Libsyn Directory

Self-Persuasion for Salespeople, Ep #467

Release Date: 08/13/2025

Using Human Judgment in AI-Driven Sales Processes, Ep #491

Sales Reinvented

In this episode, I’m joined by Steve Harding, Senior Vice President of Sales EMEA at SalesLoft and global sales leader, for a deep dive into how AI is reshaping the revenue workflow. We cut through the hype to uncover the real value AI brings to sales teams, from serving as the “air traffic control” for overwhelmed account executives to accelerating pipeline creation through smarter signal prioritization. Steve shares powerful examples from his own organization, unveils practical AI use cases for prospecting and deal progression, and emphasizes the importance of keeping the human touch...

Common AI Pitfalls in Sales and How to Overcome Them, Ep #490

Sales Reinvented

Julie Holmes is a renowned AI expert, inventor, and tech entrepreneur who’s with me on the show to discuss how AI is reshaping the buyer-seller dynamic. She shares her expertise on how to manage when AI-empowered buyers are more informed (and sometimes misinformed), making the salesperson’s role as both educator and “un-educator” more vital than ever. Julie breaks down how sales pros can leverage AI to boost efficiency and personalize their approach while preserving the irreplaceable human skills of motivation, determination, and empathy. Julie reveals her “20-60-20” framework for...

How Holistic Health Unlocks Energy and Focus, Ep #489

Sales Reinvented

There’s a proven link between physical fitness and sales performance. My guest this week, wellbeing and performance expert George Anderson, joins me to share his strategies for boosting energy, focus which I’m sure you’ll agree are key ingredients for thriving in the demanding world of sales. We discuss the impact of daily habits like morning routines, and mindful “powering down” at the end of the day. You’ll also be inspired by George’s personal ultramarathon journey and learn practical tips for overcoming common obstacles like lack of time and burnout. If you’re ready...

Sales is a Marathon, Not a Sprint, Ep #488

Sales Reinvented

Sales professionals are renowned for their drive, energy, and resilience. Yet, behind every high-performing salesperson lies a critical, often-overlooked factor: physical fitness. In this episode, we welcome back Shane Gibson, a global sales performance expert, AI for sales strategist, and accomplished author. Shane shares his wealth of knowledge on the link between physical fitness and sales performance, revealing how health and mindful habits drive long-term results in the high-pressure world of sales. We discuss actionable fitness routines and strategies to manage stress, stay resilient,...

Fitness Lessons from the Sales Front Lines, Ep #487

Sales Reinvented

At first glance, it may seem like the relentless pursuit of targets and numbers in sales has little in common with the discipline of physical fitness. But in this episode of the Sales Reinvented podcast, we peel back the layers to reveal just how intertwined the two really are. Drawing on years of experience in both revenue leadership and personal training, Charles Needham breaks down how simple wellness habits can "uncover alpha in overlooked data" and prepare sales professionals for the daily stresses of the job. Charles shares practical, science-backed advice on how simple habits, like...

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]...

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...

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...

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]...

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...

More Episodes

I welcome back renowned persuasion expert and bestselling author Jay Heinrichs. Jay, widely celebrated for his book “Thank You for Arguing,” returns to share insights from his latest book: “Aristotle’s Guide to Self-Persuasion: How Ancient Rhetoric, Taylor Swift, and Your Own Soul Can Help You Change Your Life.”

Jay dives into the personal journey that inspired the book—a year-long experiment where he applied the classical tools of rhetoric not just to business or negotiation, but to overcoming his own struggles with motivation, self-doubt, and a significant physical setback.

Using a daunting mountain-running challenge as the backdrop, Jay explores how reframing your internal dialogue and negotiating with your mind and body can lead to surprising breakthroughs, both professionally and personally.

Outline of This Episode

[03:41] How Jay improved his negotiation skills through personal adversity.
[07:04] An overview of mastering negotiation skills overview.
[10:22] Honing negotiation skills while coping with chronic pain and limited mobility.
[15:37] Evaluate desires vs. needs, question materialism, and align actions with one's true self for self-worth and persuasion.
[19:04] Ancient Greeks explored self-dialogue, changing negative self-talk, and reframing thoughts can improve one's mindset.
[23:32] Mind training is the practice of convincing your body to go beyond its perceived limits.

The Art of Persuading Yourself

After years spent teaching organizations how to persuade, he was challenged to turn those tools inward during a period marked by low motivation, self-pity, and a debilitating physical ailment. Jay explains how much harder it is to separate yourself as a negotiator and client when you are both the persuader and the persuaded.

Inspired by Aristotle’s teachings and his desire for change, Jay embarked on an experiment: Could the classical tools of rhetoric, updated for the modern age, help him overcome deep-seated doubts and achieve what seemed impossible?

The Self-Persuasion Experiment

The crux of Jay’s journey was a literal mountain—Mount Moosilauke in New Hampshire, an Olympic training ground with a 3.7-mile run and a 2,800-foot elevation gain. At nearly 58 years old, told by doctors he might never walk again, Jay set a goal to become the first person over 50 to “run his age” up the mountain, climbing it in fewer minutes than his age in years.

The process was nothing short of transformational. It demanded significant lifestyle changes: losing an eighth of his body weight, training for hours each day, giving up alcohol, and enduring a groundbreaking (and painful) medical procedure.

As he struggled to reach his goal, Jay leaned on rhetorical strategies—not just to stay motivated, but to redefine his relationship with challenge, pain, and self-doubt.

Reframing Reality Through Rhetoric

One of the episode’s standout lessons is the power of “reframing”—a quintessential rhetorical move. Jay describes how hyperbole, often dismissed as mere exaggeration, can become a tool for motivation: “What if you can believe in throwing something beyond yourself and then chase after it like a dog after a ball?”

In this way, ambitious (even seemingly impossible) goals can become motivational hyperboles, stretching our perceived limits and moving us beyond inertia. He also draws from Aristotle’s lesser-known work, On the Soul.

Here, the concept of the “ideal self” or “soul” becomes the internal audience you must convince. The three classical elements of ethos—craft, caring, and cause—become the benchmarks of persuasion, not just with others, but with that idealized version of yourself.

Negotiation as a Daily Practice

Whether you’re persuading a client, navigating a difficult deal, or pushing your limits in training, the process is the same: a series of negotiations with your goals, excuses, fears, and aspirations.

Jay’s year of self-persuasion wasn’t about achieving physical greatness; it was about discovering happiness and gratitude, negotiating, ultimately, for a better relationship with oneself.

Watts highlights the universal nature of this lesson, referencing cinematic moments of grit and perseverance, and reminds us that the real challenge is not just winning the deal, but winning yourself over, again and again.