Understanding Why Strategic Account Management Builds Relationships, Ep #505
Sales Reinvented
We’re lucky to have Mark Sellers with us this week. He’s the author of "The Funnel Principle" and "Blind Spots: The Hidden Killer of Sales Coaching," whose programs have been implemented in 20 countries. Mark shares his expertise on building effective key account teams, the importance of stakeholder mapping, and how to access senior decision-makers. Our conversation covers essential tools and methodologies, best practices for creating living, and the critical role of cadence in driving meaningful progress. You'll also hear a compelling real-world example from Mark’s coaching experience,...
info_outline
Don’t Miss Out on Key Opportunities for Your Business, Ep #504
Sales Reinvented
On the show this week, I welcome back renowned customer growth expert Janice B. Gordon, founder of the Scale Your Sales framework and award-winning Revtech strategist. We’re exploring what differentiates a key account from a regular one, why organizations struggle with these definitions, and the mindset shift required for salespeople transitioning to account management roles. Janice shares her strategies for creating customer-centric, data-driven account plans and highlights key tools and methodologies that drive long-term client value. From actionable do's and don'ts to a compelling...
info_outline
How to Identify a Key Strategic Partner, Ep #503
Sales Reinvented
This week, I’m joined by Jermaine Jones, visionary founder of Jones Global Group and a recognized leader in enterprise risk and strategic talent selection. Jermaine shares his insights on common pitfalls sales professionals encounter during account transitions, and gives actionable strategies for aligning account plans with customer objectives. We also discuss his favorite tools and methodologies for key account managers and why he believes that stakeholder mapping is a crucially important part of the process. Outline of This Episode [00:00] Key Account vs. Regular...
info_outline
The Power Law Principle in Key Account Management, Ep #502
Sales Reinvented
Key Account Management (KAM) isn’t just about maintaining relationships and securing renewals. Today’s business environment demands a new approach—one rooted in strategic growth, deep customer understanding, and proactive leadership. I sit down with Alex Raymond, founder of Amplify, author of "The Growth Department," and leading expert in account management and client engagement, to explore what sets world-class key account managers apart and how organizations can improve their KAM strategies. We discuss how to define and segment key accounts, ways to align strategies with customer...
info_outline
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...
info_outline
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...
info_outline
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...
info_outline
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...
info_outline
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...
info_outline
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...
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
PODCAST FAST TRACK
https://www.podcastfasttrack.com