a more dynamic, data-driven approach to assessing opportunities over time.

Techniques such as role-based AI prompts - particularly for understanding decision-makers like finance directors are covered, offering practical ways to enhance both lead scoring and personalisation.

Whether you're reviewing your ICP or aiming to improve qualification consistency, this episode presents clear ways to use technology to sell smarter, not louder.

--------- EPISODE CHAPTERS ---------

0:00 - Techniques for Modern Sales Success

09:49) - Effective Sales Qualification Strategies

Connect with Hanneke: linkedin.com/in/hannekevogels

Follow me: https://linktr.ee/fredcopestake

Take the Collaborative Selling Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtu.be/ZweyyOH6m_s