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...
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Managing Stress and Burnout on the Road Through Healthy Habits, Ep #476
Sales Reinvented
Renowned negotiation strategist Dr. Keld Jensen—ranked among the top three negotiation experts globally and author of 27 books, including the upcoming "The Smart Negotiator" joins me on the show to shine a spotlight on the powerful link between physical fitness and professional sales performance. As someone who spends more than 200 days a year on the road advising governments and Fortune 500 companies, Keld brings invaluable personal insights on how exercise, nutrition, sleep, and even fasting keep him sharp, resilient, and creative—no matter the demands of travel or high-stakes...
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Improving Sales Results With These Simple Daily Fitness Habits, Ep #475
Sales Reinvented
Brandon Cornthwaite’s story is one of discipline overcoming distraction. Growing up in South Africa, a country shaped by military rigor, Brandon’s journey took him from the world of elite cycling to a life in the military. Throughout his varied career, Brandon discovered that maintaining physical fitness wasn’t just about health—it was key to unlocking energy, focus, and professional success. Living with ADHD, Brandon dedicated himself to exercise as a way to boost cognitive performance, manage neurotransmitter balance, and avoid the need for medication. His commitment to staying...
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Fitness Habits That Elevate Your Sales, Ep #474
Sales Reinvented
Kristie Jones — sales consultant, B2B SaaS expert, and author of "Selling Your Way In”- discovered that her best workouts aren’t defined by the time of day, but by consistency. After long, sometimes challenging days at the sales office, Kristie prefers to “defrag” with evening exercise sessions, finding them the perfect way to unwind and recharge. Rather than chasing morning routines, she focuses on fitting in activity at least five days a week, motivated by the endorphin boost each session brings. For Kristie, the most important part of fitness is enjoying the process and staying...
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From Burnout to Breakthrough Sales Success Through Wellness, Ep #473
Sales Reinvented
There’s a powerful connection between physical fitness and professional sales success. Bob Woods, a leading LinkedIn and social selling strategist, best-selling author, and Chief Product Officer at Social Sales Link, shares how fitness energizes and builds resilience—key ingredients that help sales professionals shine in their roles. From his personal journey of losing 120 pounds to the daily habits that keep him sharp, Bob offers practical strategies and real-world examples of how movement, sleep, and consistency fuel both business achievements and personal health. Whether it’s treating...
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Uplevel Your Sales with Fitness and Mindset Routines, Ep #472
Sales Reinvented
Laura Hayton, Head of Business Development North at Transicon and a passionate advocate for the power of physical fitness in boosting sales performance, is with us on the show this week. Laura opens up about her personal journey, revealing how strength training helped her overcome anxiety, build resilience, and unlock a new level of professional success—all while balancing the demands of her career and being a single mother to neurodivergent twins. We explore the direct connections between physical well-being and high performance in sales, and discuss the practical steps sales professionals...
info_outlineIn this episode, I sit down with Chris Krause, a seasoned supply chain executive with more than 30 years of experience in procurement, change management, and organizational restructuring. We get under the skin of negotiation strategy and tactics—exploring everything from the difference between planning and action to the essential role of data, preparation, and goal alignment in high-stakes deals.
Chris shares his proven rule of thumb for negotiation preparation, his top tactics for gaining leverage, and invaluable advice on handling aggressive negotiation moves. He also tells an illuminating real-world story, highlighting the importance of transparency, open communication, and mutual respect—even when negotiations get tough.
Outline of This Episode
- [03:23] Chris’s top three negotiation tactics.
- [05:25] Focus on goal alignment before pitching to understand client needs.
- [07:31] Complex negotiations require goal alignment and multiple rounds to achieve the best outcome.
- [09:58] Win-win scenarios in negotiations ensure long-term relationships and prevent future conflict.
- [12:19] Keeping communications and dialogue open.
Distinguishing Strategy from Tactics
Understanding the foundation of successful negotiation begins with clarity on terms. Chris Krause highlights a crucial distinction: strategy is your overarching plan, crafted before the negotiation starts, while tactics are the actions employed during the negotiation itself.
Strategy is about setting your objectives, outlining concessions, and knowing your limits. It includes data gathering, goal setting, and scenario planning.
Tactics come into play at the negotiation table—your body language, the way you present your case, and how you respond to offers. Whether negotiating face-to-face, walking side by side, or even over casual conversation, tactics are the tools used to achieve the strategic goals you’ve set.
The Power of Data and Preparation
Before any high-stakes meeting, Chris’s go-to strategy is to amass as much data as possible—not just about his own position, but about the other party as well. This includes:
- Market studies: Understanding where the product or service sits within the broader landscape.
- Internal cost/benefit analysis: Knowing your bottom line and what you can afford.
- Budget cycles (on both sides): Are you or your partner under financial pressure? Has there been a recent company shakeup or market shift?
Armed with this knowledge, negotiators move from a position of power, specifically, the power that comes from knowledge. Chris advocates a “five to one” rule: for each hour of negotiation, spend at least five hours preparing. This encompasses scenario planning, identifying must-haves vs. nice-to-haves, and determining both concessions and firm asks. In his words, "Planning, preparation, and positioning" are the three Ps of negotiation excellence.
Top Tactics to Gain Leverage
Chris shared his three favorite tactics for gaining leverage in challenging deals:
- Cost Analysis: Establish a baseline of what the product or service should cost, based on robust data.
- Competitive Market Analysis: Ensure you understand current market pricing so you can position your offer competitively.
- Partner Analysis: Dive into your counterpart’s fiscal health—knowing if they are under pressure to close deals or expand markets can open the door for favorable terms.
He refers to this comprehensive approach as his “trifecta” for negotiation success.
The Secret Sauce in Complex Sales
One of the most valuable strategies in complex negotiations is what Chris calls “goal alignment.” Rather than rushing into a pitch, engage first in an open conversation to establish what both sides need to achieve. Are they solving a quality issue? Chasing cost savings? Seeking a new technology?
Especially for salespeople, Chris warns against focusing solely on your own objectives. Self-centered pitches quickly turn off experienced negotiators. Instead, understanding and aligning with the buyer’s business priorities sets the stage for trust and long-term partnership.
Countering Aggressive Tactics and Building Trust
High-stakes negotiations sometimes involve aggressive tactics—last-minute demands, take-it-or-leave-it offers, or extreme anchoring. Recognizing these moves is part of the game, but Chris emphasizes sticking to your strategy and being prepared for multiple rounds of negotiation. Rarely, he says, is a one-and-done deal the most fruitful.
Mutual respect and keeping communication open, even when emotions run high, are vital for coming through tough spots and ultimately reaching an agreement.
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