Building Relationships and Delivering Value as a Key Account Manager, Ep #501
Sales Reinvented
My guest this week, Josh Curcio, is CRO and partner at Protocol 80, a HubSpot community champion, and experienced strategist for technical B2B companies. We dig into key account management—exploring what differentiates key accounts from regular ones, common mistakes salespeople make when transitioning to account management, and strategies for aligning sales approaches with customers’ business objectives. Josh shares his expertise on stakeholder mapping, the importance of regular check-ins, and actionable tips for building lasting relationships. Tune in for practical advice as he shares how...
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How to Build Powerful Key Account Plans, Ep #500
Sales Reinvented
Welcome to the 500th episode of the Sales Reinvented Podcast! I’m joined by returning favorite Mark Hunter, also known as "The Sales Hunter." We dig into the world of key account management—unpacking what sets key accounts apart from regular ones and why so many organizations struggle to define them clearly. Mark brings his extensive experience to the conversation, emphasizing that key account management is less about making the sale and more about building relationships, orchestrating resources, and understanding your customer's business as well as they do themselves. You'll hear...
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Aligning Customer Objectives with Key Account Strategies, Ep#499
Sales Reinvented
Key account management (KAM) is often seen as the pinnacle of business-to-business (B2B) sales, but it’s also one of the most misunderstood areas. The stakes are higher, the relationships more complex, and the rewards, when managed correctly, can be transformative for both supplier and customer. In this episode of the podcast, I welcome Dr. Beth Rogers, former business development practitioner in the IT sector, visiting Fellow at Cranfield School of Management, and researcher in key account management, to shed light on what differentiates key accounts, mistakes salespeople make when...
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Key Communication Skills That Shorten Sales Cycles Ep #498
Sales Reinvented
This week on the podcast, I’m joined by Andy Bounds, recognized as the UK Sales Trainer of the Year. We’re tackling a topic that I know sales professionals everywhere are going to find useful: how communication can be the accelerator for driving more sales, faster. Andy shares practical, actionable strategies for transforming the way leaders and sales teams engage with customers—shifting the focus from pushing harder or offering discounts to truly connecting, understanding, and delivering memorable value. We dig into common communication missteps that create confusion or...
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Becoming Ridiculously Easy to Do Business With, Ep 497
Sales Reinvented
This week, I have with me renowned customer experience expert, David Avrin, for a discussion on why being “ridiculously easy to do business with” is now the ultimate sales advantage. David shares insights into how rigid processes and a lack of flexibility often frustrate customers—and how organizations can turn ease and responsiveness into their biggest differentiators. Tune in as we discuss common friction points, explore practical steps for boosting customer satisfaction, and discover the top dos and don’ts every sales team should follow to future-proof their success in...
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How Top Salespeople Stay Calm and Confident in High-Stakes Situations Ep #496
Sales Reinvented
Pressure is an undeniable reality for anyone in sales. High-stakes meetings, critical pitches, and tough negotiations are daily occurrences. While some thrive, others falter. This week, I’m joined by communication expert, keynote speaker, and bestselling author Dominic Colenso for a conversation on how to excel in high-pressure sales situations. Drawing from his experience as a professional actor and performance coach, Dominic shares why communication often breaks down under pressure, shares practical strategies for staying calm and present, and explains how salespeople can turn...
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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...
info_outlineThis 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 and maintaining focus, Denis offers actionable insights for sales professionals who want to perform at their best without burning out.
This episode is packed with inspiration to help you strengthen both your body and your career.
Outline of This Episode
- [00:00] Using fitness enhance sales performance without burnout
- [05:26] Sales and fitness both require doing disliked tasks for greater benefits.
- [07:07] Encourage clients to clarify their goals to inspire self-motivation and decision-making
- [10:13] Community and self-care help manage life's challenges
- [11:13] Denis’ top three fitness and performance dos and don’ts
- [12:44] A real-world example of improving sales performance through physical fitness
The Overlooked Link: Fitness and Elite Sales Performance
Sales is often seen as a mental game—strategy, psychology, and persuasion take center stage. But Denis reframes fitness as more than exercise—he defines it as the ability to navigate your life with more resilience, sustainability, and leverage.
Translate that to sales, and it’s easy to see the overlap: high-performing salespeople serve others best when their own bodies and minds operate optimally. Sales is fundamentally about serving others.
When we neglect our health, we lose the capacity to serve our clients well. You can’t sell “at your best” if you’re rundown, fatigued, or lacking motivation.
Lift Heavy, Eat Real, Sleep Deep
What fitness practices create the biggest impact? Denis leans heavily into the importance of strength training, a lesson carried from his days as a gold-medal squash player and still relevant today.
Maintaining muscle and strength is important as we age, he says—both for longevity and for keeping your edge in high-pressure fields like sales.
His formula is simple:
- Lift heavy.
- Eat real food.
- Sleep well.
Denis’s approach to nutrition is simple: If it has more than two ingredients or your great-grandmother wouldn’t recognize it, it’s not real food.
This approach demystifies healthy eating, making it easier to adopt a well-balanced diet.
Discipline Over Motivation: The Secret Driver of Consistent Success
A recurring theme in the episode is the distinction between motivation and discipline. Both in fitness and sales, motivation is fleeting—what matters most is the discipline to act even when you don’t feel like it.
Discipline is about doing what you need to do, regardless of how you feel, Denis explains.This lesson carries profound importance for salespeople.
Prospecting, cold-calling, or other less-loved tasks are akin to tough gym sessions; they’re rarely fun, but crucial.
Clarity of why ensures discipline takes over when motivation fades—Denis cites research where “why” was deemed the single most important word in the English language.
Community, Consistency, and the Value of Now
Sales, like fitness, can be isolating. Denis urges professionals to connect with supportive communities—whether fellow athletes, peers, or accountability groups.
Sharing progress, celebrating personal bests, and rallying together builds positive momentum and fortifies against burnout.
Don’t wait too long to make changes; life moves quickly, and postponing hard but beneficial changes only makes them harder later.
Embrace challenges today, and you’ll age—and sell—with greater vitality and ease.
Fitness as a Foundation for Achievement
Denis closes by sharing a real-world example of a coaching client who became a world champion swimmer while building a thriving private counseling practice.
The consistent planning and rigorous routine required by athletic training mirrored and strengthened his business habits. As Denis wisely notes, “How you do one thing is how you do everything.”
Physical fitness is an investment in your professional edge. Appreciate your life, strive to be stronger, take on the tough challenges—and remember that your discipline in the gym shows up in your sales numbers.
Selling is about serving, but to truly serve others, you must first care for yourself. That’s the real win-win.
Resources & People Mentioned
Connect with Denis Champagne
Connect With Paul Watts
Audio Production and Show notes by
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