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_outlineSales and leadership expert Peter Turley, known for his refreshingly honest, no-fluff approach to winning business.
After years of witnessing average sales behaviors and predictable negotiation tactics, Peter joins us on the show to share his unique perspective on what truly sets top performers apart: positioning yourself as the authority even before a negotiation begins.
In this eye-opening episode, you'll hear Peter outline the distinct roles of strategy and tactics, reveal his powerful "quantification" approach for reframing the sales conversation, and demonstrate how inviting your buyer into the process can flip the entire negotiation dynamic in your favor.
With stories, humor, and actionable advice, this episode is packed with insights that could transform your sales game!
Outline of This Episode
- [00:00] Practical, no-nonsense sales strategies for effective results.
- [03:54] Being the authority puts you in a very strong negotiating position.
- [06:22] Using humor to move the relationship forward.
- [09:47] How to quantify your customer.
- [13:59] Leverage your customer's imagination for effective selling.
Strategy vs. Tactics: Knowing What Comes First
Tactics are what you do at the end, in the heat of the negotiation. Strategy is what you do before the negotiation starts, in Peter’s experience.
This sets the stage for a critical realization—well before conversation starts or prices are exchanged, the groundwork for negotiation success is laid.
Strategy is about positioning, credibility, and how the other side perceives you as you enter the negotiation. Tactics, in contrast, are the maneuvers and phrasing used in the moment.
The most successful negotiators invest early in strategic positioning, dramatically influencing their leverage once tactical discussions begin.
Average, Expert, or Authority?
Peter identifies three levels of professional perception: average, expert, and authority. Most salespeople operate at the “average” level, where they are easily compared on price and routinely undercut by competitors.
Moving up the value chain, “experts” are those with proven knowledge, but even they are not immune to comparison.
The gold standard, according to Peter, is becoming an “authority”—the definitive reference point whose insights reshape perspectives. “The experts need somebody to go to when they get stuck. The all-seeing eye. That person is called the authority”.
Authorities command higher pricing not by accident, but because industry recognition, conference presence, and demonstrated originality remove them from price-based comparisons.
When negotiating, authorities are rarely pressured to justify value; they become the benchmark others aspire to.
Confidence, Charm, and the Power of No
Peter’s unique approach blends humor and boldness. Faced with a client pressing for lower pricing, he famously produced a competitor’s business card and offered it as an alternative, positioning himself as above price haggling.
This approach works, he emphasizes, only because of the deep groundwork laid over the years—authority, trust, and a portfolio of results. Confidence in your value, combined with social intelligence, diffuses price objections and reframes negotiations around value.
Quantification in Sales
Moving beyond qualifying questions, quantification walks the client through the tangible, mathematical impact that a product or service could have on their business. By leading the customer to calculate and imagine the results—dollars added, profits multiplied—the discussion pivots from cost to potential gain.
What’s remarkable is how this approach shifts the negotiation dynamic. Instead of the salesperson battling for budget, the customer is internally motivated to find extra funds, sell the solution upward, and justify the value to themselves and others.
Value dwarfs cost, and the negotiation shifts to, “How can we make this happen?”
The Transformational Impact of Value-Based Negotiation
What Peter demonstrates is both simple and profound: negotiation success starts far before any price is discussed.
By positioning yourself as an authority and leading the client to quantify what’s really at stake, you turn negotiations from adversarial price haggling to value creation partnerships.
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