Integrating Physical and Mental Wellness for Peak Performance in Sales, Ep #486
Sales Reinvented
In the world of sales, the relentless pressure to perform can take a toll on physical and mental health. But what if the secret to sustained sales success wasn’t just about hitting targets, but also about how you care for your body and mind? On this episode of the Sales Reinvented podcast, I sat down with Jamie Crosbie, TEDx speaker, sales leader, and founder of Proactivate, to explore the powerful link between fitness and professional sales performance. Here’s how building habits around health can elevate not just your mood, but your sales results. Outline of This Episode [01:20]...
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3 Daily Habits That Guarantee Focus and Energy, Ep #485
Sales Reinvented
B2B sales leader Kent Kononoff is back with us on the show to share his expertise on the crucial, and often overlooked, connection between physical fitness and sales performance. Drawing from over 25 years of experience, Kent shares how discipline, consistency, and resilience developed through fitness routines can directly improve outcomes in the sales world. The conversation uncovers Kent’s favorite daily habits for staying energized, the role of nutrition and sleep, and practical strategies for overcoming the lifestyle challenges sales professionals often face. Whether it’s hiking...
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From Burnout to Breakthrough: Sales Success Starts With Your Health, Ep #484
Sales Reinvented
Jarrod Gies brings more than just sales wisdom to the table; he’s also a dedicated fitness coach, kickboxing instructor, and advocate for the powerful connection between physical fitness and professional success. Jarrod shares practical insights on how routines like morning walks, strength training, and mindful meal prepping are not just good for the body but are vital boosters for energy, focus, and resilience in high-pressure sales roles. He explains how discipline in the gym translates directly to discipline in the office, and why making time for recovery and hydration is just as crucial...
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Fatigue and Stress Aren’t “Just Part of the Job”, Ep #483
Sales Reinvented
What if the key to unlocking these capabilities lies not in another sales workshop, but in a pair of running shoes or a set of gym weights? On this episode of the Sales Reinvented podcast, I talk with Randy Neufeld, President and GM at Kubota Thunder Bay, who shares how his journey from sluggish and overweight to fit and focused transformed not just his health, but his entire sales career. Outline of This Episode [00:00] The role of fitness in building strong customer relationships and leading high-performing teams. [04:50] Consistency and planning ahead are key to effective workouts. [08:24]...
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How Exercise and Well-Being Drive Sales Confidence and Motivation, Ep #482
Sales Reinvented
Managing energy through fitness is vital for sales success, as Steve Whittington, President of Roadmap, go-to-market strategist, and mountain climber, well knows. Steve offers insights into the routines and habits that boost resilience, focus, and motivation in this demanding profession. From lead climbing and HIIT training to the importance of making fitness sacred, Steve highlights how prioritizing well-being can directly impact confidence, stress management, and ultimately, sales results. Steve shares actionable tips on bringing your best self to every client interaction, and shares a...
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Simple Fitness Changes for Salespeople on the Go, Ep #481
Sales Reinvented
Ian Cartwright thrives on maintaining headspace through disciplined organization, both physically and mentally. Drawing inspiration from his training routine, he likens his approach to rowing—focusing on executing every stroke perfectly rather than worrying about the outcome. For Ian, success in sales, much like athletic performance, comes from controlling the controllables: dedicating time to preparation, fitness, and structure. By keeping his environment and routines in order, Ian believes the desired results will naturally follow.Joining me is Ian, a New Zealand-based sales coach,...
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Small Fitness Habits, Big Sales Wins, Ep #480
Sales Reinvented
There’s a powerful link between physical fitness and professional sales performance, and my guest, Nick Kane, founder and managing partner of Janek Performance Group, joins me to dig into the details this week. With over 25 years of experience, Nick shares compelling insights on how building healthy habits and maintaining physical well-being can sharpen your focus, increase energy, boost confidence, and fortify resilience—essentials for thriving in the demanding world of sales. From morning routines and movement throughout the workday to the importance of treating health as an investment,...
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Morning Routines That Boost Sales Energy and Focus, Ep #479
Sales Reinvented
On the show this week, I’m joined by renowned sales expert Mark Hunter—also known as "The Sales Hunter"—for a dynamic conversation about the powerful link between physical fitness and sales performance. Mark shares personal stories and actionable insights, drawing from decades of experience, including his global speaking and best-selling books like "A Mind for Sales" and "High Profit Prospecting." We explore how daily fitness habits foster energy, resilience, and relentless discipline—essential ingredients for thriving in the demanding world of professional sales. You’ll hear...
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How Fitness Habits Drive Sales Success, Ep #478
Sales Reinvented
Karen Kelly’s approach to corporate sales has always gone beyond scripts and talk tracks—it’s rooted in her personal commitment to fitness and wellbeing. Early in her career, Karen set herself apart not just through her expertise, but through the discipline of starting each day with a run. Her colleagues quickly came to recognize that when she arrived fresh from her morning exercise, Karen was “unstoppable.” This daily ritual gave her mental clarity, energy, and stamina for the long days and tough meetings ahead. Unlike others who needed a caffeine boost by midafternoon, Karen found...
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Why Strong Bodies Build Better Sales Careers, Ep #477
Sales Reinvented
This week on the show, we welcome Denis Champagne—a trilingual sales coach, elite athlete, and creator of the Body Business Balance framework—for a powerful conversation all about the link between physical fitness and sales performance. Drawing on over 35 years of experience in international sales leadership and coaching, Denis shares how athletic discipline, strength training, and healthy lifestyle choices can transform not only your personal well-being but also your professional sales results. From the value of discipline over motivation, to practical advice on building resilience...
info_outlineMy guest this week is negotiation futurist, bestselling author, and top-ranked negotiation expert Tim Castle. Tim is the founder of Negotiators Edge Training Academy and author of “The Art of Negotiation” and “The Momentum Sales Model.”
Tim shares his most effective approaches to high-stakes negotiation, focusing on value creation, building trust, and leveraging the Best Alternative to a Negotiated Agreement (BATNA). He also reveals his favorite negotiation tactics, including creating urgency, holding firm with clarity, and operating from a mindset of abundance (not needing the deal).
We also discuss the critical role of planning, how AI tools can supercharge your preparation, and why emotional intelligence is every modern negotiator’s secret weapon.
Outline of This Episode
- [04:11] Understand BATNA to leverage deals by controlling emotions and fostering collaboration without appearing manipulative.
- [07:08] Be creative and clear in negotiation; hold firm on your value to persuade and influence effectively.
- [11:49] Use AI to research and prepare by understanding counterparts' backstories, challenges, and market trends.
- [14:48] Crystal is an AI tool that analyzes LinkedIn profiles to predict communication styles and offers tips for effective interaction.
- [17:58] Consistent integrity and champion-led negotiation empower internal advocates to overcome organizational hurdles and drive deals forward.
- [20:34] Guide clients through open questions to uncover pain points collaboratively, ensuring they buy into the process and solutions.
- [28:30] Value-based positioning and champion-led negotiation ensure long-term collaboration and significant value creation.
- [30:14] Strategy gets you in; tactics let you own the situation. Maintain a winning mindset to achieve the best outcomes.
The Missing Link in Sales Success
Strategies are the big-picture, macro gameplans: they define your end-goal, set your direction, and inform every subsequent decision. As Tim puts it, “Strategy is where you want to go, your desired outcome.” Maybe it’s nurturing a long-term partnership, building a multi-phase offering, or expanding the pie in an integrative negotiation.
Tactics, on the other hand, are your in-the-moment moves. They’re the practical tools—like anchoring price, mirroring, labeling, or using the “give-get” concession model—that support your strategy and help you adapt as the conversation unfolds. The magic, Tim explains, happens when you intentionally align your tactics with your overarching strategy, rather than just reacting or trying to “win” the moment.
The Heart of Effective Negotiation
At the core of Tim’s approach is the idea that negotiation isn’t about extraction—it’s about value creation. The whole goal of negotiation is about value creation, he emphasizes. Instead of distributive “win-lose” thinking, Tim advocates for integrative negotiation, which seeks to expand the pie and foster collaboration for mutual gain.
Knowing your BATNA (Best Alternative to a Negotiated Agreement) is essential here. When you’re clear on your alternatives, you can negotiate free from neediness and emotional intensity, giving you the space to truly listen, build trust, and co-create solutions with your counterpart.
Trust-building is Tim’s “single biggest competitive advantage” in an AI-driven world. Even as automation and scripts proliferate, genuine human connection and credibility remain irreplaceable.
Tim’s Favorite Tactics
Tim shared his top tactics, each rooted in psychology and practical experience:
- Creating Urgency: By making your offer time-sensitive, you amplify its perceived value, countering commoditization and focusing the buyer’s attention.
- Not Needing the Deal: When you approach negotiations from a place of abundance (thanks to a healthy sales funnel), you have the flexibility to be creative, collaborative, and less reactive, leading to better deals and relationships.
- Clarity and Holding Firm: Clearly communicating your value and holding firm helps set boundaries, project confidence, and persuade the buyer of your worth.
- Vision of the Future (Bonus): Focus on positive, long-term outcomes to keep the conversation optimistic and to reduce emotional tension.
The Power of AI and Human EQ
Preparation is a non-negotiable for high-stakes deals. Tim recommends leveraging AI to research your counterpart’s background, understand market forces, and tailor your approach. Tools like DISC profiling—and platforms like Crystal Knows—can help you anticipate behavioral styles and communicate more effectively.
Tim also emphasizes role-playing and exposure therapy as ways to build comfort and resilience when stakes (and emotions) run high. Ultimately, fusing AI with emotional intelligence (EQ) is a winning combination for modern negotiators.
Resources & People Mentioned
Connect with Tim Castle
Connect With Paul Watts
Audio Production and Show Notes by
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