Turning CRM Noise into Results, Ep #495
Sales Reinvented
Customer Relationship Management (CRM) platforms have long been at the heart of sales organizations, promising improved insights and streamlined processes. Yet, as businesses evolved, so did their CRMs, sometimes for better, sometimes not. In this episode of the Sales Reinvented podcast, I was joined by Tim Gale, European new business sales leader at Sugar CRM, to discuss what CRM 3.0 means in an age where information overload is the new normal. You’ll hear why having too much data can actually hurt sales teams, and learn Tim's top strategies for turning CRM insights into meaningful...
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Go for Gold Every Day, Ep #494
Sales Reinvented
Paralympic gold medalist and renowned keynote speaker Aaron Phipps, and his high-performance coach, Jon Cooper, pull back the curtain on what it really takes to build elite performance, whether in sport or in sales. From honest conversations during lockdown to transforming adversity into high-level achievement, Aaron and Jon share game-changing lessons on teamwork and breaking through mental barriers. They reveal how stepping out of the “expert” role, embracing vulnerability, and constantly pushing boundaries can impact anyone’s performance. Outline of This Episode 00:00 Power of...
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What Separates Elite Sellers from the Rest, Ep #493
Sales Reinvented
In this episode, I’m joined by renowned sales expert Simon Hazeldine to explore what truly sets elite sales performers apart from the crowd. With over 35 years of experience and a reputation for blending neuroscience, psychology, and practical sales execution, Simon shares research-backed insights on the core habits and mindsets that drive consistent, high-level sales success. We break down the key attributes of elite sellers, from the importance of business intelligence (IQ), emotional intelligence (EQ), and what Simon calls execution intelligence (XQ). Simon also shares the pitfalls of...
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The Telephone Assassin’s Formula for Sales Success, Ep #492
Sales Reinvented
Anthony Stears, also known as the Telephone Assassin, is a professional speaker, trainer, and consultant who specializes in helping sales teams master the art of real-time conversations, particularly over the phone. We dig into the relevance of live calls in today’s digital-first world and explore how human-to-human interactions can break through “pipeline constipation” when automated tools and AI fall short. Anthony also shares practical techniques for building confidence in phone outreach, from shifting your mindset to using “permission to speak” as a powerful opener. Outline of...
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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...
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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...
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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...
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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,...
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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...
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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]...
info_outlineWe’re joined once again by Lisa Earle McLeod, renowned author of "Selling with Noble Purpose" and a global leader in purpose-driven business strategies. This time, Lisa dives deep into the transformative role that artificial intelligence is playing in negotiation strategy and tactics.
We discuss how AI is changing the sales game—not just by giving us better tactics, but by helping us see through our customers' eyes to uncover what truly matters to them.
Lisa shares fresh insights on crafting more effective negotiation approaches by leveraging AI to understand customer risks, uncover hidden pain points, and create compelling questions that drive value-based conversations.
Plus, she unpacks the do's and don'ts of using AI, highlights common pitfalls, and shares a real-world story of closing a challenging deal using these cutting-edge methods.
This episode is packed with practical advice on how to harness AI for more genuine, successful negotiations—while keeping the client at the heart of it all.
Outline of This Episode
- [00:00] AI missteps in sales negotiation.
- [06:00] Customer-centric discovery emphasizes ROI by highlighting competitive consequences.
- [08:46] AI improves business strategy by generating unexpected, insightful questions.
- [11:52] Use AI as a nonjudgmental coach available anytime for negotiation advice.
- [15:11] AI communication dos and don'ts.
- [18:28] Lisa’s story of using AI to highlight the cost of inaction.
Rethinking How We Use AI in Sales Negotiation
AI tools have flooded the sales landscape, promising quick wins and smarter decisions. But, as Lisa warns, the way most sellers use AI can actually backfire.
Too many reps default to self-serving prompts—focused on expressing their own value or outshining the competition—instead of truly stepping into their client’s shoes. Instead, Lisa suggests using AI to uncover the risks, concerns, and goals that matter most to your buyer.
For example, rather than asking, “How can I win this deal?” prompt AI with, “What risks does my client face if they don’t act on my proposal?” or “What might the CFO of a large manufacturing company be worried about right now?”
By doing this, AI becomes a discovery partner—not just a generator of clever closing lines.
The Power of “Cost of Inaction” in Persuasion
Too often, sellers build polished ROI arguments, only to watch stakeholders do nothing. Why? Highlighting what a company could lose by standing still is often far more compelling than dangling the prospect of what they might gain.
AI can be a powerful ally in quantifying and articulating these hidden risks. By prompting AI to brainstorm implication questions—“What happens if your competitors outpace you next year?”—sellers can stimulate genuine urgency within decision-makers.
It’s not about scare tactics; it’s about helping clients confront realities they may have overlooked, with the help of AI’s outside-the-box perspective.
Best Practices: Do’s and Don’ts for AI-Driven Negotiation
Harnessing AI’s power in negotiation requires more than clever prompts; it demands ethical considerations and a client-centric mindset. Lisa shares these essential ground rules:
Do:
- Start with the Client: Frame AI prompts around your buyer’s role, goals, and pains—not your own pitch.
- Unearth Strategic Goals: Have AI help uncover what truly matters to your client’s business, even if it’s unrelated to your product.
- Ask for Better Questions: Use AI to generate implication and discovery questions that go beyond the obvious, elevating sales conversations.
Don’t:
- Don’t Overshare: Never input confidential or proprietary information into public AI tools—treat them as you would social media.
- Don’t Be Self-Serving: Avoid focusing AI on “how to win” at the expense of the client’s needs—this erodes trust and effectiveness.
- Don’t Sound Like a Robot: Use AI’s polished language carefully. While it’s great for proposals, it can sound canned in conversation. Personalize and adapt its suggestions.
Transparency is also key. If you use AI to prepare, be open about it: “I put your profile into AI to think more deeply about your goals—here’s what came up. How does that resonate with you?” Such honesty builds authentic rapport.
Flipping the Script and Winning Deals
To prove the methodology, Lisa shares her own recent experience: her firm faced a client paralyzed by indecision—the status quo seemed easier than change.
By using AI to map out the tangible and long-term risks of doing nothing, and then presenting these “costs of inaction” back to the client, the conversation shifted. The client moved from hesitant to decisive, signing a high-value contract immediately.
The lesson? When sales teams use AI to spotlight what’s at stake for the buyer, outcomes transform. Sales negotiation isn’t just about tactics—it’s about deep discovery, empathy, and helping clients make the best decisions.
AI, when harnessed thoughtfully, amplifies a seller’s consultative skills.
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